The 3 Easy Concepts That You’ve Been Missing
Why do we make life harder than it needs to be? Take the way we handle and respond to leads. We know that leads are important– in fact, they are the major way we generate the initial contact and relationship with our customers. The topic of how we handle those leads–answering them, getting customers in the door– is a hot topic, but we are making it way more difficult than it needs to be. There are three easy concepts –three important, life altering, better than anything concepts– that I will discuss in my session which will not only help you with the two things you need to do to contact a customer, but will make you amazing at it!
Two things that must be done with every internet lead:
- Send an email
- Call the customer as soon as you can.
That is it. So where do we mess it up? Why are our close rates lower than we would like on internet leads? It could be because you are missing the three easy concepts that make emails and calls more effective. I will discuss these concepts in detail during my session, but here is a brief overview.
The first concept is understanding Why the Customer Wants that Particular Vehicle. What is the motivation for purchasing a Silverado or a Titan? A BMW or a Lexus? This is important when talking to your customer, especially during that first conversation. This understanding will give you insight into the reason for purchasing, and allow you to guide them in the right direction.
The second concept is what we call the Two Car Mystery. Within this mystery are questions that must be asked so customers know their choices and can narrow down what they are looking for. The majority of customers drive away in a vehicle different than the one they thought they wanted. I will help you understand this concept and perfect the art of the question.
Finally, the third concept is What You Are Really Doing When You Pick Up the Phone. The fact is that you are doing one thing much more than actually talking to a customer. We will discuss what that one thing is, and how to do it really well.
Learn Mobile Strategies You’re NOT Using, But Should Be and more from 100+ sessions, workshops and case studies at the 18th Digital Dealer Conference & Exposition from April 21-23 in Tampa, FL!
