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I've been reading some posts/replies from ADM members, and I've looked at their dealers websites. The majority of people do not understand this concept; the sale starts with that online listing. You have to put photos of all your inventory online. OEM/Stock photos whatever you want to call them, is not going to work for your new inventory. When I look at a dealerships website, the first place I go is to their new inventory listings. When I see OEM/Stock photos for all their new stuff; that tells me that they do not understand the whole principle behind putting your inventory online.
I have yet to come across anyone else who looks at this the same way that I do. Your online inventory is not on your website to look good. The reason for listing anything online for sale is to sell it! Having stock photos is not going to get the job done. I will be posting another video that I did for Realtors that explains the buyer mindset, and how that relates to your online listings.
I have a totally different approach when it comes to listing online and it works. That's how I was able to sell almost $700K worth of inventory in three months at a boat dealership, just with a phone and a computer. I knew absolutely nothing about boats, but did know how to effectively list online, and let my listings do some of the selling for me.

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So.....what IS your unique approach to on-line sales that works ? Why are real inventory photos more effective than stock OEM photo's ? Why are YOU the only one who "sees it this way" ? Where the boats you sold new or used ?

Please share your insight with us .

Thanks ,

Tim
Tim,
Thanks for the questions. The approach that I used with online listings is a sales approach, and includes a buyer element. The sales part is putting all information, and actual photos of the entire unit in a listing. The buyer element is that, the objective with the listing is to get the potential buyer to assume ownership of whatever you're selling. Understanding that buyer element is where dealers are missing it on their websites. A buyer will assume ownership of the unit by looking at the online listing. Once they have, they've psychologically started the buying the process. When they call or make an inquiry, they are taking the next step in order to acquire that unit.
I laugh when I look at dealers sites new inventory, and they have stock photos. Next to the photo, they have a "make offer" button. Think about how ridiculous that is, no one is going to make an offer on something that they can't actually see. That's why dealers need those actual photos of the unit on their website. There are dealers that do put actual pictures of new inventory on their website, however the vast majority do not. When I see stock photos of new units, that tells me that the Internet department doesn't understand this approach.
I sold both new/used boats, and the majority of people were already sold/excited about the boat when they contacted me. I knew that they had assumed ownership. It was then a matter of handling there questions, objections, and negotiating. Prior to the boat dealership, I worked at an RV dealership. As part of their Internet department, we sold almost $11 million in one year Internet sales. With the boats/RV's they were sold all over the world, and it all started with the online listing.

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