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Cory Mosley "Super Charge Your BDC"
The document provides strategies for car dealerships to increase lead conversion and profits by creating separation from other dealerships through communication, branding, value propositioning, and influencing. It discusses the importance of using words strategically to position products and create perceived value for customers. Key recommendations include developing compelling reasons to buy, creating top-of-mind awareness through relevant follow-up, and re-examining sales processes to identify opportunities for improvement.
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Cory Mosley "Super Charge Your BDC"
- 1. Pg. 38 Super ChargeYour BDC Strategies To Increase Lead Conversion and Profits Cory Mosley Principle Mosley Automotive Training
- 2. The Challenge toInfluence A large percentage of customers are buying anyway Customers typically choose a car, dealership, and GET STUCK WITH YOU! Creating separation as a matter of process is the answer!
- 3. The 4.5 Elementsof Creating a Deal Separation Communication Branding Value Propositioning Influencing
- 4. Creating Separation M +3 Rule Law of Diminishing Returns Leverage the Power of Words Be Authentic Connecting Matters
- 5. The Power ofWords Global Warming Climate Change Early Adopter Crazy person who stood in line for a $600 phone
- 6. Perceived Difference = Perceived Value If the customer perceives no difference and no value, then all that’s left is PRICE!
- 7. 3 Truths AboutValue ① You can never have too much value ② You can never offer too much value ③ You can never give away too much value
- 8. Strategies for CreatingValue • Improve product knowledge and presentation • Create a “follow-up relevancy playbook” • Break away from what everyone is doing • Develop a compelling “why buy”
- 9. Creating a SalesOpportunity
- 10. T.O.M.A. Top of Mind Awareness When you create T.O.M.A. you increase your sales because prospects who are not buying today will think of you when they are ready to buy! T.O.M.A. also establishes a “last opportunity” scenario Think Progressive Insurance Think Geico Think JG Wentworth Think Tax Masters
- 11. Relevant Follow-Up Crash TestRatings Industry Awards OEM Incentives Dealership Incentives Dealership Benefits Package
- 12.
- 13. Phone Checklist Points of Control Contingency Plans Pre-defined pricing strategy Pre-defined purpose of interaction Relevancy Non-price related lead-in
- 14. Email Checklist Quality branding Proper grammar usage Effective or persuasive Consistent pricing strategy Relevancy Clear direction
- 15. Re-examine the Process •What- What are you doing now? • Why- Why are you doing it that way? • Is- Is there a better way? Next Step...... TAKE ACTION! Focus on the Deals you Don’t Make
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