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Rafi Hamid AutoExecutive

Rafi Hamid AutoExecutive President-CEO

Exclusive Blog Posts

The Recruiter: Episode 4- People Use Google to Find Jobs

The Recruiter: Episode 4- People Use Google to Find Jobs

How to title your help wanted ad so it gets found on the internet. Please use Google in their job search. Use what people call themselves on their resu…

* The Recruiter* Episode 3 Law of Diminishing Return

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Lenders must lend or drivers won't drive

Lenders must lend or drivers won't drive

In my opinion, sub prime customers are being considered more risky by the lenders that once targeted them. Even traditional co-signers are proving not to b…

4 Reasons to Improve CRM Utilization in 2017

4 Reasons to Improve CRM Utilization in 2017

Yes, dealers are creating a tremendous amount of data. The problem is, most of it is junk. Data is like this 1958 Tops Baseball Card complete set. You have…

Your Car Repair Shop Should Appeal To Parents Whether It is At a Dealership or Privately Owned

Your Car Repair Shop Should Appeal To Parents Whether It is At a Dealership or Privately Owned

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In my experience (and research concurs), the average customer makes a vehicle purchase approximately 50 days after they initially inquire. So I developed a 50 Day Timeline for handling your leads. The goal is to ensure that leads don’t get marked “lost” or “dead” too soon. And even if they don’t buy now - you want them to remember your name and your dealership. Follow-up is crucial. At the same time, however, you don't want to bother your prospects with too many emails or phone calls. We will begin with day 1, arguably the most important, and follow the process over the next few weeks, somewhat mirroring the time it takes a consumer to make a vehicle purchase. Note: For a proactive customer who keeps in good contact, please modify this system as needed to suit your customer’s needs. This model should remain fluid for each customer; you want them to feel that they are getting individualized answers, not generic responses. The goal is to keep in contact periodically for the first 50 days OR until the prospect “buys or dies” or says, “don’t contact me again.” Hypothetical scenario: Lead comes in at 8:30 am on a Monday morning and you are at home, scheduled to be at the dealership at 9:00. 8:35-8:40 am Day 1: Send the prospect a brief 3 or 4 line personalized response from your BlackBerry, or other hand-held, using the 4 key elements mentioned on my last BlackBerry Etiquette blog. If you have an automatic email responder set-up, it is important to wait a few moments after the lead first appears on your BlackBerry before you send this personalized response. 9:00 am (approx.) Day 1: Assuming you are at the dealership now, call your prospect. (It is also fine to call from your cell phone if you prefer, as this way you will be responding sooner!). If you talk with the prospect make notes and document the conversation. Documentation of all contacts with your leads helps prevent any problems of miscommunication when it comes time for the buying process. After the phone call send a detailed response to the prospect answering all of their questions and addressing all of their comments. Most prospects are interested in knowing the following: Price? Is the vehicle I want in stock? Are there additional costs? Can you offer me a better price than a competing dealership? What is my trade worth? What will my financing rate be, and are there any special offers? How do I qualify for the Loan, Credit Application? When can I take delivery? What type options are available to add to my vehicle? There is no need to address all of these points in your initial e-mail. However, you should be sure to address those that the prospect specifically mentioned in their original request. Finally, if you are successful in reaching the prospect by phone, be sure to thank them in the e-mail for taking the time to talk with you. Conclude with a line that states when you will attempt to contact them by phone again, and encourage them to call or email with any questions they may have. Once you have sent this response, set the next contact date to the following day. Take time to think this process over and we'll continue next time with the next steps. Happy selling!

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