MARKETING PERSONAL
SELFEVALUATION
HONEST FEEDBACK
This piece will only be read by you with the goal of giving yourself as honest of an assessment as possible. Take a moment on each category, think specifically about your actions in the past month, and rate yourself between (1) poor as possible and (10)the best version of yourself.
ATTITUDE
DISCIPLINE
HEALTH
EXERCISE
DIET
FAMILY
INCOME
FRIENDSHIP
GOAL SETTING
SALES GOAL
TEAMWORK
PROFESSIONALISM
CAREER PLAN
PREPARED FOR FUTURE
PRODUCT KNOWLEDGE
COMMAND OF SALES PROCESS
SELF IMPROVEMENT
FOLLOW UP
PERSONAL MARKETING
GOAL SETTING
FUTURE PLANNING
You need to be a habitual goal setter, and dedicate yourself to working from clear, written goals every day of your life. All highly successful people are intensely goal oriented. They know exactly what they want, they have it written down, they have written plans to accomplish it, and they both review and work on their plans every single day.
WHAT IS YOUR GOAL? COMMISSION
YOUR RATES
DISCOVER YOUR BASELINE
Here we will tr y to determine your closing ratio based on the number of people you talk to a month. If your CRM has a function to determine this already, then use this section to double check the numbers it provides. If you don’t have any concrete numbers to work with, use your best estimation and adjust this rate once you have better data to work with.
We find it easier to start with your closed deals from last month, and work backwards through your sales funnel. For an example, let’s say we know we closed 15 deals last month and our commission total for last month was $5,000.
Here you need to rack your brain. Try to remember over the last month how many write ups, demo drives, ups taken, and phone calls made. Our example will work off the average percentages across the nation.
For the Ups to Phone Call percentage, we need to account for the walk ins we had as well. By subtracting the walk ins and referrals from the total Ups we worked with, we are left with only those Ups produced from our personal marketing efforts.
MMC EXERCISE
STARTING WITH YOUR TOTAL COMMISSION AND UNITS SOLD LAST MONTH, WORK THROUGH YOUR SALES FUNNEL UNTIL YOU CAN DETERMINE YOUR RATES OF EFFICIENCY FOR EVERY STEP OF THE PROCESS.
USING THE NUMBERS FOR EACH STAGE OF YOUR SALES PROCESS, WORK THROUGH YOUR SALES FUNNEL BACKWARDS UNTIL YOU CAN DETERMINE YOUR RATES OF EFFICIENCY FOR EVERY STEP OF THE PROCESS.
Creating a work plan will help you set proper expectations of your performance, actionable steps to achieve your monthly goals, as well as personal budget guidelines to better plan for your future. You can learn what is needed every week to achieve your goals and build a balanced life.
CREATE YOUR OWN PLAN
Start by answering the main questions below. Then make sure you take off the days of the month that you need for your personal life. Then use the remaining work days to fill out the chart to the left.
COMMISSION GOAL
AVERAGE COMMISSION
UNITS NEEDED
SUNMONTUEWEDTHUFRISAT NOTES
DAILY WORK PLAN
DEVELOP YOUR PROCESS
WALK USED CAR INVENTORY
FIND SELECTION ALTERNATIVES
BILLIE JEAN KING
CHAMPIONS KEEP PLAYING UNTIL THEY GET IT RIGHT.
REVIEW APPOINTMENTS
FOLLOW UP CALLS
CONTINUAL PERSONAL GROWTH
SELF MARKETING
MMC EXERCISE
LET’S TAKE A LOOK AT A TYPICAL DAY IN THE DEALERSHIP. ON THE RIGHT WE’VE LISTED THE RESPONSIBILITIES WE NEED TO FIT INTO EACH DAY, AND ON THE LEFT WE HAVE A 10 HOUR SHIFT BROKEN UP INTO HALF HOUR BLOCKS. WE’VE TAKEN OUT 4 HOURS DUE TO A BUSY FLOOR OR TIME WITH CUSTOMERS. SCHEDULE THE REMAINING TIME WITH TASKS FROM OUR DAILY WORK PLAN.
