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Prospecting Advicefrom a 30-Car Guy     Sean V. Bradley      CEO , Dealer Synergy        March 22, 2012
Prospecting Advicefrom a 30-Car Guy     Sean V. Bradley      CEO , Dealer Synergy        March 22, 2012
Dealer Synergy is the leading Automotive Internet Sales andBDC Training and Consulting Firm in the US. Withunprecedented n...
PRESENTER Sean V. Bradley CEO & Founder Dealer Synergy, Inc. seanb@dealersynergy.com 888.3.SYNERGY
QUESTIONS     • If you have questions during     the presentation, please     submit them using the     “Questions” featur...
Prospecting Advicefrom a 30-Car Guy     Sean V. Bradley      CEO , Dealer Synergy        March 22, 2012
Article from Feb 2012  Issue ofAutoSuccess Magazinecan also be found onAutomotive  Internet Sales.com
Overview• Statistics you should know• 8 Different Ways to Sell a Car• You gotta have a PLAN• The Zero Moment of Truth• The...
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-Backs    2. Walk-ins    3. Phone-ups    4. Internet-ups    5. Service Custome...
Example Sales Plan for 30 Cars a Month                              Need to sell this   Need to get this Need to talk to t...
Statistics you should know• Over 92% of Car Buyers go online first• Average buying cycle is 45-90 days• Car Buyers spend o...
What will ProactiveProspecting do for you?It allows you to capturethe consumer at theirPoint of Interestinstead of waiting...
Zero Moment Of Automotive Truth
Social Media Statistics• 84% of US vehicle shoppers use Facebook.• Of those who used Facebook while shopping,  41% said th...
These infographicscontained herein were allfrom Dealer.com’s recent      Social Media study:
The Power of Social Media              http://www.youtube.com/watch?feature=player_e              mbedded&v=zqBpcqaUhuE
What you need to beSocial Media Relevant       •Facebook Page       •You Tube Channel       •Flickr Account       •Review ...
Google Places results during asearch for Chicago Dealerships
The Power of Video Reviews
Bottom Line:Just like Monopoly,taking up as manyspaces as you can onGoogle will help youwin the game.
How do you do this?Create Great Video Content      1. Testimonial Videos           •New Cars           •Used Cars         ...
ReviewsYou must harvest and cultivate positive reviews.              •Go into your old tickler file              •Go into ...
Review Sites Matter     •City Search     •Car Dealer Check     •Edmunds     •Insider pages     •Merchant Circle     •Googl...
Be like this guy…    Google “Your Hyundai Guy”Check out www.RobertWiesman.com
CONTACT INFORMATIONA link to the recorded webinar will be emailed to you      within 24 hours and will also be posted on  ...
Check it out!    Membership is FREE!AutomotiveInternetSales.com
Follow Me http://facebook.com/DealerSynergy http://facebook.com/SeanVBradley http://twitter.com/DealerSynergy http://twitt...
Thank you for attending!
Free Webinar: Prospecting Advice from a 30 Car Guy
Free Webinar: Prospecting Advice from a 30 Car Guy
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Free Webinar: Prospecting Advice from a 30 Car Guy

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Follow-up to "Advice from a 30-Car Guy" in the February issue of Auto Success Magazine.

Have you ever met someone who moved 30 vehicles per month who didn't have a solid plan in place? A salesman is NOT going accomplish their goal of 30 units per month by waiting for "ups" to walk into the showroom. You need to be proactive instead of reactive. Are you?

If you/your dealership is mostly selling from fresh ups, internet and phone, then you are leaving a lot of money on the table - especially knowing that a referral closes at 50% or more and has a higher gross profit. So instead of waiting for the next walk-in, why not create your own sales opportunities? Isn't it time to drive your own traffic to the dealership, start treating your career as your own business and start making more than $100,000 a year? If you're serious about selling cars - and making money - then this free 1 hour webinar is for you.

This webinar will cover:
ideas to help you sell 30 cars a month
the lost art of prospecting
how salespeople can create their own business plan to reach their sales goals
...and much more.

This is a webinar that every Salesperson, GSM, GM and Dealer Principal should watch.

