1) Keep it simple
It’s easy to come away from a conference like this with information overload and a sense of being overwhelmed and asking yourself where do I start? Keep it simple. This was certainly the underlying message at many of the most recent sessions. Stay focused. Remember to Crawl, Walk, Run (thanks VJ). Stop Chasing Shiny Objects (thank you Mr. Stauning) get the basics under control first. Don’t go it alone. Remember your team mates within your dealership (Waldo), recognize them, support them and work with them.
2) Have a foundation
Make sure you have a foundation to build your success upon. Start by making sure your store or group has a clearly defined and mapped out Lead Management Process (LMP). Identify who is responsible for this and how it is managed. What happens after day one? Be sure to have a long term follow up plan in place (90 days or more). Done properly this will nurture your leads, and seemingly out of nowhere, you will have customers walk into the showroom, insist on working with you and then buy when they are ready to buy. All this while members of the sales floor watch wondering why you get all the lay downs. Having a defined Lead Management Process in place will help you to have the support and buy-in of upper management. Their support and buy-in is essential because without it your foundation will have a hole in it.
3) Time Management and Goal Setting
In order to keep it simple, while maintaining a solid foundation, time management is critical. Look at your day, your week, your month, map out what you want to accomplish and when will be the best time to accomplish it. Now you can block these times out and set out to accomplish your goals. Keep track of how you are doing and make the needed adjustments to stay on track.
4) Manage and Cultivate your On-line Reputation
We are all sharing on-line more and more everyday. Are your customers sharing their experience with your store? Set up a Google alert so that you can stay on top of the conversation as it happens. Be a part of it. Do not sit back and watch it happen. This is today’s CSI and just like any sale you have to ask for it. Be proactive, reach out to build and cultivate your stores positive reputation. Determine which review sites will work best for you and direct your customers there. You can leverage this content by posting these positive testimonials on your site. This content will enhance your SEO, generate more page views, extend a visitors time on your site and give your sales team an excellent tool to use while selling future prospects. Sound good to you?
5) Participate and Be a Student
I don’t know if it’s ever been truer than today but you can never stop learning. Be a student of the game. Read magazines like Digital Dealer consistently and, as Tim Jennings pointed out in his sessions, make sure you find your take away with every read. Join our professions on-line forums and communities, such as Automotive Digital Marketing, Dealer Refresh and Driving Sales, and participate in them. Share your knowledge.
What are your take aways?