DAILY WORK PLAN
WALK USED CAR INVENTORY
FIND SELECTION ALTERNATIVES
WALK THE SERVICE AREA
STUDY CURRENT ADVERTISING
REVIEW APPOINTMENTS
FOLLOW UP CALLS
PERSONAL GROWTH
SELF MARKETING
MMC EXERCISE
NOW USE A TYPICAL SCHEDULED DAY FOR YOURSELF. WRITE OUT FIRST THE NUMBER OF HOURS IN YOUR SHIFT IN THE VERTICAL COLUMN. ESTIMATE HOW LONG EACH OF THE TASKS IN YOUR DAILY WORK PLAN MIGHT TAKE, THEN FILL IN YOUR SCHEDULE ACCORDINGLY TO FIT EVERY ITEM IN.
DAILY WORK PLAN
WALK USED CAR INVENTORY
FIND SELECTION ALTERNATIVES
WALK THE SERVICE AREA
STUDY CURRENT ADVERTISING
REVIEW APPOINTMENTS
FOLLOW UP CALLS
PERSONAL GROWTH
SELF MARKETING
SELFMARKETING
BUILDING YOUR BRAND
The best salespeople don’t rely on walk ins and the dealership CRM for their traffic. You can generate your own leads and referral traffic through several different mediums. We will focus on three main areas: Community Involvement, Email Marketing, and Social Media Marketing.
1
BE A SOCIAL SALESPERSON
IT’S ALMOST NOT WORTH HAVING A PROFILE AT A SOCIAL NETWORKING SITE LIKE FACEBOOK, TWITTER OR GOOGLE+ IF YOU DON’T USE IT. DON’T JUST POP IN EVERY TIME YOU HAVE A NEW PROMOTION, CREATE SOCIAL CONTENT THAT YOUR FOLLOWERS WANT TO REPOST.
2
BROWSE SOME BLOGS
TAKE TIME TO BROWSE BLOGS THAT ARE OF INTEREST TO YOU. COMMENTING ON OTHER BLOGS WITH A LINK BACK TO YOUR SITE IS A GREAT WAY TO PROMOTE YOURSELF AND DO SOME POTENTIAL NETWORKING.
3
BECOME AN AUTO EXPERT
START PROMOTING YOURSELF AS AN EXPERT IN YOUR FIELD BY OFFERING YOUR OPINION TO THE UNINFORMED. POST INFORMATION ON SOCIAL MEDIA THAT HELPS CUS TOMERS WITH POTENTIAL AUTOMOBILE ISSUES.
4
ENGAGE THE COMMUNITY
DON’T BE AFRAID TO DONATE YOUR TIME AND RESOURCES TO LOCAL EVENTS. SPONSORING A CHARITY FUNDRAISER OR VOLUNTEERING SOME TIME FOR COMMUNITY SERVICE.
5
BUILD AN EVIDENCE MANUAL
EXTEND THIS OVER EVERYTHING YOU DO, FROM YOUR LETTERHEADS TO MISSION STATEMENTS IN YOUR E-MAIL SIGNATURES. THIS BUILDS CREDIBILITY IN YOU AND THE COMPANY AND PRODUCT YOU WORK WITH.
6
LINK EVERYTHING
CROSS-LINKING ALL OF YOUR MARKETING MATERIAL TOGETHER CREATES A SENSE OF CONTINUITY AND HELPS CUSTOMERS WHO ARE INTERESTED IN YOUR SERVICES QUICKLY FIND OUT WHAT YOU CAN DO FOR THEM.
STAY IN THEIR HOUSE
IT’S EASIER THAN EVER TO BUILD AN AUTOMATED SYSTEM TO FOLLOW UP WITH YOUR CUSTOMERS AFTER THEY LEAVE. KEEPING YOURSELF IN FRONT OF CUSTOMERS IS THE EASIEST WAY TO BUILD REFERRALS.