PRESENTER: SEAN V. BRADLEY
Sean V. Bradley, CEO of Dealer Synergy, Inc., is the top automotive trainer and consultant in the country and is currently the most sought after subject matter expert for Internet Sales, Business Development and Digital Marketing

Published in: Automotive, Technology, Business
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Transcript of "Free Webinar: Prospecting Advice from a 30 Car Guy"

  1. 1. Prospecting Advicefrom a 30-Car Guy Sean V. Bradley CEO , Dealer Synergy March 22, 2012
  2. 2. Prospecting Advicefrom a 30-Car Guy Sean V. Bradley CEO , Dealer Synergy March 22, 2012
  3. 3. Dealer Synergy is the leading Automotive Internet Sales andBDC Training and Consulting Firm in the US. Withunprecedented national recognition and awards too numerousto mention, it’s also no surprise that Dealer Synergy isconsistently voted #1 in our field by America’s top dealers. Wehave more nationally recognized dealership success stories forautomotive internet sales and BDCs than any other in thecountry. Utilizing our exclusive training, proven sales principlesand comprehensive monthly support, our clients havegenerated profits well over $100 million over the years. www.DealerSynergy.com
  4. 4. PRESENTER Sean V. Bradley CEO & Founder Dealer Synergy, Inc. seanb@dealersynergy.com 888.3.SYNERGY
  5. 5. QUESTIONS • If you have questions during the presentation, please submit them using the “Questions” feature • Questions will be answered at the end of the webinar
  6. 6. Prospecting Advicefrom a 30-Car Guy Sean V. Bradley CEO , Dealer Synergy March 22, 2012
  7. 7. Article from Feb 2012 Issue ofAutoSuccess Magazinecan also be found onAutomotive Internet Sales.com
  8. 8. Overview• 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
  9. 9. What’s the one way to make sure you sell 30+ cars a month?TREAT IT LIKE IT’S YOUR OWN BUSINESS!
  10. 10. 8 Different Ways to Sell a Car 1. Be-Backs 2. Walk-ins 3. Phone-ups 4. Internet-ups 5. Service Customers 6. Previous Customers 7. Referrals 8. Prospecting
  11. 11. Example Sales Plan for 30 Cars a Month Need to sell this Need to get this Need to talk to this Closing Ratio many cars within many people into many people to (with prospect in the month. the Dealership reach goal. 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 2 20 20 10% Customers Previous 2 3.1 16 65% Customers Referrals 3 6 12 50% Prospecting 5 10 35 50% Per Month 30 99.1 179 30% Per Week 7.0 23.0 41.6 Per Day 1.4 4.6 8.3
  12. 12. Statistics you should know• 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
  13. 13. What will ProactiveProspecting do for you?It allows you to capturethe consumer at theirPoint of Interestinstead of waiting untilthe Point of Sale.
  14. 14. Zero Moment Of Automotive Truth
  15. 15. 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.
  16. 16. These infographicscontained herein were allfrom Dealer.com’s recent Social Media study:
  17. 17. The Power of Social Media http://www.youtube.com/watch?feature=player_e mbedded&v=zqBpcqaUhuE
  18. 18. What you need to beSocial Media Relevant •Facebook Page •You Tube Channel •Flickr Account •Review Blog •Linked In •Twitter •Google + •Pinterest •Great Smart Phone •Website
  19. 19. Google Places results during asearch for Chicago Dealerships
  20. 20. The Power of Video Reviews
  21. 21. Bottom Line:Just like Monopoly,taking up as manyspaces as you can onGoogle will help youwin the game.
  22. 22. 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 Videos 3. How-to Videos 4. Competition Annihilation VideosOptimize the Video ContentDeploy the Video Content (www.Google.com)
  23. 23. 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
  24. 24. Review Sites Matter •City Search •Car Dealer Check •Edmunds •Insider pages •Merchant Circle •Google Places •Yahoo! •Yellow Pages •Local.com •Judys book •Patch.com •Cars.com •Superpages •Yelp
  25. 25. Be like this guy… Google “Your Hyundai Guy”Check out www.RobertWiesman.com
  26. 26. CONTACT INFORMATIONA link to the recorded webinar will be emailed to you within 24 hours and will also be posted on AutomotiveInternetSales.com. Sean V. Bradley CEO / Founder Dealer Synergy, Inc. seanb@dealersynergy.com 888.3.SYNERGY
  27. 27. Check it out! Membership is FREE!AutomotiveInternetSales.com
  28. 28. Follow Me http://facebook.com/DealerSynergy http://facebook.com/SeanVBradley http://twitter.com/DealerSynergy http://twitter.com/SeanVBradley
  29. 29. Thank you for attending!
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