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car sales

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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Selling_Cars_The_Magic_Formula_For_Success

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 on how to be successful.

If only success were as simple as drinking a bottle of magic formula.

The reality is, whether you’re selling cars or performing oil changes, only you are in control of how successful you will be. Ultimately, it’s up to you to create your own formula for success. Expect it to take time and allow plenty of room for trial and error. Read More

Customer Experience

As a seasoned road warrior, I don’t always look forward to the next airport, cab ride or hotel destination. There are definitely some aspects of traveling that are forgettable. However, over the years I have developed a list of favorites, as in favorite restaurants and hotels to visit.

When I walk into these places, I am immediately greeted like an old friend. They know my name, they know what I like and everything is ready for me. The service is authentic, meaning it feels real. I believe the employees in these establishments are genuinely happy to see me (if they aren’t, they sure do a good job pretending).

When I have a great experience somewhere, I will also sign up for its email list. Not only do I sign up for it, but I will actually open the emails to see if there are any special offers being promoted the next time I visit that hotel or restaurant. If there aren’t, that’s okay. I choose to go there anyway because of the experience.

Think about your service experience. When a customer pulls into your service lane, are they immediately greeted like an old friend, or are they ignored for several minutes because your service advisors are too busy helping other customers? Read More

httpss://elead1one.wistia.com/medias/doagtb7xtr?embedType=async&seo=false&videoFoam=true&videoWidth=645

Staying on top of the competition calls for a daily assessment of  your used car inventory.  Andrew Cowart, Camp Chevrolet Cadillac General Sales Manager, shares his one solid habit to set the market standard in Spokane, Washington in this Dealer Tip of the Month, first published in April 2017.

Potential buyers are spending more time online and less on dealership lots in the hunt for their ideal vehicle. In an era of immediate gratification, consumerism via the web and mobile devices, it’s increasingly likely that if your dealership doesn’t have exactly the vehicle (model, color, options, etc.) consumers want at the moment they’ve decided they’re in market, they’ll move on. Dealer Marketing Magazine turned to Bill Wittenmyer, Partner at ELEAD1ONE for a look at what auto dealerships need to do to improve their inventory strategy and processes.

This informative article answers key questions such as:

  • What trends should auto dealers will have the biggest impact on inventory management in 2017?
  • How have changes in the pace of new-vehicle sales impacted inventory strategies?
  • Are shoppers with a fixed car and price in mind changing the inventory balance between new and pre-owned?
  • What new and emerging inventory management technologies will be most important for the industry?

Download your full copy of the article to save and share now.

Key Takeaways from ELEAD1ONE’S Bill Wittenmyer:

  • It is crucial that inventory selection in the selling process is well communicated with internal teams, and focused on with each business opportunity.
  • With the majority of decision-making done during the research phase, the solution is to present consumers alternative selections in your digital strategy, as opposed to guessing the inventory mix on any given day. Options are always better than obligations and limitations.
  • Data and execution are the most important new technologies that will be beneficial to auto dealers. Dealers have their choice of some great technologies, but it’s about actually using data to execute your strategy and achieving sales goals.
  • The most important area a dealer can control, maximize their opportunity, and limit the liability is in the turn of that inventory and taking advantage of low floor-plan cost by moving it quickly.

Learn how the latest auto dealership software helps drive sales and increase inventory turn. Request a demo and consultation with an automotive technology expert today.