Professional Community for Car Dealers, Marketing, Advertising and Sales Leaders
The “always connected” shopper trend continues to grow.
In the last year alone, the number of consumers using mobile phones to research vehicles jumped 11 percent. It’s safe to say that 99.9 percent of the people who walk on your lot have searched online with a mobile device or…Continue
Added by Bill Wittenmyer on June 26, 2019 at 7:00am — No Comments
Have you ever seen the show "Naked & Afraid?" Two contestants strip down, head into the wild and basically starve for three weeks until someone comes to pick them up. Every time I see the show, I wonder how the contestants can call themselves survivalists when they can't hunt or find a consistent food source.
Then recently, it struck me that the contestants are doing exactly what they're supposed to be doing: surviving.
Added by Bill Wittenmyer on April 24, 2019 at 4:37am — No Comments
For sales teams and managers, the end-of-the-month crunch is a grind. When it's over, it's natural to…Continue
Added by Bill Wittenmyer on March 27, 2019 at 5:00am — No Comments
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…Continue
Added by Bill Wittenmyer on February 27, 2019 at 7:00am — No Comments
Added by Bill Wittenmyer on January 30, 2019 at 8:30am — No Comments
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.…Continue
Added by Bill Wittenmyer on December 19, 2018 at 7:31am — No Comments
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…Continue
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?”Continue
Added by Bill Wittenmyer on October 26, 2018 at 9:50am — No Comments
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…Continue
Added by Bill Wittenmyer on October 17, 2018 at 6:30am — No Comments
Added by Bill Wittenmyer on August 9, 2018 at 10:30am — No Comments
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…Continue
Added by Bill Wittenmyer on August 3, 2018 at 5:38am — No Comments
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…Continue
Added by Bill Wittenmyer on July 25, 2018 at 8:30am — No Comments
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,…
Added by Bill Wittenmyer on July 18, 2018 at 8:00am — No Comments
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…Continue
Added by Bill Wittenmyer on July 11, 2018 at 8:11am — No Comments
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…Continue
Added by Bill Wittenmyer on June 20, 2018 at 7:00am — No Comments
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.
Added by Bill Wittenmyer on June 6, 2018 at 7:04am — No Comments
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…Continue
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…
Added by Bill Wittenmyer on May 9, 2018 at 6:00am — No Comments
These days you need all the sales opportunities you can get. Next to digital leads and inbound calls, the service department provides the most…Continue
Added by Bill Wittenmyer on May 2, 2018 at 11:00am — No Comments
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…
Added by Bill Wittenmyer on April 25, 2018 at 7:30am — No Comments