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Jim Bell

Jim Bell Performance Manager

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Let's Go Farming!

 

One thing that some salespeople have a hard time with is trying to stay busy in the slower months. They maybe sitting in your showroom at the window waiting for the next up. Just like a farmer, you have to work on your fields or current customers/prospects. There are so many things that they can do while they are waiting for that 'up' by farming their database.

Most dealerships do have a CRM of some sort. The salesperson can go through and see all of their sales for as long as the database has been in place. They can do some of the following:

  1. Make anniversary calls - 1, 2, 3, 4, and 5 year.
  2. Make birthday calls. Call the day before their birthday. So many appreciate that call from their 'car guy or gal.'
  3. Make renewal calls with customers that their lease is up within the next 6 months. They have to do something soon so stay in front of them.
  4. Make a renewal call when a customer is 12 months from maturity of their purchased vehicle. We need used cars! Let's sell them something new.
  5. Call recent customers sold for referrals
  6. Work the service drive - Come in thirty minutes or an hour early. I have seen several deals get written up before I even got to work when I was a Sales Manager.
  7. Call all the customers that you have talked to in the last 90 days. Don't leave any stone unturned.
  8. Email your database your monthly specials.
  9. Go make a relationship with a body shop owner. Winter is here and the snow is flying in the northern states.
  10. Check the service logs for your customers. They will be there an hour or so, so why not it be with you and attempt to sell something.

Are you a farmer? So the challenge is to stay busy on the phone while you are waiting for that customer to come in the door or are you going to be like the badger waiting at the window.

What are you doing to farm your data base and generate business?

Ron Henson
Good stuff Jim! I've never seen a farmer sitting around drinking coffee and waiting for something to happen. Always working!
Chris Costner
Very good information Jim. Everyone should keep this list close by and create the discipline to work it. One thing that bugs me is catching a salesperson walking by and when I ask them what they have working, they can't answer. Activity certainly breeds activity. Great post.
Jim Bell
So true. Early bird gets the worm.
Jim Bell
I think that too many salespeople just fly by the seat of their pants, even ones that have some longevity at a dealership. They are the ones that can benefit the most doing a little farming.
Chris Costner
I couldn't agree more Jim. It certainly requires more effort to catch the "fresh up" you know nothing about. Your points above are well organized and any new or seasoned salesperson can achieve immediate results from the same the same type of game plan. More money and less aggravation.

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