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car sales

Driving Sales Guest Post

Bill Wittenmyer, ELEAD1ONE Partner, was recently featured as a Guest on Driving Sales Blog.  This is part 3 in a three part series from that guest post.  You can find the original post on Driving Sales Here

PART THREE: I Am Loyal to My Dealership For The Great Coffee: Said No Customer Ever.

In the past several months, I have examined and highlighted the important phases of the journey that customers travel; their shopping patterns, their buying experience, and now their ownership period. Arguably, the ownership experience may be the most important phase of the journey. It will determine the likelihood of your customers doing business with you in the service drive, returning to buy additional vehicles from you, and referring their family and friends to you for both. Considering that referrals close at 55% and return customers close at 60%, this ownership period demands attention.

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Bill Wittenmyer, ELEAD1ONE Partner, was recently featured as a Guest on Driving Sales Blog.  This is part 2 in a three part series from that guest post.  You can find the original post on Driving Sales Here

PART TWO: Honey, Get the Camping Gear – We’re Going to the Dealership!

I recently read an article published on Edmunds.com in 2012 that the average time it took to complete the purchase process was 4.3 hours. I’m sure we’ve all seen many instances where it was much longer. The article went on to make suggestions on how to make the process faster – remember the title to your trade, driver’s license, proof of insurance, clean out your trade, etc. The last suggestion made me laugh. Bring snacks and refreshments so you don’t get woozy from hunger while you are signing your paperwork in the finance office. Seriously? With the technology available to us in 2014, there is no reason our customers should need to pack nourishment and sustenance like they are preparing for a natural disaster just to consummate a car deal.

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Bill Wittenmyer, ELEAD1ONE Partner, was recently featured as a Guest on Driving Sales Blog.  This is part 1 in a three part series from that guest post.  You can find the original post on Driving Sales Here

PART ONE: THE INFLATABLE GORILLA? REALLY?

Delivering a better customer experience is not difficult! We all know that today’s automotive consumer is educated and tech-savvy and that they are in search of transparency and efficiency in not only their shopping experience, but in their buying process and throughout their ownership.

Sure, it’s great to offer premium coffees and soft drinks, a fun and safe place to keep children occupied or free hot dogs and hamburgers on a busy weekend. You may even decide that “super-sale” signage and a giant inflatable gorilla is the way to go. But perhaps we should give our customers more credit than that and customize our processes around their desired experience.  For now, let’s focus on their desired shopping process. We’ll focus on buying process and ownership experience in future editions.

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Five Fs for success

In a recent interview, I was asked how I became successful in the auto business. I thought for a moment and said, “Well, I’m not sure I consider myself successful yet.” After a bit of obligatory laughter, the question was reworded and I learned what they actually wanted to know: What is the best way to stay in a constant state of improvement? I gave a condensed answer that was authentic but brief, focusing on the fact that our business is one of the greatest in the world. In this business, you can be anyone, from anywhere, and regardless of your background you can become extremely successful and rise quickly with the right tools and support. I have seen it happen many times. We work in a great industry! Read More

Everybody has pointers and advice. The best pointers revolve around hard work and investment of time, although today’s technology helps to streamline and organize more efficiently. Most of us have had a period of time that we were in a ‘slump’ or were just not closing deals. Any number of reasons got us there, all of which really didn’t matter – we just needed to close a deal and get the positive energy going again. Even the best salespeople have a time where they ‘miss the mark’ or go a period of time without a positive result or closing a deal.
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