HAVE AN ELEVATOR PITCH
PRACTICE FINDING THE QUICKEST AND EASIEST WAY TO EXPLAIN WHAT YOU DO WHILE ALSO ANSWERING HOW YOU SET YOURSELF APART FROM THE COMPETITION. 8
BE A SOCIAL SALESPERSON
CREATE SOCIAL CONTENT THAT YOUR FOLLOWERS WANT TO REPOST.
The most effective social media strategy in the market today is called Content Marketing. The goal is to post quality content that people will want to see in order to build an audience. Starting at the ground floor and building up, here is an overview of how to create a social media marketing plan.
1.CHOOSE YOUR NETWORKS
You don’t need to be on them all, since you only have so much time just the ones that you will be able to manage effectively. We will focus on Facebook here since it is the largest social network while also having the most daily users.
2.FILL OUT YOUR PROFILES
A completed profile shows professionalism, cohesive branding, and a signal to visitors that you’re serious about engaging.
3.PICK A POSTING STRATEGY
Timing, frequency, and content are the main factors to focus on. You’re aiming for consistency in your posts so your followers will know what they are getting. It will take time if you want to organically grow your traffic, or you can utilize options like Facebook’s Boost Posts for Business pages that allow you to build an audience quicker for your future posts.
MMC ADDED VALUE
CONTENT
Photos get 53% more likes, 104% more comments, and 84% more click-throughs on links than text posts. Focus on the visuals when publishing content.
TIMING
It is recommended to post 5-10 times a week with no more than 2 posts per day. Optimal time can depend on your audience, but generally focus on 1pm-4pm.
Less than $30,000/yr
$30,000-$49,999
$50,000-$74,999
$75,0000+
FREQUENCY
Try to 4:1 posting strategy. Choose a staple post type: either links, images, quotes, updates, or re-shares. Then, follow a 4:1 ratio between your staple type and a variety type of post.
BECOME AN AUTO EXPERT
OFFER INFORMATION ON SOCIAL MEDIA THAT HELPS CUSTOMERS WITH POTENTIAL AUTOMOBILE ISSUES.
63% OF ONLINE AMERICAN ADULTS USE FACEBOOK.
YOUTUBE IS THE SECOND LARGEST SOCIAL NETWORK BEHIND FACEBOOK.
MOST POPULAR AMONG YOUNGER ADULTS, WITH 82% OF 18-29 YEAR OLDS USING IT COMPARED TO 34% OF THOSE 65 AND OLDER.
COLLEGE GRADUATES ARE TWICE AS LIKELY TO RECEIVE NEWS AND UTILIZE ONLINE VIDEO AS THOSE WITH JUST A HIGHSCHOOL DIPLOMA.
VIDEO LENGTH: 3-5 MIN
Nobody likes to sit through 10 minutes of video if the info could be said in 2. Engagement seems to peak for informative videos 3-5 minutes in length.
Youtube is the 2nd largest search engine on the market today, only behind it’s parent company Google. This presents a great opportunity to build authority for yourself, and reach your target audience by offering expertise in the form of short videos with advice and tips.
As someone inside the auto industry, you have multiple opportunities to create content people will find valuable.
DEMONSTRATE EXPERTISE CONTENT IDEAS
You have knowledge about the industry that most people do not, so focus on material you would find useful if you were an outsider. “5 Points to Look For When Buying a Used Vehicle” or “How to Speed Through Your Next Car Deal” would be strong ideas based on customer feedback.
BEHIND THE SCENES LOOK
Not only is this an effective way to build trust with those interested in your business, but, it’s also a great way to show how hard your company works for its customers. You could feature an interview with the GM, introduce your staff, or even vlog a day at work.
CUSTOMER TESTIMONIALS
Showcasing positive recommendations and reviews from past customers is a proven factor for success.
VIDEO TUTORIALS
Instructional videos on how to set up or use a product are much more helpful than trying to understand a complicated user manual.
