free webinar: prospecting advice from a 30 car guy

Prospecting Advice from a 30-Car Guy

Sean V. BradleyCEO , Dealer Synergy

March 22, 2012

Prospecting Advice from a 30-Car Guy

Sean V. BradleyCEO , Dealer Synergy

March 22, 2012

Dealer Synergy is the leading Automotive Internet Sales and BDC Training and Consulting Firm in the US. With unprecedented national recognition and awards too numerous to mention, it’s also no surprise that Dealer Synergy is consistently voted #1 in our field by America’s top dealers. We have more nationally recognized dealership success stories for automotive internet sales and BDCs than any other in the country. Utilizing our exclusive training, proven sales principles and comprehensive monthly support, our clients have generated profits well over $100 million over the years.

www.DealerSynergy.com

Sean V. BradleyCEO & FounderDealer Synergy, Inc.

seanb@dealersynergy.com888.3.SYNERGY

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Prospecting Advice from a 30-Car Guy

Sean V. BradleyCEO , Dealer Synergy

March 22, 2012

Article from Feb 2012 Issue of

AutoSuccess Magazine

can also be found on

Automotive Internet

Sales.com

• Statistics you should know• 8 Different Ways to Sell a Car• You gotta have a PLAN• The Zero Moment of Truth • The value and power of Social Media, Online

Reputation and Video.• Bringing those prospects to you

Overview

What’s the one way to make sure you sell 30+

cars a month?

TREAT IT LIKE IT’S YOUR OWN BUSINESS!

8 Different Ways to Sell a Car

1. Be-Backs2. Walk-ins3. Phone-ups4. Internet-ups5. Service Customers6. Previous Customers7. Referrals8. Prospecting

How many are you taking advantage of?

Example Sales Plan for 30 Cars a MonthNeed to sell this many cars within

the month.

Need to get this many people into

the Dealership

Need to talk to this many people to

reach goal.

Closing Ratio (with prospect in

dealership)

Be-Backs 2 4 8 50%

Walk-ins 8 40 40 20%

Phone-ups 4 8 16 50%

Internet-ups 4 8 32 50%

Service Customers 2 20 20 10%

Previous Customers 2 3.1 16 65%

Referrals 3 6 12 50%

Prospecting 5 10 35 50%

Per Month 30 99.1 179 30%Per Week 7.0 23.0 41.6Per Day 1.4 4.6 8.3

• Over 92% of Car Buyers go online first

• Average buying cycle is 45-90 days

• Car Buyers spend over 6 hours online

• Checks out 5-8 dealerships/websites

• Social Media is the #1 form of communication

• Video will account for 90% of internet traffic by 2013

• 50% of the 3 Billion daily Google searches have video

Statistics you should know

What will Proactive Prospecting do for you?

It allows you to capture the consumer at their Point of Interest instead of waiting until the Point of Sale.

Zero Moment Of Automotive Truth

Social Media Statistics

• 84% of US vehicle shoppers use Facebook.

• Of those who used Facebook while shopping, 41% said they saw a post that caused them to add a brand or model to their consideration

• Similarly, 28% said they saw a posting that caused them to add a dealership to their consideration.

These infographics contained herein were all from Dealer.com’s recent

Social Media study:

The Power of Social Media

http://www.youtube.com/watch?feature=player_embedded&v=zqBpcqaUhuE

What you need to be Social Media Relevant

• Facebook Page• You Tube Channel• Flickr Account• Review Blog• Linked In• Twitter• Google +• Pinterest• Great Smart Phone• Website

Google Places results during a search for Chicago Dealerships

The Power of Video Reviews

Bottom Line:

Just like Monopoly, taking up as many spaces as you can on Google will help you win the game.

How do you do this?Create Great Video Content

1. Testimonial Videos• New Cars• Used Cars• Service• Female Shoppers• Repeat Customers• First Time Buyers• Credit Challenged Buyers• Military/Law Enforcement• Out of State Buyers

2. Unique Value Packaged Videos3. How-to Videos4. Competition Annihilation Videos

Optimize the Video ContentDeploy the Video Content (www.Google.com)

ReviewsYou must harvest and cultivate positive reviews.

• Go into your old tickler file• Go into current CRM/ILM• Look for past and current clients• Direct Mail• Email Blast• Phone calls• Social Media• Ask them directly• Incentivize them• Get written permission to re-use the

reviews• Repost them everywhere• Create a personal review blog

Review Sites Matter•City Search•Car Dealer Check•Edmunds •Insider pages •Merchant Circle•Google Places•Yahoo!•Yellow Pages•Local.com•Judy's book•Patch.com •Cars.com•Superpages

•Yelp

Be like this guy…

Google “Your Hyundai Guy”

Check out www.RobertWiesman.com

Sean V. BradleyCEO / FounderDealer Synergy, Inc.

seanb@dealersynergy.com888.3.SYNERGY

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