People have a difficult time with change. Change causes people to feel anxious, angry and out of control.
As I tour around from dealership to dealership I hear the same story "it's not like the old days".
These Sales Consultants are 100% right! So how can we adapt to todays consumers?
The success of a Sales Consultant "in the old days" comes from the network of people who call on them for their next vehicle. Family, friends people they "know". So, to build the network "in the old days", Sales Consultant would play in golf tournaments, get involved in charity events, go to the bar and shake as many hands as possible, each time handing out their business card.
HERE IS THE CHANGE: People socialize online more often and for longer periods of time then any bar, golf tournament or charity event. You can network with more people through one "tweet" then you can with an entire year of handing out business cards.
As a Sales professional, now is the time to start embracing the change, take your time and develop your digital presence. Use Facebook to tell the world you sell vehicles. Blog about how you give the best service to your customers, share the latest interior picture of your favorite make and model on Pinterest. It's never to late to begin developing your digital presence.
You will be amazed how quickly your network will grow.
Come on Sales Consultants! There is a huge oppuritunity here!
IMPORTANT: By any means, never stop networking "the old way". Just add digital to the mix :)