Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
David O

David O Contributor

Exclusive Blog Posts

What People Are Looking For In An Auto Repair Shop

What People Are Looking For In An Auto Repair Shop

Those who have been involved in some sort of accident have the next step of finding an auto repair shop. These shops are not all created equal as some are …

One Price Selling – What Are You Waiting For?

One Price Selling – What Are You Waiting For?

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically no…

What Is Your Chemistry With Women Buyers?

What Is Your Chemistry With Women Buyers?

Wow, its December. Last month of the year. Now is the perfect time to begin to reflect on the customer processes, engagement and strategies you have in pla…

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

If it’s time for you to take the next steps in your career, there are some tried-and-true methods that can ensure your success. All business professi…

BDC training for 2017

BDC training for 2017

  We have a service and sales bdc team for each of our stores. One is a Hyundai store and the other is a Chevrolet store. We have Three sales Bus…

5 Tips To Find Car Deals in Your CRM

37fbd545372902366605d59894494c2c.png?t=1

One facet of my profession is to identify selling opportunities and teach dealers to take full advantage within the dealership CRM we offer. So you'll see that even though most of the ways to find these opportunities are pretty easy in our CRMSuite, you should be able to utilize some of these tips in order to find those potential customers within your very own CRM.

Besides the amazing dealerships & ownership groups I personally work with, there are still a very small percentage of dealers effectively using their very own CRM to find potential deals. They simply use it to "log their customers" but we all know that there are huge selling opportunities within your own customer base that just needs to be tapped.

1. Have an exciting, newly redesigned model? 

Introduce your current customers to that new design. Start with some current owners of the older version of that model and send a video walk around email/text to point out all the new features. Since it should be targeted, focus on the redesign's specific upgrades.

2. Find and reconnect with some of your older active prospects and offer something similar. 

Look at all your incoming emails, inbound phone calls, outbound calls where you've actually spoken with a person and re-connect with a similar vehicle offer. If they haven't come in yet, their needs may have changed... So constantly reaching out to them about the same vehicle, may not be the most effective way to get a response. Offer something different, then you may be able to find out why they haven't come in yet. Most of the time it's because they've checked the initial car off their list, so offering something different should prompt some questions for you to answer. Be prepared and know your inventory because you may just have what they are looking for.

3. Extend a service offer to your sold or lost customers. 

Check with your Service Department and see what they are currently offering. Re-connect with your sold, your "bought elsewhere", and your current unsold people who have trades; Extend this service offer to them. Shoot them a text, email, quick call with the service offer and schedule the service appointment for them. Reconnecting this way will keep you in front of them... If they are appreciative? Heck, you may even get some referrals.

4. Look at rescheduled & missed appointments.

Being in the car business for over 20 years, I've learned that when someone misses or reschedules an appointment, MOST of the time is because they've encountered another sales person with either a different offer or a different car they'd rather have. People don't want to spend time in dealerships, so they ultimately have to choose which store to visit first and that's usually the place that gets the business. So as a Manager, I wanted to see if there was anything I could do to accommodate their time, but ultimately feel out why they rescheduled or missed their appointment. You have to be tactful, and contact them as if you want to save them time. Bring the car to them, fast processing etc. Make that deal!

5. Set connection goals, not just activity goals.

I hear it in dealerships all the time. Managers simply say "make X amount of phone calls today"... It's a great start, but what if you made 100 calls and didn't reach a single person? How about "let's reach and connect with X amount of customers today!" Send an email, text and call... Find out HOW the person wants to communicate. In sales, I was raised to live off the phone, then came emails, now text... Everyone is different, so let's find out how they prefer to communicate and let's make some connections. I am confident that once I was able to connect with that person, I could get a solid appointment or even a car deal.

These tips are just scratching the surface of amount of opportunities available in your own CRM... I've helped and seen these tips work with the stores I help and the stores I've managed but it does take a little work and uniqueness on your part. I've been told many times that I'm not the typical car guy, maybe I'm a little weirder? I don't know... But I do know, different is more effective. So remember, be different, because different is better.

Photo Credit: Flickr

 Unlock all of the community & features  Join Now