I realize this site is Automotive Digital Marketing
so it might be off the subject a little, or is it?
Are ISM's trained how to really build a business
as much as they are trained on how to follow up on a lead?
Lets take an average salesperson who sells 10 cars a month for 5 years. They would have a total of 600 customers. Now lets take a salesperson that sells 20 cars a month for 5 years. They would have 1,200 customers. Where have those , 600, 800, 1,200 customers gone? Is the salesperson following up after those sold customers or is the salesperson too busy following up on new leads?
I have read about how many leads can an ISM handle every month. If they get 60 or 80 this month and they are following up after the 60 or 80 from last month, etc, etc, how many can they handle? How about the 20 that they sold last month, the month before, etc, etc, etc? How does that fit into the count?
If an ISM is selling 20 cars a month and is receiving 100 new leads a month and is also following up with sold customers, which one of those do you think is not really being done? Or which one suffers the most? I would venture to say the most important one....that is, the most important one to the salesperson - or should be. Sold Customers.
How long does it take to build a strong enough customer base so that you don't have to take ups anymore? At a point where you can sell 20+ every month to repeat and referrals only - NO UPS ALLOWED. We all know that it's a lot more fun selling to repeats and referrals and that we make more money too so that is what we want to do, right? Sell to sold customers?
Are we too focused on how to generate more leads and how to best follow up with new leads that we are forgetting about the people who will, if taken care of and followed up after , who like us and trust us??
I know I have been guilty of that many times as a manager but as a salesperson, it was what drove me day in and night out, what I thought about day and night, what I worked on day and night - Sold customers. Follow up with them. How to build MY
business. And after 3 and a half years, that's exactly what I did. I had built a business for myself of repeats and referrals - NO UPS ALLOWED. That is truly when the fun starts!
So the question I ask is, how long does it take? How long before an ISM leaves his/her position and manages their own business?
Is this in your plan? Do you start trimming their leads down until they are ready to make the move? What are your thoughts?
On a side note, I am in NO way discounting generating more leads, following up on leads, etc. I have spent lot of time doing that because it is sooo important! It has to be on our mind 24/7!
I have spent tons of time working with dealers on how to generate more leads and how to follow up with leads because it is sooo important! This site is sooo valuable for how to create a digital dynasty, which is what we all are working on for our dealers.
So I'm only wondering if this is a part of your plan?
Let me know what you think.....