Why Dealers Are Failing Their Online Customers
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Why Dealers Are Failing Their Online Customers



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

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 Why Dealers Are Failing Their Online Customers Presentation Transcript

  • Why Dealers Are Failing Their Online CustomersThe 5 Essential Steps To Keep Up With TheChanges In How Your Customers Buy Cars
  • How Consumers Make Buying Decisions How Has TheInternet Changed The Five PillarsThe Behaviour Of Missing FromOurDealerships& Customers How Does This Internet Sales! Impact Dealers
  • 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
  • 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
  • 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
  • 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
  • Your Customers Have Evolved …Don’t You Think It’s Time Your Marketing And Sales The Five PillarsToo? Evolved Missing From Dealerships Internet Sales!
  • 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 Someone To Lead Missing From Through The Them Dealerships Buying Process and Internet Sales! It Easy For Make Them To Buy
  • 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!
  • 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
  • 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
  • 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
  • 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?
  • 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
  • The Internet Sales Evolution The Five Pillars Missing From Dealerships Internet Sales! Source: Brad Sugars – Action International
  • 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
  • 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
  • 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)
  • 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
  • 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
  • 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!
  • 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.
  • 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!