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Jim Bell

Jim Bell Performance Manager

Exclusive Blog Posts

Top 6 Things Car Dealers Do To Make Car Buying Difficult

Top 6 Things Car Dealers Do To Make Car Buying Difficult

[youtube https://www.youtube.com/watch?v=3R7Y3kZIDVg] Your Turn To Drive discusses Top 6 Things Car Dealers Do To Make Car Buying Difficult.  Jim D…

Choose the correct CRM for your dealership OR pay dearly

Choose the correct CRM for your dealership OR pay dearly

With all the CRMs on the market today, finding the right one for your dealership is becoming more challenging than ever. There have been massive changes in…

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

Looking for a new way to win over people more likely to send a text message than to call? Set up this free message extension for your text ads on the Googl…

Must-See NADA 100 Expo Displays for Fixed Ops

Must-See NADA 100 Expo Displays for Fixed Ops

New Orleans is ramping up for the 100th anniversary of NADA, and the convention promises to be outstanding. You’ll be entertained at the NADA100 Carn…

Why Social Media Marketers Won’t Replace Your Sales Team

Why Social Media Marketers Won’t Replace Your Sales Team

Social media is changing the marketing profession in remarkable ways. According to the Public Relations Society of America (PRSA), the social media analyti…

Power of a Renewal Call

There are times when a call is in order to a previous customer, but the question seems to be, "What do I need to say to the customer?"  A lot of times, a renewal call is treated like a normal touching base call to keep your name in front of the customer.  That is not the case.

The reason for a renewal call is to get them back in the store and get them thinking about a new vehicle.  There are a few steps to do to make it an effective call to the customer.

  1. Look at the previous deal.  Most CRM tools will store all of the pertinant information in the system and you should know if they bought or leased, what their payment is, and maturity dates.
  2. Maybe do an online evaluation of their vehicle to see if they may be in an equity situation.  We all need nice trades and they are the best source to get them.
  3. Check notes and history with the customer.  Make small talk before going for the appointment.  This goes back to making great notes in the system so you can refer back to them down the road.  If their son is playing soccer, make a note of it and when you call them, you can say, "Is johnny still playing soccer?"  This will make you stand out from the other salesmen.
  4. Check inventory to see if you have something like what they bought from you last time or even a possible upgrade where you think you can keep their payment close to what they are paying now.

After this quick evaluation, call them.  The number one goal is to get them in to discuss options with them.  Once you get them in, go from step one of the sales process and qualify them in what they may want or need and go from there.  Get these calls done early in the month as people do tend to get busier as the month goes on.

 

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