7) Have a good, firm business greeting, dress nicely every day. If you don’t remember your customer’s name after a test drive, and have to ask for it, you’ve proven to them that they are unimportant. When they tell you their name, repeat it and commit it to memory.
So many people email me with questions about being a car salesperson on a regular basis. So I thought it was time to share one of my personal experiences. That experience being, my first day Read more…
I am new to car sales and need some help adding 4-5 sales a month. I am looking for an inexpensive way to promote myself. Some of the other sales people pay for leads, however, this is not possible for me. Do you have any suggestions?
Peter Soliman, Peter Soliman is a Frankfurt-based principal of Booz-Allen. He works throughout Europe in sales force optimization and channel management — particularly for automotive clients. He holds a chemical engineering degree from the University of Michigan and an M.B.A. from Wharton.
You’re doing everything right, please don’t stop. You’re what we call an “educated consumer” and your deals are the easiest. Just be aware that with used cars, things change very quickly and there is no standard of care from one car to the other. It’s hit or miss, but the odds are definitely in your favor.
I had the opportunity to sit down with an old friend, and one of the top automotive professionals in the industry, to ask a few questions about their new car buying program – Kevin Frye, eCommerce Director for the Jeff Wyler Automotive Family.
If you missed DRIVE 2017, not to worry. Our thought leadership journal contains all the insights you need to stay current on vital automotive industry trends this year. Download and read the journal now to discover the strategies you need to win.
One fact today is undeniable: the vast majority of leads will visit your website before they interact in any other way with your dealership. Your website is your business front, and it makes your first impression.
I’m the founder of DealerRefresh. I got my start in the dealer business when I was 18. From there I’ve worked throughout several departments within fixed to variable ops. Whether it’s managing the desk, perfecting sales process or studying online marketing and media trends, I absolutely love this business and the challenges it brings. On top of keeping up with DealerRefresh, I consult with dealerships and key industry businesses. My passion has been and continues to be helping dealers leverage new media to sell and improve customer service.
Traditionally, the manufacturer fulfills this information gap for the buyer. This is supported by statistics uncovered by Google’s study citing “manufacturer interactions” as being the most significant touchpoint throughout the buyer journey.
I wouldn’t say I’m loyal to that dealership by any means, but I’ve probably said more good things than bad about them because they did fix the issues I brought to their attention. I wouldn’t have bought used had I not had this “week long test drive” so to speak. Had no guarantee been in place, I would have saved the extra grand or two and bought from a private party.
EDIT TO BETTER ANSWER YOUR QUESTION: It doesn’t hurt to disclose you’re a cash buyer, but don’t reach too much. Say you have $18k cash, or like most people, get pre-approved through their bank. Sometimes the dealership gets incentive deals with new banks where they can beat your bank’s interest rates. Actually, that’s quite often the case because there’s always a credit union dying to get new business. Sometimes the manufacturer has a 0% program going on. It always helps to keep your options open.
The process of purchasing a new or used vehicle can be a long one. There is going to be a great deal of research before making a decision on a vehicle so it is worth identifying how you can help the customer with this process.
Plus, we were getting so good that if there was another brand of car on one of our sister lots (it’s a big auto group, and we were allowed to cross-sell), we could go over to THEIR dealership, sell THEIR car, and keep the commission. Man, that would piss off their sales guys so much because their managers would just talk soo much shit about how weak they were with a superior selling product and here we were working what should have been their customers. It was a good feeling.
There was an interesting revenue tactic last week by the Associated Press when technology company Samsung advertised on the AP’s twitter feed during CES. AdWeek immediately covered the story, since there is some discussion about AP blurring the line of between “editorial church and state.”
In a time when people are getting more and more turned off by the pushy-salesman tactics of many car dealerships, what better way to attract customers than by declaring, in the most obvious way possible, that your business is different. Prime Auto Group did this by literally turning their ads upside down. On billboards across freeways and all the way to their website, they’re advertising that Prime isn’t like other dealerships. At Prime, you can forget everything you normally expect from a traditional dealership sales process. Clever, simple, and so much more powerful than just saying “we’re different,” this is a dealership marketing idea that blows the standard boring billboard out of the water.
When I buy a car I research the bejesus out of the things and usually walk in with a print out of the exact model, package, and options I want. I’ve never actually bought a car on the lot, its special order and I pretty much know what the negotiated price should be. I have a bank loan lined up and don’t need your credit dept.
At the same time, the influence of salespeople remains considerable. Likewise, in many markets, dealers continue to find value in traditional advertising such as radio spots, newspaper ads, and TV commercials.
The Internet, and more precisely the rapid advancement of people’s access to the Internet, represents a tremendous change in the auto sales industry. What was once a mystery, the pricing of automobiles is now readily available to anyone with Internet access and some very basic Google skills.
I am also completely new in this sales business. The company I am working for is selling roof sheeting and roof tiles as well as exstra’s on roofing.. I have not been bringing in any sales what so ever, except for those that are over the counter. I dont know where to start or how to go about. I have been on the road for the past month as i am expected to do cold calling. Our products is of a very good quality but i find in my area it is too expensive and the not so good quality is also acceptable in my area… I have no idea what to do.
Several of the most popular social networks place emphasis on users sharing images. Unsurprisingly, cars frequently pop up in these images. Instagram, in particular, is as crowded with cars as an airport car park.
Most car dealerships will ask you to fill out the standard applications for employment. Then, either a sales manager, general manager, or both will interview you. Every aspect of the interview is a test. You might be kept waiting for an interview, simply to see if you will approach the reception desk and forcefully inquire about the delay. Taking such an approach is considered a plus, as it shows a lack of patience.
And once a consumer arrives at the dealership, they continue to use their mobile devices for additional research. Did you know that consumers using a mobile device are 72% more likely to visit another dealership than those who were without a smartphone or tablet while car shopping? And 33% of customers went to another dealership based on a mobile ad they saw while shopping for a car. (Source: Placed, Inc. and Cars.com)
And do dealerships affect the manufacturer’s brand? Quantitative research would answer that question, but our thought is that dealers do affect the manufacturers’ brands with the negativity spread among all manufacturers. Consumers think that the whole world of dealerships is flawed.
Good CIOs have long needed to be internal consultants to the business. Ever since technology moved out of the glasshouse and onto employees’ desks, CIOs have not only needed a deep understanding of the goals of a given project but also to make sure that the project didn’t stray from those goals, even after the businesspeople who had ordered the project went back to their day jobs. “Businesspeople didn’t really need to get into the details of what IT was really doing,” recalls Ferro. “They just had a set of demands and said, ‘Hey, IT, go do that.’”
All of these car dealership marketing ideas are more effective alternatives to outbound marketing like TV spots. If your marketing budget is too thin to start putting these ideas in action, consider downloading our Energy Efficiency Checklist below to see where you could be overspending on energy right now.