Lead Management and Process
If there were an industry award for making rules around the exception, it would have to go to car dealerships. After training dealerships for over 11 years and consulting for over 14 years, I still continue to get questions about situations that arise once every 100,000 interactions (rough estimation), yet the stuff that happens every… Read more »
Lead Management and Process
If you ever trained how to handle an Internet lead, you’ve heard this phrase a thousand times. “Read the Lead!” Do you know all of the steps to actually read the lead effectively? I frequently ask what it means to read the lead when training dealers. Typically, they say all it entails is checking the… Read more »
Lead Management and Process
If there were a gold medal for finishing their work the fastest, my kids would certainly be the Michael Phelps of said activities. No “T” goes crossed, no “I’s” get dotted. Correct math answers just appear with no work. All toys get shoved under the couch cushions. No task is too important to not cut… Read more »
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Lead Management and Process
People have more time than ever to search long and hard for that elusive prize. They’re on a mission to uncover the holy grail of shopping. Sitting at home, they don’t consider the hours searching online as work, but rather an adventure. And they will look far and wide, exploring well outside their tradition area,… Read more »
Lead Management and Process
There is a significant difference between calling someone “hot” in the real world, versus someone who is “hot” in the CRM. There is no time a customer is hotter than the moment they walk onto your showroom, or submit a lead, or call your store. That is considered a hot prospect, and those are necessary… Read more »
Lead Management and Process,Competitive Edge
Nobody likes a spoiler. Between the final season of Game of Thrones and the premiere of Avengers: Endgame dominating the media, it is hard to avoid hearing all that happens. An untimely announcement of what’s to come takes all the excitement out of one’s experience. Yet, when it comes to setting and confirming appointments, giving… Read more »