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Why Car Dealers Are Failing Online Customers
- 1. Why Dealers Are Failing Their Online Customers The 5 Essential Steps To Keep Up With The Changes In How Your Customers Buy Cars
- 2. How Consumers Make Buying Decisions How Has The Internet Changed The Five Pillars The Behaviour Of Missing From Our Customers And Dealerships What Impact Has Internet Sales! This Made
- 3. How Consumers Make Buying Decisions Before The Internet Dealerships Had Marketing Strategy To Generate Enquiries The Five Pillars Intent To Influenced Outside Of Influenced By Dealership Purchase Missing From Purchase Dealership 90% Made 10% Dealerships Dealerships Would Rely Upon Sales Tactics To… • Enter The Conversation In The Buyers Head Internet Sales! • • Understand Their Needs/Wants Present Vehicles To Build Value • Explain Pricing Structure and… • Influence The Sale
- 4. How Consumers Make Buying Decisions Today With The Internet The Five Pillars Influenced Intent To Influenced By Online Sources Or The Dealership By Purchase Purchase Up To 90% Dealership Made Missing From 10% • The Buying Conversation Is Happening Online Not In The Dealerships Dealership. • The Lines Between Marketing Strategy and Sales Tactics No Longer Exist Internet Sales! • We Are No Longer The Source Of Product Information • Our Customers Are Contacting Us Later In Their Purchase Decision • We Need To Find New Ways Of Creating Value & Making The Sale
- 5. How Important Is The Internet In The Sales Process? Over 92% Of Australians The Five Pillars Use The Internet To Research Products and Missing From Purchases Prior To Dealerships Engaging With Dealerships Internet Sales! Source: Cobalt – New Buying Influences
- 6. Using Old Sales Tactics With Internet Enquiries Doesn’t Work! 89% Of Consumers Are Unhappy With How Dealerships Manage Their Online Enquiries. The Five Pillars Missing FromBiggest Complaints Are…. The Three Dealerships • Poor Response Times • Lack Of Follow Up Internet Sales!Of Transparency • Lack Source: Cobalt – New Buying Influences
- 7. Your Customers Have Evolved …Don’t You Think It’s Time Your Marketing And Sales The Five PillarsToo? Evolved Missing From Dealerships Internet Sales!
- 8. The 5 Essential Steps To Keep Up With The Changes In How Your Customers Buy Cars
- 9. What Consumers Really Want Your Customers Desperately Want The Five Pillars Someone To Lead Missing From Them Through The Dealerships Buying Process and Internet Sales! Make It Easy For Them To Buy
- 10. The Internet Sales Evolution Step 1- Create Company Culture That Understands New Buyer Behaviour • What’s The Five Pillars Internet Enquiries The Attitude Towards • Eliminate Beliefs That Are Limiting Sales • Missing From Be Proactive Not Reactive • Dealerships Understanding New Buyer Needs Internet Sales!
- 11. The Internet Sales Evolution Why Culture Is Vital The Five Pillars Potential Affects Actions Missing From Affects Affects Dealerships Internet Sales! Beliefs Affects Results
- 12. The Internet Sales Evolution Step 2- Complete Online Sales Strategy Tactics – We’ll List Our Cars On The Internet The Five Pillars and Let The Sales Team Do The Rest Missing From Where As… Dealerships Strategy – Looks To Maximise Enquiries & Sales Conversions By Treating The Internet as a 24 Internet Sales! Hour Sales Person
- 13. The Internet Sales Evolution Step 2- Complete Online Sales Strategy • Online Personality The Five Pillars Reputation • Online • New Car Lead Strategies Missing From Car Lead Strategies • Used Dealerships Systems & Scripts • Sales • Performance Benchmarks Internet Sales! • Accountability
- 14. The Internet Sales Evolution Step 3- Online Presence • Where Are Your Customers Searching • How Good Five Pillars The Do Your Listing Look Have You Got The Right Message For Your Market • • How Missing Your Sales Team Up For Success Can You Set From • Dealerships Why Would Someone Enquire With You • How Else Can You Engage Internet Sales! With Your Customers Online?
- 15. The Internet Sales Evolution Step 4- Sales Processes • Pull Selling Vs Push Selling • Proactive Sales Team The Five Pillars Scripts • Phone Missing From Up Procedures • Outside Appointments • Follow Dealerships • Accountability Internet Sales! • Performance Benchmarks • 30 Critical Minutes
- 16. The Internet Sales Evolution Step 5- Accountability Set Benchmarks & Hold Team Accountable For… The Five Pillars • Response Times • Appointments Missing From • Outside Appointments Dealerships • Closing Ratio • Gross Profit Internet Sales! • Finance & Aftermarket Penetration
- 17. The Process Of Change If You’re Serious About Selling More Cars 1. Commit To Improvement The Five Pillars Improvement 2. Define Goals and Level Of Expected Missing From 3. Implement Proven Formula Dealerships Processes Until We 4. Monitor Results 5. Refine Internet Sales! Results Exceed
- 18. Case Study – Gary Cricks Maroochydore July 2012 – Used Cars • Converted 9% Of Internet Enquiries Into Sales Resulting In7 DealsPillars The Five Missing From • No Clear Strategy Or Sales Processes Specific For Internet Leads Dealerships • Sales Team Weren’t Interested In Internet Leads, Internet Sales! Preferring To Wait For Walk in Enquiries (Reactive)
- 19. Case Study – Gary Cricks Maroochydore How They Evolved 1. Improved Quality Of Listings With Better Photo’s and Comments That Sold Dealership Benefits The Five Pillars 2. Changed Auto Response Sequence To Align With Buyers and Start To Build Value Missing From 3. Developed Clear Dealership Benefits Dealerships 4. Implemented Performance Benchmarks 5. Implemented New Sales Scripts Internet Sales! 6. Improved Internet Sales Processes 7. Implemented Weekly Training 8. Held Sales Team Accountable
- 20. Case Study – Gary Cricks Maroochydore September 2012 – Used Cars 1. 48% Of All Enquiries Resulting In Face To Face Appointments (Still Not Quite At Benchmark) The Five Pillars 2. 70% Of Appointments Resulting In Sale 3. Overall Closing Ratio Of 32% Missing From 4. Over 20 Deals (An Increase Of nearly 300%) Dealerships 5. Proactively Helping Customers With Buying Process Internet Sales! There’s Still Room For Improvement Over The Next 60 Days
- 21. Where To From Here If There Was No Risk To You, OnlyThe Five Pillars Want Upside Would You YourMissingSales To Grow Internet From By AsDealerships In The Much As 300% Next 3 To 6 Months? Internet Sales!
- 22. Call Us Now Mathew Boyle Director The Five Pillars Phone: 07 5477 0811 Missing From Mobile: 0431 636 706 Dealerships Email: Mat@NewRulesOfSelling.com.au Internet Sales! Web:www.NewRulesOfSelling.com.au