BUILD AN EVIDENCE MANUAL
BUILDING CREDIBILITY IN YOU, THE COMPANY, AND PRODUCT YOU WORK WITH.
If you’ve been in the car business for a long time you might remember the old 3 ring binder Evidence Manuals that salespeople used to have on their desks. This would include pictures of happy customers, local stories that involved the salesperson or dealership, and a note or two from the salesperson themselves. Nowadays we have Facebook and several options to over-share what we do in our lives, but it would be smart to create a place to act as a highlight reel of your best career moments for customers to see.
Issuu offers you the ability to create free digital magazines that look great with minimal effort. Once you have your evidence manual created, you can link it through your email signature, Facebook and other social media, and even use it to encourage your customers review you online.
DIGITAL MAGAZINE CAN BE STORED OFFLINE ON YOUR PHONE
MAGAZINE CAN BE SEARCHED AND INDEXED FOR EASY ACCESSABILITY
STAY IN THEIR HOUSE
KEEPING YOURSELF IN FRONT OF CUSTOMERS IS THE EASIEST WAY TO BUILD REFERRALS.
Creating a contact form for a series of emails from you is an easy way to keep yourself in front of customers without being overbearing. There’s 2 major pieces to build here: 1st, the contact form to take the customer’s info, then 2nd, the email series to send the customer. Once you have both pieces built, linking them together is simple.
Wufoo’s form system allows you to collect and format a large amount of data from your customers, and Mailchimp’s email marketing allows you to use Merge Tags to incorporate that data into the emails sent. You can personalize the messages by using the customer’s first name in the email greeting, or even schedule an email to be sent on the customer’s birthday if you collect that info when they fill out their form.
Wufoo will provide a space to create a form, publish it to the web for a public link, and built in integration with several email marketing platforms.
Mailchimp has a drag-and-drop builder for their emails that’s incredibly easy to use. Here you will be able to create a series of emails to send to clients, sent an automation timeline for when the emails will send, and be able to see how people respond to your emails.
EMAIL IS STILL KING
EMAIL IS 40 TIMES MORE EFFECTIVE AT ACQUIRING NEW CUSTOMERS THAN FACEBOOK OR TWITTER.
EMAIL SUBSCRIBERS ARE 3 TIMES MORE LIKELY TO SHARE YOUR CONTENT VIA SOCIAL MEDIA THAN VISITORS FROM OTHER SOURCES.
EMAIL MARKETING DRIVES MORE CONVERSIONS THAN ANY OTHER MARKETING CHANNEL, INCLUDING SEARCH AND SOCIAL.
EMAIL’S ROI IS 28.5% COMPARED TO 7% FOR DIRECT MAIL.
SOCIAL MEDIA DEMOGRAPHICS
The following analysis discusses the demographic characteristics of each of the five social media platforms in the survey. For more details or the latest update, go to the Pew Research Center at pewinternet.org.
25% OF ADULT INTERNET USERS 22% OF ENTIRE ADULT POPULATION
LINKEDIN ESPECIALLY POPULAR AMONG WORKING-AGE ADULTS AS WELL AS COLLEGE GRADUATES AND THOSE WITH RELATIVELY HIGH HOUSEHOLD INCOMES.
28% OF ADULT INTERNET USERS 24% OF ENTIRE ADULT POPULATION
INSTAGRAM CONTINUES TO BE POPULAR WITH NON-WHITES AND YOUNG ADULTS: 55% OF ONLINE ADULTS AGES 18 TO 29 AS DO 47% OF AFRICAN AMERICANS AND 38% OF HISPANICS.
23% OF ADULT INTERNET USERS 20% OF ENTIRE ADULT POPULATION
INTERNET USERS LIVING IN URBAN AREAS ARE MORE LIKELY THAN THEIR SUBURBAN OR RURAL COUNTERPARTS TO USE TWITTER: 30% URBAN COMPARED TO 21% AND 15%.
