As I look at the calendar, I can’t believe that October is right around the corner. Where has this year gone? It has been the year of mobile, social, and Google Plus and Local. Now that we are going into the 4th quarter already, are you getting your strategies together for 2013? Yes, I said 2013. It is right around the corner. Have you seen the growth that you wanted to see this year? Are your profits down or up? Where are you at and where do you want to be? Now is the time to start strategizing for 2013 and an incredible year.
On big thing that I see is salespeople need to get more social. There are several in the industry that are doing it right, but so many do it wrong. We all know what the social impact has been in the automotive industry has been. We see dealerships having their "like" pages on Facebook, YouTube channels, twitter accounts, blogs, and the list goes on and on. Now we are facing another giant that has been a sleeper for the last several year, MySpace. Just one more that dealers may have to deal with.
We all have these tools at our fingertips, but are we using them to the fullest potential? One thing that I have noticed is that there aren't many salespeople taking advantage of these avenues to their fullest capacity. It is free and I love free! I have a feeling that a lot of people just don't know how to utilize them effectively. I see a few, but they are few and far between.
Youtube- One great example is Elise Kephart from Sunset Honda in CA. She utilizes her YouTube channel like no one in the industry. She has branded herself as the YouTube diva and deserves every bit of it. (On a side note, PLEASE DO NOT submit an inquiry on a vehicle with her as she takes her job very seriously and takes a lot of time to produce individual videos for each inquiry.)
Facebook is a very powerful tool for salespeople. I feel that it can be more powerful than a standard dealership page. When building your relationship with your customer, be their friend. After the sale, become friends on Facebook, or better yet, set up a like page for yourself and have them "like" you. The impact that you can have just by posting a picture of them and tagging them in it is unbelievable. I have seen over 30 comments on one photo and it ended up generating 2 referral sales for that salesperson on one picture just by doing something out of the norm.
I have yet to come across one blog that is strictly for a salesperson. If you have one, please share below.
LinkedIn is another avenue that salespeople can capitalize on. There, you can get recommendations from your customers and show your resume to your customers and how successful you have been in the automotive industry.
So, how are you going to make your 2013 the best year ever in the car business? Get social and do it 100% of the time. It will pay off. You have to make yourself stand out more so than ever. When I mystery shop, I see the same thing time and time again. Be different and think outside the box and like a shopper. Start your commitments now. It takes 30+ days to create a habit. Do it early and often and set yourself up for an incredible 2013.