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From: Jared Hamilton
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Keith Shetterly

Keith Shetterly Owner

Exclusive Blog Posts

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

The Biggest Mistake Dealers Make When It Comes to Customer Retention

The Biggest Mistake Dealers Make When It Comes to Customer Retention

Jim Roche is the Divisional VP of Marketing & Managed Services at Xtime. We asked him to tell us the biggest mistake he sees dealers making today when …

Is 2018 the Year of Customer Convenience?

Is 2018 the Year of Customer Convenience?

It seems that every year has a theme attached to it in terms of where dealerships’ focus will be. Which themes or buzzwords will dominate 2018? We…

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Today's customers walk into your showroom better-informed than ever before. Because they've done their research ahead of time, 89% walk into t…

The 7 Habits of Highly Effective Internet Salespeople

1) They get the online shoppers from leads and calls into the store; they answer the shoppers’ questions but still build urgency and make appointments.
 
2) They are great on the phone and depend on it for success; they know that email is best as merely a strong, personalized riff on a template and that it faces many hurdles (SPAM, attention, etc.) to just be seen by the shopper.  Even those shoppers who ask for contact don’t often see it by email.
 
3) They are their own commercial:  They use things like short, personal video invitations and video walkarounds to establish connection and rapport with customers before they come in.
 
4) They understand that the store’s reputation online is first seen by shoppers but first built by sold customers, and they work very hard to add positives to that online reputation from every customer they can.
 
5) They keep strongly to an effective, standard follow-up schedule—not just by email, but also more importantly by phone.
 
6) They aren’t shift workers; they are available for a quick few minutes of phone/email whenever they can, not just “open” hours.
 
7) They are great salespeople in person!
 
I tried to keep it simple, and many props to Mr. Covey for the years of great reads and education--and for the riff on his title that I myself made here. 
 
by Keith Shetterly, keithshetterly@gmail.com
www.keithshetterly.com Copyright 2011
All Rights Reserved
James Bazuik
Hey Keith, Great article ! Nice spin off of the original book. And being in the business on the owner side and marketing side I couldn't agree more James Bazuik DealerHD
Keith Shetterly
Thanks James! Nice to hear from someone with that experience. These 7 are what I've done, and what I've observed, that generate the most sales from the Internet leads and calls.
Eric Miltsch
Nice post Keith. It's these "little" things, the daily mechanics, that get overlooked.
Keith Shetterly
Thanks Eric!
Mike Fitzpatrick
Seven Habits is one of my all time favorites. Mainly because of its ability to simplify complex concepts. Great job at carrying that simplification over into these 7 habits of highly effective Internet salespeople Keith! Highly effective Internet salespeople also leverage these habits with previous clients for repeat and referral business better than average salespeople.

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