Less than $30,000/yr
$30,000-$49,999
$50,000-$74,999
$75,0000+
Men Women 18-29 30-49 50-64 65+
Less than $30,000/yr
$30,000-$49,999
$50,000-$74,999
$75,0000+
Men Women 18-29 30-49 50-64
65+
Less than $30,000/yr
$30,000-$49,999
$50,000-$74,999
$75,0000+
COMMUNITY INVOLVEMENT
FIND CHURCHES, NON-PROFITS, AND OTHER AREAS OF YOUR COMMUNITY TO GIVE BACK.
You can’t walk into a gym and expect to instantly be healthy and in shape. You have to take the time to do the work. The same goes for volunteer work. This won’t deliver instant benefits for you financially, and to be blunt that shouldn’t be your whole focus. Find an area of opportunity in your community that you’re passionate about, otherwise you can find yourself becoming disinterested or working with the community can feel like a chore.
CHECKLIST!
FIND AN OPPORTUNITY YOU’RE PASSIONATE ABOUT
WHATEVER PROJECT YOU DECIDE TO GET INVOLVED IN, MAKE SURE YOU LOVE THE CAUSE.
INVEST YOURSELF INTO THE COMMUNITY
SPEND TIME AND MONEY TOWARD THE CAUSE. GIVE BACK TO THE COMMUNITY YOU LIVE IN.
LOOK FOR CREATIVE WAYS TO HELP / SPONSOR
FOR EXAMPLE, REFERRALS FOR CAR SALES OFFER A MONETARY BENEFIT. IF YOU NAME YOUR CAUSE AS THE BENEFICIARY OF THE REFERRAL, THE COMMUNITY WILL WORK TOGETHER TO REACH THAT GOAL.
5 STEP PROCESS
OVERVIEW
1
POINT OF CONTACT
Our process uses informational-based selling up-front in the greeting. This method gives a benefit to the customer to complete the sales process.
2
TRADE IN / NEEDS ASSESSMENT
Combining customer needs assessment and trade evaluation adds credibility to the appraisal and shortens the entire process for the consumer.
3
SELECTION / PRESENTATION
Establishing selection alternatives through the presentation creates more sales, gross profit, and increase CSI.
4 5
PRESENTATION OF FIGURES
MMC policy of a consistent desking policy allows your sales people to be prepared to close with professionalism, speed, and logic.
DELIVERY
Training a proper introduction to the finance and service depart-ments keeps the customer coming back to the dealership for service, and eventually to buy their next vehicle.
MMC SALES PROCESS
GREETING STEP BY STEP
The most important aspect of building your dealership’s brand is to deliver the message consistently at every point of contact. In many cases, the first point of contact is either an inbound telephone call or greeting someone on the lot. Incorporate the following into the normal greeting process:
MMC'S WORDTRACK
“WELCOME TO OUR DEALERSHIP. WHAT INFORMATION CAN I GET FOR YOU TODAY?”
NOW IMAGINE A CUSTOMER ASKING THE SALESPERSON FOR YOUR “BEST PRICE” AND YOUR SALESPERSON RESPONDING LIKE THIS
MMC 100% WRITE UP!
Utilize the information given during the write up stage to encourage the customer into agreeing to the total process.
“WE WOULD BE HAPPY TO GET YOU OUR BEST PRICE AND IN ADDITION TO THAT WE WOULD LIKE TO OFFER YOU ESTIMATES ON DOWN PAYMENTS, MONTHLY PAYMENTS AND EVEN GIVE YOU FIGURES ON THE VEHICLE YOU ARE CURRENTLY DRIVING. IS THAT THE ONE YOU WOULD LIKE TO REPLACE?”
EQUALS
We believe getting customers to the write up is the best way we can help them find out all the information they are looking for. Our customers agree to the process up front. This lowers tension for everyone involved in the sales process and changes the entire spirit of the conversation going forward.
NOTES
TRADE IN / NEEDS ASSESSMENT (EMI)
There have been many studies into the purchase experience in car dealerships. There is one thing that will almost always top the list of negative experiences. The most common is, “It just took way too long to buy a car.” One way to add value to our Sales Process is to reduce the amount of time that the buyer has to spend in the dealership. One of the ways we do that is to have their vehicle appraised at the same time that they are selecting a vehicle. We call this the Early Management Intervention.
