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Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
Automotive Sales Personal Marketing
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Automotive Sales Personal Marketing

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Take a review and learn some more about personal marketing in the automotive sales field. What a great career we can have if we just do some basics with more modern twists added in.

Take a review and learn some more about personal marketing in the automotive sales field. What a great career we can have if we just do some basics with more modern twists added in.

Published in: Automotive, Business
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  • Prospecting in my mind is really Personal Marketing!!
  • Benefits: of prospecting areProfitability - getting the most business possible from those with whom you do business & less obvious –Long term customer referral- This value added strategy is the most profitable, and the makes the most sense If you take the time to build trust and a great relationship it only makes good sense to foster this relationship for long time use. Customers will refer and these new customers are considered extremely warm leads that are easy to sell and build new relationships with
  • Thoughts about Lifetime CustomersYou must do more and try harder to keep your existing customers happy than in trying to get more customers.Repeat and referral business is a way the customer is saying “I like you and value you”. It’s a give and take that nurtures a healthy relationship.Why does follow-up & Prospecting WorkA – No else will take the time, or cares to. There is really no competition when you set yourself apart.B – People love feeling they are appreciated. Letting your customer know you care & Appreciate them and the business they gave you. Its different and they don’t get this elsewhere.C – People like knowing someone in the business. Having knowledge of someone they trust and like in the car business is a unique thing. They will always remember you and tell friends and family.D – Its just good business. Showing you can follow up and do what a professional is suppose to do is just the right thing to do.
  • Why would you not want to Prospect & follow upExcuses:Will miss immediate opportunity on the lot-showroom To much time to get organized and follow through No one will notice or care I will do it later
  • Reality about prospecting Fear of rejection No Discipline to get started and do it No goals beyond today Really don’t know how Don’t see and understand the value
  • Put your contact info on promotional itemsDon’t be afraid to be a little weirdSend off beat pictures of yourself, have them waiting for the next thing you might do or come up withThey may let you know how much they enjoy that type of thing and you begin looking forward to it
  • Put your contact info on promotional itemsDon’t be afraid to be a little weirdSend off beat pictures of yourself, have them waiting for the next thing you might do or come up withThey may let you know how much they enjoy that type of thing and you begin looking forward to it
  • Be totally diff from the salespeople at the other dealerships or even yours
  • Lets make a difference
  • Transcript

