Why Dealers Are Failing Their Online CustomersThe 5 Essential Steps To Keep Up With TheChanges In How Your Customers Buy C...
How Consumers Make Buying        Decisions   How Has TheInternet Changed   The Five PillarsThe Behaviour Of    Missing Fro...
How Consumers Make Buying          Decisions                          Before The Internet       Dealerships Had Marketing ...
How Consumers Make Buying            Decisions                    Today With The Internet        The Five Pillars         ...
How Important Is The Internet In       The Sales Process? Over 92% Of Australians     The Five Pillars   Use The Internet ...
Using Old Sales Tactics WithInternet Enquiries Doesn’t Work!89% Of Consumers Are Unhappy With HowDealerships Manage Their ...
Your Customers Have Evolved   …Don’t You Think It’s Time    Your Marketing And Sales  The Five PillarsToo?          Evolve...
The 5   EssentialSteps To Keep Up With The  Changes In  How Your  Customers   Buy Cars
What Consumers Really Want                Your Customers              Desperately Want  The Five Pillars               Som...
The Internet Sales Evolution      Step 1- Create Company Culture That       Understands New Buyer Behaviour•   What’s The ...
The Internet Sales Evolution                             Why Culture Is Vital            The Five Pillars                 ...
The Internet Sales Evolution     Step 2- Complete Online Sales StrategyTactics – We’ll List Our Cars On The Internet     T...
The Internet Sales EvolutionStep 2- Complete Online Sales Strategy            Consider The Following…  The Five PillarsOnl...
The Internet Sales Evolution             Step 3- Online Presence•   Where Are Your Customers Searching•    How Good Five P...
The Internet Sales EvolutionStep 4- 8 Key Ingredients To Sales Success…            • Proactive Sales Team            • Pul...
The Internet Sales Evolution  The Five Pillars   Missing From    Dealerships  Internet Sales!              Source: Brad Su...
The Internet Sales Evolution            Step 5- AccountabilitySet Benchmarks & Hold Team Accountable For…      The Five Pi...
The Process Of Change  If You’re Serious About Selling More Cars              1. Commit To ImprovementThe Five Pillars    ...
Case Study – Gary Cricks            MaroochydoreJuly 2012 – Used Cars• Converted 9% Of Internet Enquiries Into Sales  Resu...
Case Study – Gary Cricks             MaroochydoreHow They Evolved1. Improved Quality Of Listings With Better Photo’s and  ...
Case Study – Gary Cricks             MaroochydoreSeptember 2012 – Used Cars       1. 48% Of All Enquiries Resulting In Fac...
Where To From Here   If There Was No Risk ToYou, OnlyFive Pillars You     The Upside Would      Missing From Want Your Int...
Where To From Here             Call Us Now To Arrange Your                     No ObligationThe Five Pillars Sale Audit   ...
Call Us NowMat BoyleDirectorPhone:The Five Pillars       07 5477 0811Mobile:Missing From        0431 636 706         Deale...
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Why Dealers Are Failing Their Online Customers

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Discover Why Dealers are failing their online customers and the five essential steps to keep up with the changes in how your customers buy cars

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Why Dealers Are Failing Their Online Customers

