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Automotive CRM

lead generation graphic

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 volume. The problem is, when the campaign ends, the lead volume drops back to less than optimal levels.

A better, more consistent approach is to build a lead generation process into your culture. The process should also include lead follow up, so you’re maximizing the potential of every lead.

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prioritizing_your_crm_tasks

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, causes mistakes and dampens creative thought.

Yet, many people keep trying, simply because they have too much to do and too little time to do it in. The solution is simple: get your priorities straight and accept the fact that you won’t be able to do everything, because everything can’t be a priority. Read More

three people switching CRM

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 new CRM at one point, typically because of a change in management, but sometimes because they want to try the latest shiny new technology.

Whatever your reason for wanting to switch, here are a few tips to guide you through the vendor selection process and help you make a decision you won’t regret. Read More

Fine_Tune_Your_Dealership_CRM

Your CRM is an essential tool for most businesses, sure, but is your dealership using it to its full potential?  Many of today’s dealers we talk to say no. In the May 2018 issue of Dealer Marketing Magazine, ELEAD1ONE’s Bill Wittenmyer leads a discussion on the five ways dealers can fine tune your dealership CRM to maximize its ROI and personalize every customer interaction.

Dealerships who don’t make their CRM a priority often end up amassing a database that becomes an incomplete and irrelevant expenditure. A recent Experian Data Quality study found that inaccurate data results in a 12% average loss of revenue to companies each year.

Establishing a customer-centric culture based on the execution of streamlined CRM processes that align with your business goals ensures clear communications, tracking, and relationship nurturing that lead to the sale.

In addition to your list of best practices that help your sales team maximize this valuable investment, you’ll learn:

  • Brevity isn’t always the best bet – the importance of leaving concise, yet clear notes for follow-up;
  • How to prioritize activities the proactive activities that fill your sales and service team’s pipelines;
  • Effective email campaigns and audience segmenting to deliver the right message at the right time;
  • Why using mobile apps leads to more manageable logging of all opportunities, and
  • Understanding the benefits of sharing data across your dealership group.

Get the full article 5 Techniques to Fine Tune Your Dealership’s CRM to read and share with your dealership team.

Tablet_vs_using_a_Smartphone

When you see someone using their smartphone, what is your first impression? Do you assume that person is engaged in personal business or professional business? Logically there’s no way to know because people use their smartphones for both reasons.

On a personal level, smartphones are used to text family and friends, check social media and play games. On a professional level, smartphones are used primarily for phone calls and replying to emails.

Recently, however, vendors in the retail automotive industry (and other industries) are releasing mobile versions of applications that can be used on either smartphones or tablets. If you ask your employees what their personal preference is, many of them will choose the smartphone versions of these apps.

I believe this is a mistake. Based on feedback from our dealership clients, I now believe that mobile tablets are the better choice for mobile apps in the workplace. Read More

Prospecting_For_New_Customers_A_Lost_Art

As a salesperson, do you wait for leads and ups, or do you go out and actively prospecting 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 aren’t talking to enough people, you need to prospect. I believe that for the most part, prospecting for new customers is a lost art.

In today’s world, many salespeople believe that posting on social media constitutes prospecting. Although it could be considered a form of prospecting, it’s not nearly enough. Nothing beats genuine, in-person connections. Prospecting is the art of cultivating mutually beneficial relationships, which means you should not be prospecting just so you can make sales. That will happen as a byproduct, but it’s not your goal.

Prospecting is really about making friends—lots and lots of friends, and treating them well. Here are a few tips.
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