    • 1. DOSSETT AUTOMOTIVE
      Success is Your Business
    • 2. Personal
      Automotive
      MARKETING
    • 3. Marketing and Expanding your Influence
      Get Personal
    • 4. First
      Have the right Mindset
      Be Positive
      Believe you will succeed
      Be Optimistic
      Look for the best in people and expect good things to happen
      Don’t believe in luck
      Success is the result of discipline
    • 5. Keep your funnel full of prospects
      If you are not keeping in front of Prospects and previous customers you are wasting time and energy.
      And that’s what prospecting is all about- Action & Energy.
      You must continue to:
      • add to your circle of influence
      • 6. widen your net to find customers
      • 7. Have customers referred to you
      • 8. Keep in front of your existing herd
    • Most obvious ways to find Prospects are:
      Individuals on the lot
      Service Customers
      Orphan Owners
      INTERNET LEADS
      Phone Ups
      Family & Friends
      Social Media activities
      I Sell Cars!!
    • 9. Long Term Value building Marketing
      Marketing not only means getting in touch with new prospects to put in your funnel.
      It means:
      • Keeping in touch with your existing Customers
      • 10. Continually building Long Term Value Relationships
      You must always strive to have a Balance of:
      Prospects who are being Converted to First Time Customers
      First Time Customers who are being Converted to Lifetime Customers
    • 11. Benefits of Marketing
      Profitability - getting the most business possible from those with whom you secure business
      Long term customer referrals-
      This value added strategy is the most profitable, and the makes the most sense
      & Less Obvious
    • 12. Keeping in touch and in front of people
      You must have a Goal of being the point of contact for a new vehicle purchase.
      You constantly need to let people know that:
      You are the go to person for their next new vehicle!!
      Or they WILL FORGET!
      Stay in Touch
      • Develop a standard system to organize data
      • 13. Store it for quick retrieval
      • 14. Create a digital reminder to stay in touch
      • 15. Use emails, Links, letters, industry updates, etc
    • Specific Ways to keep in touch or in front of Prospects
      Business cards
      Newsletters
      Service reminders
      Referral reminders
      Mailers
      CRM Email hellos
      Email Marketing
      Social Media
      Give them a way to say “Hey I'm ready to buy”
    • 16. Specific Ways to keep in touch or in front of Prospects cont……..
      Voice messaging
      Referral Programs
      VIP Memberships
      RSS Feeders
      Text Messages
      Video Email
      Give them a way to say “Hey I'm ready to buy”
    • 17. Customer Retention
      It’s your Choice!
      When you have a relationship that develops into a sale you have two choices after the sale:
      To have a :
      Shallow Relationship
      Result:
      Continual infusion of New Prospects – top of funnel
      Putting in too many hours
      Stress
      Deep Relationships
      Result:
      Repeat Business
      Less Stress
      Less prospects need to go into the funnel
    • 18. Lifetime monetary value of a Customer
      As an Ultimate salesperson you must understand the long term value of having a customer for life.
      This will have a dramatic impact on your sales business and the rewards you will have as a salesperson.
      How much is a Value Driven High trust Ultimate Salesperson relationship worth?
      Lets take a Look!!
    • 19. a) Average Vehicle sales amount $22,000
      b) Number of sales every three years per buyer 1
      c) Revenue per year (a /3) $7330
      d) Customer life cycle 20 years
      e) Customer cycle Value $140,660
      Indirect Referred business by happy customers
      f) Customer refers 10 people (e x 10) $1,406,600
      g) Referral Revenue @ 25% (2.5 out of 10) $351,650
      Total Value of a Customer ( G + E ) $492,310
      (1 customer & 2.5 referrals)
    • 20. Thoughts about Lifetime Customers
      Why does Follow-up Marketing work!
      People love to feel like they are appreciated
      No one else will take the time – or Cares!
      Customers like having a contact in the business
      It’s just good business!!
    • 21. Why would you not want to Prospect & follow-up
      The Excuses
      • Will miss Lot-Up
      • 22. Takes too much Time
      • 23. No one will notice or Care
      • 24. I will do it later
    • Salesperson's Reality about Marketing
      Fear of rejection
      No Discipline to get started and do it
      No goals beyond today
      Really don’t know how
      Don’t see and understand the value
    • 25. Marketing – Long Term Satisfaction
      Lets take a look at the difference this can make:
      Relying on new BusinessMaintaining your herd
      Looking for new drive in ups Making appt for repeat customer
      New clients are income Existing customers are income
      Rely on dealership marketing No marketing needed- no time
      More hours need to be worked Less hours worked
      High stress, new relationships Less stress, already known
      Play within the rules Make your own rules
      Keep your Herd of Customers YOURS!
    • 26. Let your customer know the Value you find in them as your Customer:
      Let them know how much you appreciate them
      Show them you are willing to invest time in them
      Let them have special access to you
      Keep them up to date with constant follow up
    • 27. Example of Marketing Schedule
      1 Email per month
      1 Video Email every 90 days
      1 personal call every 90 days
      Personal Visit every 6 months
      Newsletter every month
      Info articles every 2 months
      Service or User Clinics, reminder by mail
      Customer appreciation night or Event
    • 28. Example of Marketing Schedule
      Mail gift coupons Quarterly
      Promotional items, pens, scrapers, cups
      Seasonal Cards
      Customer’s Birthday
      Super Bowl Sunday
      Anniversary
      Halloween
      Create your own special day (vehicle birthday)
    • 29. Example of Relationship Activities
      Send a picture of you and your family
      Personal letters that are signed and personalized
      Send info articles that are personal Branding
      Send a personal CD with a thank you
      Send a DVD with a Video Thank you
      Send a Link to your personal website
      Send an invite to your Dealership facebook page
      Send a Smilebox.com video hello!
      Send a link to your YouTube channel
    • 30. Example of Daily Activities
      Daily
      4 Postcards
      10-30 Phone Calls
      Blog posting
      Add to your YouTube channel
      Facebook post
      Add a business contact to your Linked-In account
      Make a How-To video to add to your website or YouTube channel
      1 Personal Visit
      Write a few lines for your next email article
      Send a fax to a company you work with
      Visit a Company and give info on products
      Send an invite to your Dealership Community site
    • 31. Very Important
      Use Humor in your message
      Use pictures, Video
      Be you, don’t be perfect
      Act like a celebrity
      Take advantage of all the media
      Don’t get generic
      Don’t be boring
    • 32. Wendell Dossett
      317-946-4912
      InternetReadySalespeople.com
      Education
      Seminars
      Marketing
      15 years Automotive
      7 Years Training
      DOSSETT AUTOMOTIVE

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