Social Media Examiner recently published an interview with Becky Carroll, author of The Hidden Power Of Your Customers, a book about growing your business by tapping into your current customers. Yes, your current customers. As small business owners, we often focus on acquiring customers. The easiest sale, however, is to the ones we already acquired. Think about it: you[…]
In our industry, one universal sales practice is to tailor your techniques to the wants and needs of the customer in front of you. If you have a young male drooling over that sports car, you’ll probably be talking about performance specs, 0-60 times and horsepower. If you have a young family, you’re probably going[…]
A hot topic of much discussion today is the decrease in the sales process. There are many opinions on whether shortening the time it takes consumers to buy a vehicle is the answer to providing a better customer experience. There’s no doubt that it can be arduous and exhausting for a consumer to buy a[…]
Whether your dealership has, or is considering a loyalty program, it’s important to make sure your marketing messages align with the overall brand or image of your store. What is your dealership known for? Aggressive, “best” pricing? Friendly, no-pressure salespeople? A multi-generation, family owned pillar of the community? A brand is your identity’s business, and conjures[…]
Mimicking customer behavior is one of the oldest sales techniques in the business. So is finding common interests and building rapport. However, with three generations of car buyers in and out of dealerships daily – Boomers, Gen X and Gen Y – it’s harder than ever for salespeople to accomplish this convincingly, let alone understand[…]
Loyalty programs surround us. We live in a world filled with keychains on which multiple little plastic mini loyalty cards dangle. There aren’t many places where we spend our money that don’t offer a rewards program or, at the very least, track our purchases via a quasi-rewards program that only allows us to purchase items[…]
In life, not everything goes our way. Things happen. Planes get delayed. It rains during a wedding. Life intervenes. In business, the same holds true. If a situation is handled improperly, or is unaddressed, customers are likely to get ignored. With proper attention, however, customers can be forgiving. Take for example, the story relayed in[…]
When done properly, Google Ads are an effective piece in any multi-channel marketing strategy. The ability to target traffic to specific behavior and keyword searches is invaluable. Well, Google is now following in the footsteps of Facebook and Twitter and on September 27 announced the roll-out of a new Google Ad feature named Customer Match. This new[…]
The other day, a friend of mine was in the market for a new tech toy. As he researched the different available brands, he noticed a huge difference in pricing – from $325 all the way up to $1800 — but was unable to tell the difference between any of the brand offerings. The features[…]
Human beings do have a tendency to overcomplicate things. In our industry, there are so many things that we need to deal with on a daily basis – customers, co-workers, employees, bosses, technology – at times it gets overwhelming. I believe that most dealers understand the importance of customer loyalty and retention. There are plenty[…]