Offering Alternate Vehicles in your Email Responses – Should You or Shouldn’t You? There’s some debate today on whether to include alternate vehicle choices in your email responses to leads. Some OEMs demand it; and many internet trainers tout it. In fact, the default processes in the expensive CRMs include some random automation that […]
What Not to Say in Your Automotive Lead Responses I understand teaching your team what not to do is considered negative coaching; and negative coaching, as most of you know, almost never works. For example, teach a young hockey player to “never shoot the puck at the goalie,” and they’ll hit the goalie square […]
Buckets and Your Internet Sales Processes For most automotive sales managers, the internet sales and other CRM follow-up processes their store employs can seem confusing on the surface. Some “computer guy” manages the whole “CRM thing” and creates these “complicated algorithms” that keep the processes firing as designed. Except that CRM processes – especially those […]
Automotive Lead Response Strategies: Stop Overthinking the Auto-Response! The primary goal of your internet sales process – that is, the process you use in response to a new sales lead arriving in Web Control (or whatever CRM you use) – is to reconnect with the prospect. That’s it; just get them on the phone or […]
The Goals of Your Internet Sales Process I read some posts from a well-meaning internet sales trainer in automotive recently that gave me pause. Basically, this trainer appears to be taking old-school phone-up cards and reconfiguring these for dealers to use as their strategy for their lead response processes. The trainer is telling clients and […]
How to Always Respond First to Your Internet Leads There’s a great study I like to quote from a company called CraftJack that shows contractors who connect with a prospect lead first convert those leads into customers 238% more often than those who connect second. 238% more often! Just like it does for contractors, connecting […]