  1. 1. Why Dealers Are Failing Their Online CustomersThe 5 Essential Steps To Keep Up With TheChanges In How Your Customers Buy Cars
  2. 2. How Consumers Make Buying Decisions How Has TheInternet Changed The Five PillarsThe Behaviour Of Missing FromOurDealerships& Customers How Does This Internet Sales! Impact Dealers
  3. 3. How Consumers Make Buying Decisions Before The Internet Dealerships Had Marketing Strategy Simply To Generate The Five PillarsIntent To Enquiries Influenced Outside Of Influenced By Dealership Purchase Missing FromPurchase 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. 4. How Consumers Make Buying Decisions Today With The Internet The Five Pillars InfluencedIntent To Influenced By Online Sources Or The Dealership By PurchasePurchase 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. 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 DealershipsEngaging With Dealerships Internet Sales! Source: Cobalt – New Buying Influences
  6. 6. Using Old Sales Tactics WithInternet Enquiries Doesn’t Work!89% Of Consumers Are Unhappy With HowDealerships 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. 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. 8. The 5 EssentialSteps To Keep Up With The Changes In How Your Customers Buy Cars
  9. 9. What Consumers Really Want Your Customers Desperately Want The Five Pillars Someone To Lead Missing From Through The Them Dealerships Buying Process and Internet Sales! It Easy For Make Them To Buy
  10. 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. 11. The Internet Sales Evolution Why Culture Is Vital The Five Pillars Potential Affects Actions Missing From Affects Affects Dealerships Internet Sales! Beliefs Affects ResultsPoor Beliefs Among Your Sales Team RestrictYour Potential, Their Actions and Your Results
  12. 12. The Internet Sales Evolution Step 2- Complete Online Sales StrategyTactics – We’ll List Our Cars On The Internet The Five Pillarsand Let The Sales Team Do The Rest Missing From Where As… DealershipsStrategy – Looks To Maximise Enquiries &Sales Conversions By Treating The Internet as a 24 Internet Sales!Hour Sales Person
  13. 13. The Internet Sales EvolutionStep 2- Complete Online Sales Strategy Consider The Following… The Five PillarsOnline Reputation • Your Online Personality • Your Missing From Car Lead Strategies • New Dealerships • Used Car Lead Strategies • ProvenSales Systems & Internet Sales! Scripts • Performance Benchmarks • Accountability Measures
  14. 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• Why Would Someone BUY From You• HowInternet Sales! Else Can You Engage With Your Customers Online?
  15. 15. The Internet Sales EvolutionStep 4- 8 Key Ingredients To Sales Success… • Proactive Sales Team • Pull Selling Not Push Selling The Five Pillars Phone Scripts • Proven Missing From Up Procedures • Outside Appointments • Follow Dealerships • Accountability Internet Sales! • Performance Benchmarks • 30 Critical Minutes
  16. 16. The Internet Sales Evolution The Five Pillars Missing From Dealerships Internet Sales! Source: Brad Sugars – Action International
  17. 17. The Internet Sales Evolution Step 5- AccountabilitySet 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
  18. 18. The Process Of Change If You’re Serious About Selling More Cars 1. Commit To ImprovementThe Five Pillars 2. Define Goals and Know Your True Potential Missing From 3. Implement Proven Formula Dealerships Processes Until We 4. Monitor Results 5. RefineInternet Sales! Potential Reach 6. Maintain New Standards
  19. 19. Case Study – Gary Cricks MaroochydoreJuly 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 Internet Sales! Leads, Preferring To Wait For Walk in Enquiries (Reactive)
  20. 20. Case Study – Gary Cricks MaroochydoreHow They Evolved1. Improved Quality Of Listings With Better Photo’s and Comments That Sold Dealership Benefits The Five Pillars2. Changed Auto Response Sequence To Align With Buyers and Start To Build Value Missing From3. Developed Clear Dealership Benefits Dealerships4. Implemented Performance Benchmarks5. Implemented New Sales Scripts Internet Sales!6. Improved Internet Sales Processes7. Implemented Weekly Training8. Held Sales Team Accountable
  21. 21. Case Study – Gary Cricks MaroochydoreSeptember 2012 – Used Cars 1. 48% Of All Enquiries Resulting In Face To Face Appointments 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!All Within 60 Days And Still There’s Room For More Growth
  22. 22. Where To From Here If There Was No Risk ToYou, OnlyFive Pillars You The Upside Would Missing From Want Your Internet Sales ToGrow Dealerships 300% In By As Much As The Next 3 To 6 Months? Internet Sales!
  23. 23. Where To From Here Call Us Now To Arrange Your No ObligationThe Five Pillars Sale Audit Internet Missing From (Valued At $247) Dealerships Let Us Look Into Every Aspect Of Your Internet Sales and IdentifyInternet Sales! Any Areas For Rapid If There’s Growth.
  24. 24. Call Us NowMat BoyleDirectorPhone:The Five Pillars 07 5477 0811Mobile:Missing From 0431 636 706 DealershipsEmail: Mat@SMSMarketingMachine.com.au Internet Sales!Web:www.NewRulesOfSelling.com.auAll Results Are Guaranteed!

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