How quiet is your BDC? When you walk in the room, is there a cacophony of phone calls occurring or just clicking and scrolling? Do you see your salespeople spending way too long navigating around customer profiles in the CRM rather than making a call attempt? Sounds like they’re only waiting to take a swing… Read more »
By all means, trust your multipoint attribution software to tell you where your shoppers are coming from and which sites influence them to purchase from you. If that report shows you they sort of visit a multitude of online sites, then just divide up your budget across all of them. (That’s not how it works,… Read more »
Have you ever been invited to a party by a friend? One located at someone else’s place you did not know. Where you wouldn’t know anyone else besides your friend, but they convinced you to accompany them because it would be a good time? How well that went likely was determined by a simple action… Read more »
You do not need to light a fire under the customer in the first email. You simply need to give them reasons over time to see you. It is a process.
- Joe Webb
Everything you email to a customer is being judged. They are looking for any reason possible to exclude you from their search.
- Joe Webb
Technology is not just changing customers’ buying processes, but making companies reconsider the attributes they look for in a quality employee.
- Joe Webb
Internet sales professionals must be more familiar with the automotive resource sites than the customers utilizing them.
- Joe Webb
As soon as a consumer thinks that are going above and beyond for them, that’s when you’ve built a relationship.
- Joe Webb
Your showroom should be your second website. Your entire dealership should double as a digital extension of your internet marketing efforts.
- Joe Webb
Don’t go “Back to the Basics”, but instead push forward. Do you know where going back to square one takes you? The unemployment line.
- Joe Webb
Promoting your glut of vehicles online reminds the customer how desperate we are to move cars.
- Joe Webb
No consumers look up to sales clerks. People want to interact with their equals.
- Joe Webb
Far too many ideas seem like good ideas after a frozen margarita with a Coors Light chaser.
- Joe Webb
Be thankful that everyone eventually needs a car.
- Joe Webb
Think beyond the sale and create a customer-centric experience based in fact, truth, and value.
- Joe Webb
Stop worrying about what is important to you and start realizing what is important to your audience.
- Joe Webb
The challenge of saving deals isn’t the inability to commoditize those deals into a software, but instead changing the mindset of management.
- Joe Webb
Because we are all self-conscious creatures with a need to know what others think of us.
- Joe Webb
You are in a marriage with social media and these sites are moody, cantankerous, fickle, and capricious entities that need constant attention.
- Joe Webb
Hell hath no fury like a website scorned.
- Joe Webb
Every day, your company puts on a show for the consumer. The customers are your audience and you are the director.
- Joe Webb
There is very little value to me in an email that appears to be nothing more than a templated advertisement.
- Joe Webb
While time is of the essence, the quality of response far outweighs the speed of the response.
- Joe Webb
All experts were once where you are today.
- Joe Webb
Metrics cannot always measure the happiness of a customer.
- Joe Webb
Analysis paralysis can cause blindness to what is truly important: Your customers.
- Joe Webb
At different points of every lead’s existence there comes a time where different influences must help it along its way to sale.
- Joe Webb
Your BDC should not just be your dealership’s front line of defense, but it should also be the backstop. No lead left behind.
There are craptastic newsletters, then there is DealerKnews. Get all of our posts without having to set up a RSS feed. Start getting a monthly megadose of geniusness. Its like steroids for your brain.
Interviewing people is an art. To some, that art is paint-by-numbers, but for others, it is neo-realism. I’ve long said there is no magic bullet to make a dealership profitable, but bringing aboard quality talent is about as close as you can get. That is why learning how to hire salespeople is one of the… Read more »
Have you ever pulled up a website on your mobile device only to find that there are so many buttons and conversion widgets on a site that it begins to actually cover up the content of the webpage? Have you had a pop-up that’s so aggressively big that you could not click out of it?… Read more »
“Everybody likes a compliment.” ~ Abraham Lincoln Sometimes, the best way to close a deal isn’t a cleverly constructed sales pitch that influences the customer to make a decision. It is making the customer feel good about themselves in that moment. Paying compliments can bring customers to your side. Maybe it is giving them credit… Read more »
There are craptastic newsletters, then there is DealerKnews. Get all of our posts without having to set up a RSS feed. Start getting a monthly megadose of geniusness. It’s like steroids for your brain.