In this session we look at the benefits of creating a profitable follow-up system that makes money.
What to say
Who to call
When to call
What to write
All of the ingredients and techniques of putting together a Book of Business
We are each born with 18,000,000 brain cells.
So here is the question: How many are you going to use in 2013?
Trick question with a simple answer – more than you used in 2012.
At the time of this writing the news is blasting about “the fiscal cliff”. We just had a record number of Tornadoes on Christmas Day run from Texas to Alabama.
Desert Storm Commander Norman Schwarzkopf died last night. MY POINT: There are always going to be business interruptions. There are always going to be weather conditions to contend with. Something for you to consider is whether you are focusing on the negative news or looking for ways to stay focused on the positive?
So what does all of that have to do with succeeding in 2013? Remember earlier I said each of us is born with 18,000,000 brain cells. It is my opinion that in 2013 you had better be using more of them than you did in 2012. To me this will be one of three critical components to succeeding in 2013.
First critical element: Like it or not, technology is the way of the future. I was speaking with someone the other day and that asked me to relate technology years to human years. I questioned what they meant by that. They responded: “You know, dog years, if a dog is 10 years old in human years, they are 70 years old in “dog years”. So he again asked the question: “If your website was designed and last time it was updated was 5 years ago, how old would that be in human years?” I still had no clue. Finally he said 50. One year in human years is the equivalent to 10 years in technological years. POINT: You have to be reading, studying, and most importantly DOING things if you want to succeed in 2013. WHY – because the guy down the street might be, and if he is and you are not, you are going to be toast.
Second critical element: Teamwork and employee productivity. I read a Harvard Business Review last week titled: “What One Thing Your Team Wants You to Stop Doing.” What was one of the things one of the things they wanted their employers to stop doing? It was – Sugar coating things – tell me where I really stand. Another thing was I can deal with the truth so be honest with me.
From Patrick Lencioni’s book: “Not Finance. Not Strategy. Not Technology. It is TEAMWORK that remains the ultimate competitive advantage, both because it is so powerful and so rare.”
Third critical element: Leadership. If technology involves everyone – teamwork and productivity are critical, the only way to accomplish these is with effective Leadership.
In many businesses they struggle with the difference between management and leadership. In many businesses, they ASSUME their managers are BORN great leaders. John Maxwell is in my opinion one of the BEST Leadership trainers today. He starts many of his lessons with: “The Law of the LID because it helps people understand leadership. If you can get a handle on this law, you will see the incredible impact of leadership on every aspect of life.” LEADERSHIP ABILITY IS THE LID THAT DETERMINES A PERSON’S LEVEL OF EFFECTIVENESS. THE LOWER THE INDIVIDUAL’S ABILITY TO LEAD, THE LOWER THE LID ON HIS POTENTIAL. THE HIGHER THE LEADERSHIP – THE GREATER THE EFFECTIVENESS. EX: “If your leadership skills are rated at an 8, then your effectiveness can never be greater that a 7. If your leadership is rated only at a 4, then your effectiveness will be no higher than a 3. Your leadership effectiveness – for better or for worse – always determines your effectiveness and the potential impact on your organization.”
In a classic movie, “The Untouchables”, I love the line Sean Connery used. He kept of asking those he worked with: “So what are you going to do about that?” And that would be my question to you – “What are you going to do about things in 2013?”
Read the same amount you did in 2012. Study Leadership and Teamwork the same amount you did in 2012? Commit to technology the same as you did in 2012? OR – are you going to take some of those 18,000,000 brain cells and try to use more of them? That is my plan for 2013 – study more, read more, listen more, push myself more, help those around me more, share with others more.
Yesterday, I posted on Facebook an interview with the great Zig Ziglar that took place a couple days before he passed away and he shared one of his greatest messages: “You can have everything you want in life – EVERYTHING – if you will just help enough other people get what they want.”
May 2013 Be Your Best Year Ever.
Like many new salespeople – Matt was thrown on the floor with that ole speech: “Go get em Tiger”.
Scott shared with Matt good fundamental practices with qualifying – building rapport with people – helping him get the people to like him. From their they began prospecting his friends, relatives, people he did business with – they knew that if Matt worked with people he knew he would build confidence fast.
And that is what happened. Matt sold 10 cars in his 1st two weeks and has been at the “top of the board” ever since.
Bigger and Stronger than ever or you are missing something. A year ago I read stats that 70% of the people shopping for vehicles today went online for 11 hours – submitted either an e-mail or called on average of 4.5 places prior to entering a dealership. Then about 2 weeks ago I participated in a webinar put on by Cobalt and their latest data states 60% of the people do on-line research for 19 hours and now visit a dealership WITHOUT submitting an e-mail or calling first. WOW – what a change!!!
The dealerships I work with are having record setting months and best profit years since mid-90’s. Primarily due to their Internet departments. When you read on you will have links from salespeople, Internet manager’s, general manager’s and dealers sharing exactly how we made their departments run more efficiently.
The first thing we need to understand i “how the customer is thinking today?” What makes them “tick”. If we can better understand how the customer is thinking we can begin to get more of them to “click” which is the key to growing your Internet department.
61% of the people will visit dealership inventories after visiting you web site. With pre-owned you need to be re-pricing your entire inventory EVERY WEEK. If you have a 60 day and out process – it makes no sense you have that vehicle listed on the INTERNET at 60days with a $5,000 mark-up. You should be re-pricing at 30 – 45 – 50 – 55 days. The inventory page is like your showroom – you got them their – now you want them to move to our next step which is contact you.
50% of the people decide while on your inventory page if you are even on their list of dealerships to visit.
69% of the people today will visit a dealership WITHOUT sending an email or making a phone call.
73% of the people will purchase something other than we they originally began searching for. So this one area right here explains why it is so important to get people to the dealership. The key is having great techniques for taking the calls. Listen to your calls and see how well your people do at expanding the choices people are calling in on? In other words, when someone calls in on a 2010 Malibu, are we asking: “Is that the only vehicle you are interested in”? If the customer is stating: “Yes, I just want to know if that car is available and the best price on it”? If this is the case you are using archaic techniques. The customer must feel like you care and you have a variety of vehicles that match the real needs they shared with you. I use a technique where I say: “While I’m getting the information on the 2010 Malibu – would you also like information on the 2009 and 11?” This works 90% of the time.
Today you have to be GREAT on the telephone and very professional with your e-mail responses.
Barry P. is a “Seasoned Vet” salesperson, the most challenging for a training to work with in a dealership. Many times they are set in their own ways. Most of the time the feel they “have a better way”.
Barry explains how he “resisted”, “fought” techniques Scott wanted to share with him. But in the long run he gave it a try. Now he credits four to five additional sales each month by using the techniques Scott taught in his dealership.
Colin Giddings has been an automobile dealer for 20+ years. He has ben in the business for the good times and the tough times.
Over the past few years he has struggled attaining the numbers he felt his store was capable of generating. He hired Scott Hembrough to come in and help get the sales that constantly were just out of reach. October 2012 sale exceeded any month in 2012 and showed record profits that he hadn’t seen since 2006.
After viewing call Scott and have him exp0lain how the Internet played a significant roll in attaining his results.