One of the other things that buyers wish was different in the purchase experience is being involved in determining the value of their trade vehicle. By utilizing the Early Appraisal, building a profile around the buyer’s present vehicle and introducing the buyer to the manager, the buyer will be involved with the appraisal process. We will have more credibility in the eyes of the buyer and will move closer to a purchase decision. Our trade evaluation / needs assessment form is designed to keep the buyer engaged while gathering important information.
MMC'S PROCESS
We will help designate a trade evaluation area within eyeshot from the showroom. The sales people will drive with the customer to back the vehicle into the parking area and pop the hood up. From there the sales people can move forward toward the selection process. When the salesperson returns from the test drive the customers trade will be turned around and hood down. The customer realizes we have done a thorough evaluation so presenting trade value has more credibility and logic.
NOTES
BACK THE TRADE IN POP THE HOOD
SELECTION / PRESENTATION
We work with the sales staff to develop a dynamic presentation and demonstration of your inventory. At this point in the process we want salespeople to offer selection alternatives to the buyer to solidify the buyers choices and open up the opportunity for a different vehicle if necessary. “Would you consider a model down or a pre-owned vehicle as an alternative? It could save you money…” This helps when the buyer lands on a vehicle that is too much money and we need to switch to a pre-owned or model down. Upon selecting a vehicle your sales team must deliver a value based presentation of the sticker to every customer. Addendum products can generate considerable increases in gross profit if they are value based and are paired with a value based presentation.
MMC'S WORDTRACK
“HERE AT OUR DEALERSHIP, WE HAVE APPLIED OUR EXCLUSIVE PROTECTION PACKAGE TO EVERY NEW VEHICLE ON THE LOT. WE WANT TO HELP PROTECT YOUR INVESTMENT LONG TERM. WE NOTICED A LOT OF OUR RETURN CUSTOMERS TRADE THEIR VEHICLE EVERY 3-4 YEARS AND CLOSE TO 90% OF THE VEHILCES HAD LOVE BUG DAMAGE ON THE FRONT FASCIA OF THE VEHICLE. SO WE STUDIED THE BEST PAINT PROTECTION PRODUCT AVAILABLE AND DETERMINED DUPONT, A WELL-KNOWN BRAND, HAD THE BEST PROTECTION TECHNOLOGY. IN ADDITION, OUR DUPONT PRODUCT PROTECTS AND WARRANTIES AGAINST ACID RAIN, BIRD DROPPINGS, FADING OF THE PAINT FROM THE SUN, AND EVEN TREE SAP FOR 7 YEARS. NONE OF THIS IS COVERED BY THE FACTORY WARRANTY.
WITHIN THAT SAME THREE TO FOUR YEARS A LARGE NUMBER OF OUR CUSTOMERS EITHER LOST OR BROKE THEIR ELECTRONIC KEY. LUCKILY, WE INCLUDE A KEY REPLACEMENT PACKAGE THAT WILL REPLACE A LOST, STOLEN, OR BROKEN KEY FOR 3 YEARS. WE ALSO IN CLUDE ONE YEAR OF ROADSIDE ASSISTANCE AND LOCKOUT PROTECTION FOR YOUR CAR AND YOUR HOME! TYPICAL KEY FOBS COST BETWEEN $300-$400 TO REPLACE.
TIRES ARE THE MOST IMPORTANT SAFETY COMPONENT ON YOUR CAR. TO PROTECT THE TIRES WE INSTALLED PURIGEN 98 TO EXTEND THE LIFE OF TIRES AND MINIMIZE THE CONSTANT SLOW RELEASE OF AIR. TIRE AIR EXPANDS AND CONTRACTS WITH THE TEMPERATURE CHANGES. UNLIKE AIR, NITROGEN IS DRY AND HAS NO MOISTURE, WHICH ALMOST ELIMINATES THE EXPANSION AND CONTRACTION PROCESS THAT FACILITATES REGULAR AIR TO SLOWLY LEAK.”
