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Reigna Fall liked Jeff Cotton's blog post Create Your Own Buy Cycle
Mar 5
Jeff Cotton posted a blog post

Create Your Own Buy Cycle

According to AutoMD.com, more than three-quarters of respondents to a 2012 car-buying attitude survey found that “78% now say that 10+ years (or until it dies) is the appropriate vehicle lifespan. Most telling is that over half say that a better economy would not change their habit of holding onto their vehicle longer.” You may feel shackled by this reality, but in fact you have much control over how the buy cycle influences your dealership. I can make such a statement because this sales…See More
Mar 4
Jeff Cotton posted a blog post

How to Hit the Hot 40

Believe me, please, when I confess that I understand the psychology and emotions that drive the highs and lows of showroom sales.  Your soul hangs in a valley on slow days yet soars into heaven the moment a fresh up drives onto the lot.I’ve been there. I’ve lived that, and after all these years I still breathe car sales.Since those days, however, I’ve learned a few new ideas about selling cars. One of the best tips I can pass along is this: Focus on the hot 40 if you want to succeed and succeed…See More
Feb 24
Jeff Cotton posted a blog post

Help Green Peas Make Greenbacks Fast!

Finding the right individuals to succeed in car sales remains a challenge for the industry. Too many green peas wash out early and NADA reported in February 2013 that there is a 40% sales turnover rate in the USA. Sometimes they fail because they lack the fortitude and energy it takes to sell the volume of cars required to earn a livable income, which is $59,340 annually at dealerships. All too often green peas quit prematurely because most everyone fails to adequately train today. …See More
Jan 20
Jeff Cotton liked Jeff Cotton's blog post Sales Drop on Newton’s Head
Jan 8
Jeff Cotton liked Jeff Cotton's blog post Answers in My Mailbox
Jan 8
Jeff Cotton shared their blog post on Twitter
Jan 8
Jeff Cotton posted a blog post

Big News in New Orleans

In case you missed the article, “Mining for Advantage at NADA,” in the December issue of Dealer Marketing Magazine, it reminds us that much of what auto industry attendees will experience at NADA in New Orleans is outside the walls of…See More
Jan 8
Jeff Cotton posted a blog post

The Need You Meet Drives Gross

If a sales presentation hits a customer’s most compelling need, chances are the vehicle’s sold and frequently with a stronger gross profit than a typical sale. When the sales associate can find the prospect’s hot button and works the deal to meet that need, shoppers turn into profitable buyers. A case in point is Draper Chevrolet and Draper Toyota, both of Saginaw, MI.  These stores use of database analysis tools helps to identify existing customers whose situations present unique opportunities…See More
Dec 3, 2013
Jeff Cotton posted a blog post

Answers in My Mailbox

Like you, I still go to my home’s mailbox every day to retrieve whatever has been delivered there. Like you, I shuffle through it and end up dropping much of it into the nearest round file. What I really want when I go to the mailbox is answers to the question I think we all have: is anyone thinking about me? Now I know such a question can sound selfish, but isn’t it natural? I mean, as we go to the mailbox don’t we hope a friend or family member has dropped us a note or card – or that the…See More
Nov 15, 2013
Justin West commented on Jeff Cotton's blog post Own this Gorilla
"this was a great piece!"
Nov 9, 2013
Jeff Cotton posted a blog post

Own this Gorilla

In this era of tweets, texts and Likes, the wise sales associate still recognizes and practices good phone. Good phone means knowing how to engage others using the telephone. For sales associates, good phone means having learned how to sell by phone, practiced those skills and worked to overcome it unfamiliarity. Most any sales associate who makes up their mind to excel at using the phone to drive business can be a success. Yet for many, the thought of using the telephone to connect with…See More
Oct 21, 2013
Jeff Cotton posted a blog post

