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Bill Wittenmyer's ADM Blog (33)

3 Metrics to Measure Automotive BDC Performance

Does your dealership use an external BDC for sales calls? Many managers like to keep control of their sales process in house, but realistically, the majority of salespeople don't have time to place the hundreds of calls necessary every week to keep their pipeline filled.

 

Additionally, many salespeople lack the skills to effectively engage consumers over the phone. The personality types that provide engaging in-person experiences don't always translate well to over-the-phone…

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Added by Bill Wittenmyer on February 27, 2019 at 7:00am — No Comments

How to Motivate Salespeople

In the car business money has always been used to motivate salespeople. The idea is that commissions are a big enough motivator to drive salespeople to do what they need to do in order to…

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Added by Bill Wittenmyer on January 30, 2019 at 8:30am — No Comments

Secrets to a Successful Follow Up Call

When a customer leaves the lot without purchasing a vehicle, there's a good chance he or she will never be back. A few may return, but most won't. Does that mean you should never follow up with customers? Obviously not!

 

The follow-up call is critical and can absolutely save a deal.…

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Added by Bill Wittenmyer on December 19, 2018 at 7:31am — No Comments

Do you have “Only Person in the World” Disease?

Recently I was waiting in line at an airport, along with hundreds of other travelers. A couple appeared out of nowhere, shoving their way to the front of the line and complaining loudly, as if they were the only people affected by the long wait. When another traveler told them to get in line, the pair acted shocked, as…

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Added by Bill Wittenmyer on November 14, 2018 at 6:00am — 1 Comment

The Crazy Professor

One of my college professors was famous for a crazy stunt that he pulled every semester. On the first day of class, he would introduce himself, take off his shirt and jump out the window. A few minutes later he returned to the classroom, calmly put on his shirt and asked, “Do I have your attention?”

 …

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Added by Bill Wittenmyer on October 26, 2018 at 9:50am — No Comments

If I Out Call You, I’ll Out Connect You

At its core, sales is a numbers game. It always has been and always will be. If

you’re selling the same product that others are selling, you can only expect to close a percentage of customers that come into your store. In our industry, top performers close 50 to 60 percent of their…

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Added by Bill Wittenmyer on October 17, 2018 at 6:30am — No Comments

How to Handle Inbound Sales Calls

As an industry, we have pretty much perfected the process of following up on Internet leads, but we are far from perfect when it comes to handling inbound…

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Added by Bill Wittenmyer on August 9, 2018 at 10:30am — No Comments

4 Tips to Capture More Declined Services

The benefits of having a mobile check-in and MPI process in the service department have been widely confirmed. You’ve probably heard all about the three “T’s;” specifically transparency, timing and trust.  

 

However, one of the biggest unsung benefits is the considerable increase in the usage of the…

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Added by Bill Wittenmyer on August 3, 2018 at 5:38am — No Comments

Lead Generation Never Stops

 

Need more leads? Whenever sales are slow, one of the first reactions from salespeople, and sometimes their managers, is to proclaim they need more leads or better leads.

In response, they might run a lead generation campaign which results in a temporary lift in lead…

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Added by Bill Wittenmyer on July 25, 2018 at 8:30am — No Comments

Multi-Tasking is a Myth

What’s the definition of multi-tasking? It's doing a lot of things at once, and most often, that means doing them poorly.

In fact, research proves that multi-tasking is largely a myth; our brains are not wired to focus on multiple things at once. Studies show that multi-tasking ruins productivity,…

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Added by Bill Wittenmyer on July 18, 2018 at 8:00am — No Comments

5 Tips for Switching CRMs

The decision to switch to a new CRM is not one to be taken lightly. On a daily basis, your sales team relies on your CRM for new leads and opportunities, to remind them what needs to be done, guide them through car deals and keep them on track to meet business goals.

 

Yet, just about every dealer has switched to a…

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Added by Bill Wittenmyer on July 11, 2018 at 8:11am — No Comments

How to Maximize Your CPO Investment

Are the headaches associated with bringing vehicles up to certified pre-owned (CPO) program standards worth it? For dealers, there’s certainly more work, money and time involved with finding, reconditioning and certifying vehicles for CPO programs.

 

On the surface, it may seem like the higher margins don’t really justify the higher…

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Added by Bill Wittenmyer on June 20, 2018 at 7:00am — No Comments

BDC Overwhelm? Use a Hybrid Solution for Heavy Lifting

Many dealers prefer using internal BDCs so they can keep control of leads and processes. Other dealerships use an external BDC for cost, management and efficiency reasons. Just about every dealer believes it’s a choice: you either set up an internal BDC or outsource to a third-party virtual BDC.

 …

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Added by Bill Wittenmyer on June 6, 2018 at 7:04am — No Comments

Do Car Shoppers Really Want to Buy Cars Online?

Manufacturers, dealerships and vendors are all rolling out digital retailing initiatives to sell vehicles online. But some dealers remain skeptical and believe that their customers don’t really want to buy cars online, or aren’t ready for that step yet.

 

Car shoppers already use the Internet to research brands and models, buy insurance and look for dealers. How many consumers would start the purchase process online, if the option were…

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Added by Bill Wittenmyer on May 23, 2018 at 6:22am — 1 Comment

Is Prospecting for Customers a Lost Art?

As a salesperson, do you wait for leads and ups, or do you go out and actively prospect for new customers? 

No matter how great a salesperson you are, sales is a numbers game. If you want to sell more, you need to talk to more people. If you…

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Added by Bill Wittenmyer on May 9, 2018 at 6:00am — No Comments

Boost Sales 10% or More with a Vehicle Exchange Program

How many vehicles do you sell out of your service lane every month?

What if you could double that amount?

 

These days you need all the sales opportunities you can get. Next to digital leads and inbound calls, the service department provides the most…

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Added by Bill Wittenmyer on May 2, 2018 at 11:00am — No Comments

The Magic Formula for Success

Did you know that the self-improvement industry in the U.S. is a $10 billion market?

That means there are a lot of people out there who are not achieving their goals. Of course, there are also dozens, if not hundreds of self-help gurus taking advantage of this situation and dishing out advice…

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Added by Bill Wittenmyer on April 25, 2018 at 7:30am — No Comments

ELEAD1ONE Releases Free eBook: The Auto Dealer’s Guide to Digital Retailing

Atlanta, GA – April 24, 2018 – ELEAD1ONE today released a free eBook called “The Auto Dealer’s Guide to Digital Retailing.” Designed to be a resource for dealers, the eBook presents an in-depth review of the challenges involved with purchasing a vehicle…

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Added by Bill Wittenmyer on April 24, 2018 at 9:30am — No Comments

ELEAD1ONE Takes Home Three Automotive Website Awards (AWA) from NADA, Presented by PCG Companies

Atlanta, GA – April 10, 2018 – ELEAD1ONE today announced that its DealBuilder digital retailing platform was honored with two 2018 Automotive Website Awards (AWA) at the NADA Convention & Expo. Additionally, ELEAD1ONE’s Service1One service retention suite took home an…

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Added by Bill Wittenmyer on April 10, 2018 at 8:11am — No Comments

3 Tips for Bridging the Customer Expectation Gap

Dealers are great at creating expectations. They advertise their dealerships as family owned, friendly, hassle-free and low-price leaders. These promises are what motivate the customer to call in the first place.

 

Then the expectation gap opens up. Typical problems that…

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Added by Bill Wittenmyer on April 4, 2018 at 9:00am — No Comments

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