PRESENTATION OF PURCHASE OPTIONS
Smith Janet Smith
What did they like best on the
Demonstration? What did you offer as a selection alternative? What did they like least about thier current vehicle? Did you go over our Nationwide Warranty?
Use down payments and terms that make it
The desk has to use shorter terms so the salesperson
DESKING POLICY
to the customer. Starting at 72 months give the salesperson now where to improve the buyers position.
Managers T.O. Selection Alternatives
Your sales associate tells me we are unable to come to an agreement on the numbers. We do have a preowned vehicle with low miles that comes with our 20 year 200,000 mile warranty. Did your salesperson show it to you? Awesome!
Have a worksheet printed on the selection alternative to present to the customer.
Phil Smith Auto Group
Write them, don’t fight them. Our goal is 100% write up. We want to give every customer the opportunity to buy from us. If we don’t write them up and present them with a proposal, they cannot buy from us. Most dealerships today use some form of a multi payment worksheet. This style of worksheet, while being full disclosure, can also be a gross generator if everyone understands the presentation. We believe the desk should have a policy to pencil the deal the same way with almost every customer. When the salespeople know what to expect they are more comfortable with the presentation of the numbers.
Our desking policy uses shorter terms and specific down payment increments so the math is easier for the salesperson and customer. In today’s environment we need to get 4 to 7 NO’s before we get a YES. “NO” means “I need more information” so shoot for the “NO”. We recommend setting the design policy with 54 months as the longest term. This allows the salesperson to move in the direction of the objection 4, 5, 6 times without discounting the vehicle. Your salespeople will present like the example shown.
MMC'S WORDTRACK
“BASED ON THE VEHICLE YOU SELECTED AND THE CURRENT MARKET VALUE OF YOUR VEHICLE WE PREPARED 9 RETAIL PAYMENTS AND SOME LEASE OPTIONS. PLEASE LOOK ACROSS THE DOWN PAYMENT AND THE MONTHLY PAYMENT, CIRCLE THE ONE THAT BEST SUITS YOU AND YOUR FAMILY AND SIGN DOWN HERE. I WILL GET YOUR VEHICLE READY FOR IMMEDIATE DELIVERY.”
DELIVERY
Delivery means more to us than just handing over the keys to the customer. We focus on a few main areas of interest: sales introduction to the finance department, and an easy way to build referral business for each salesperson.
TRANSITION TO F&I
One of the most important scripts to learn word-for-word is the introduction to the finance department.
MMC'S WORDTRACK
“IN JUST A FEW MINUTES I WILL INTRODUCE YOU TO THE BUSINESS MANAGER THAT WILL BE HANDLING THE REST OF THE PAPERWORK FOR YOU. BEFORE I DO, I WANTED TO SHARE ONE MORE THING WITH YOU.
AS I MENTIONED EARLIER, THE VEHICLES COMES WITH A FACTORY POWERTRAIN WARRANTY THAT COVERS THE ENGINE, TRANSMISSION, FRONT AND REAR WHEEL DRIVES. THIS PROVIDES A LOT OF COVERAGE; HOWEVER, IT DOES NOT COVER EVERYTHING. OUR BUSINESS MANAGER WILL BE PROVIDING YOU CHOICES AND OPTIONS ON HOW TO INCREASE THIS COVERAGE TO FULL PROTECTION.”
MMC’S MOBILE APP
Our mobile website offers a direct method for customers to schedule their service appointments, view your online inventory, and send in referrals to your dealership. After delivery of the vehicle, we have our sales people save this to each customer’s phone home screen with their name attached. Each lead generated by the app is sent to your assigned manager with all the information they need to give proper credit.
NOTES
SEPARATE YOURSELF FROM THE COMPETITION
We arm you with proven solutions to establish your brand on a quality central message and processes to start exponential growth.