Sales Drop on Newton’s Head

It took a ripe apple dropping on Sir Isaac Newton’s head for gravity to shoot to stardom. Sales to existing customers are waiting to drop on your head, if you’ll simply look up, maybe propelling you to stardom yourself. In every dealer’s existing customer database are bushels of ripe apples ready for picking, if you can present them with the right offer at the right time.  Will you pick them -- or will they fall under another dealer’s tree? I want them to fall under yours. Today this ripened…See More
Oct 10, 2013
Jeff Cotton shared their blog post on Twitter
Sep 26, 2013
Jeff Cotton posted a blog post

Morph Be-Backs into Buyers

How’s your attitude towards shoppers who walk without buying? Snarky?Ambivalent?Opportunistic? The right first response should be, with curiosity: Why didn’t the customer buy? A range of reasons might answer the question – from wrong inventory and price to poor presentation or dislike of the sales associate. For whatever reason a shopper leaves the showroom without buying, the productive attitude is one that focuses on opportunity. Most every consumer who walks without buying from you today…See More
Sep 26, 2013
Jeff Cotton posted a blog post

How Can Vendors Deliver on Great Expectations?

As a technology provider, AutoAlert has the weighty obligation to deliver great service and support to its customers, North America’s franchised automobile retailers. As a dealer, do you entertain great service expectations from the vendors with which you do business? If not, you should – and you should hold them accountable for meeting those expectations.This is an important issue. Because a recent article in…See More
Sep 9, 2013

ADM Profile Information

REQUIRED: Name of Your Dealership, Business or Organization:
AutoAlert
Location
Irvine, CA
REQUIRED: Auto Industry Business Segment or Affiliation (check all that apply):
Dealership Solution Provider
REQUIRED: Your Business Phone Number
800-630-4760
REQUIRED: YOUR Business Website URL (ie; www.CourtesyChev.com)
http://www.autoalert.com
YOUR Email address for business contacts
jeff@autoalert.com
ADM is a Professional Network, describe YOUR Value Proposition... "Why should anyone do business with you?"
A former top Mercedes sales professional with Fletcher Jones, I am now vice president and co-founder of AutoAlert, the most advanced lead generation solution available on the market today.
What will YOU contribute to the ADM Community?
I am passionate about selling cars. I am passionate about helping automobile retailers sell more cars more effectively.

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Jeff Cotton's ADM Blog

Create Your Own Buy Cycle

Posted on March 4, 2014 at 8:30pm 0 Comments

According to AutoMD.com, more than three-quarters of respondents to a 2012 car-buying attitude survey found that “78% now say that 10+ years (or until it dies) is the appropriate vehicle lifespan. Most telling is that over half say that a better economy would not change their habit of holding onto their vehicle longer.” 

You may feel shackled by this reality, but in fact you have much control over how the buy cycle influences your dealership. I can make such a statement because this…

Continue

How to Hit the Hot 40

Posted on February 24, 2014 at 11:17am 0 Comments

Believe me, please, when I confess that I understand the psychology and emotions that drive the highs and lows of showroom sales.  Your soul hangs in a valley on slow days yet soars into heaven the moment a fresh up drives onto the lot.

I’ve been there. I’ve lived that, and after all these years I still breathe car sales.

Since those days, however, I’ve learned a few new ideas about selling cars. One of the best tips I can pass along is this: Focus on the hot 40 if you want to…

Continue

Help Green Peas Make Greenbacks Fast!

Posted on January 20, 2014 at 7:36am 0 Comments

Finding the right individuals to succeed in car sales remains a challenge for the industry. Too many green peas wash out early and NADA reported in February 2013 that there is a 40% sales turnover rate in the USA. Sometimes they fail because they lack the fortitude and energy it takes to sell the volume of cars required to earn a livable income, which is $59,340 annually at dealerships. All too often green peas quit prematurely because most everyone fails to adequately train…

Continue

Big News in New Orleans

Posted on January 8, 2014 at 11:22am 0 Comments

In case you missed the article, “Mining for Advantage at NADA,” in the December issue of Dealer Marketing Magazine, it reminds us that much of what auto industry attendees will experience at NADA in New Orleans is outside the…

Continue

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