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How to Get Leads into the Showroom

Advice from Wendy Reeves, DealerStrong's BDC Trainer, on how to set an appointments that will show. She explains the 3 main reasons customers skip their appointments and shows how your dealership can avoid these issues in the future.

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How to Get Leads into the Showroom

  1. 1. Wendy Reeves BDC Trainer The Keys to Getting Them in the Showroom
  2. 2. No Show Appointments But he said he was on his way! Maybe he got lost… I gave him our address. He had an appointment before ours.
  3. 3. No Show Appointments 3 Reasons They Did Not Show
  4. 4. Getting them in the Showroom Ask for the appointment Be sure that the customer knows 3 things Confirm your appointment and follow up!
  5. 5. Ask for the appointment • Ask for the appointment early on in the conversation. • If you don’t ask for it, you’re never going to get it. • When you do get it, get off the phone!
  6. 6. Be Sure of 3 Things Customer knows he is coming Customer knows to bring Customer knows he is asking for
  7. 7. Confirm the appointment • Confirm appointment • Confirm permission to text and email address • Follow up when customer is late or misses his appointment
  8. 8. Appointment Rules Same Day, Next Day, Day After? Authorization Code? Write it Down? Call if Running Late
  9. 9. Tips for Success Understand Your Customer Phone Skills Follow Up
  10. 10. Understand Your Customer Read Listen Understand mindset Don’t build barriers
  11. 11. Phone Skills 4 Obstacles to Overcome: Establishing V2V Contact Conversion Shows Follow up
  12. 12. Establishing V2V Contact What to Say What NOT to Say How to Listen
  13. 13. Conversion What to Say What NOT to Say How to Listen
  14. 14. Shows What to Say What NOT to Say How to Listen
  15. 15. Follow Up What to Say What NOT to Say How to Listen
  16. 16. The Best of the Three What to say: • Talk, relevance What Not to say: • Don’t read How to Listen: • Respect
  17. 17. Consistency is Key Follow your word tracks Avoid complacency
  18. 18. Thank You.  For More Information:  Visit  Call our office @ 877-811-8107