Automotive Internet Sales: The Difference Makers I see all kinds of internet sales structures; from high-performing BDCs to cherry-picking internet sales teams to the hot-mess-convoluted-no-one-is-accountable combinations. To be clear, any structure can work (some, of course, better than others) if the store leadership drives the activities. That’s a big if. Some automotive sales managers, in […]
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 […]
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 […]
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 […]