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Series - "Internet How To" #1: Sell by Supporting Your Price!

I taught at Brian Pasch's bootcamp, and I didn't get to everything in my class because of time, of course.  However, besides ALWAYS having calls to action (more on that later), I have another tidbit of many tidbits for you to get response from your Internet leads:  Support your price quote!  How do you do that?  Like this:

Here's my great price on a great xxxxxx, $__________, which with tax, title, and license gov't fees is $_________.  And here's our great <reviews, videos, etc.>.  Please call me ASAP to discuss a test drive!

In other words, send the shopper support for your price that is "buyer generated content", e.g. your buyer reviews and buyer testimonials.  This is a great way to consistently beat the competition that always submarines you by a few hundred dollars to get the deal.  People care about reputation when they are shopping!  And here's something else to add to make them buy from you:

Here's my great price on a great xxxxxx, $__________, which with tax, title, and license gov't fees is $_________.  And here's our <reviews, videos, etc.>.  Please call me ASAP to discuss a test drive!

Additionally, while you are shopping, at the bottom of my email is a list of consumer-advocate questions to help you shop.

And, so, at the bottom of your BRIEF email, you put:

Consumer Advocacy Questions to Ask All Dealers:

  1. Do you have an online reputation presence for yourself and/or your dealer that I can look at? (know who you are doing business with)
  2. Do you have any hidden fees?  (this will scare off bad-practice dealers)
  3. What is your total price with tax, title, and license gov't fees? (otherwise, you can't do an apples-to-apples comparison)

Make sure you handle all three of those well yourself and that you have a price supported by your previous buyers' reviews of you and the dealership--and you will get the shopper's call and the appointment.  And your competition is left behind!

For those of you who don't have great reviews, go get them.  No great videos?  Go film them.  Because your competition IS going to make these changes, eventually.  Don't you want to be first?

Who wants to win?

by Keith Shetterly, keithshetterly@gmail.com
Copyright 2011 All Rights Reserved
www.keithshetterly.com

Views: 23

Tags: Internet, Leads, Sales

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Comment by Keith Shetterly on April 23, 2011 at 2:39pm
Thanks Manny!  Wednesday sounds fine, just text me a time.  I'm tied up all day Thursday, so Wednesday is great.
Comment by Keith Shetterly on April 23, 2011 at 9:35am
Thanks George!  I hope things are going great for you.  You are a gem for every customer you have.  :)
Comment by GEORGE CASTILLO on April 23, 2011 at 9:26am

thats a good idea, from the smartest man I had the pleasure to work for

thanks George

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