HELP! Need some advice on the best way for salespeople to prospect and get referrals.
I need to bring some great ideas to the table for a solid prospecting and referral plan for our sales staff. It seems when it is slow most of our salespeople sit around and play on their computer all day. We need to put a prospecting and referral program into place to keep the folks busy and productive. I would welcome and appreciate any suggestions that you have implemented and have had succcess with.
Replies to This Discussion
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Permalink Reply by MANNY LUNA on
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Permalink Reply by MANNY LUNA on
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Start mailing out personal letters to ophen owners and following it up with a phone call? Craiglist is the hottest site for customers looking to sell their car to own a new one and we are not calling them to sell them a car? They are 5 to 10 free classified sites in or around each dealership and why are they not working them? Making phone calls and making things happen to sell cars! The number one Salesman in the World started selling cars from the White Pages and it still works! You don't need the White Page book to do that anymore with the internet!
We need to take the Great Old School & Great New School Techniques and fuse them together.
Here is over 100 leads I found for free that I would work if I started at a dealership tomorrow.
I would sell three cars off this list my first day all on appointments!
http://saltlakecity.craigslist.org/search/cta?query=sell+car&sr...
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Permalink Reply by MANNY LUNA on
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Have each salesman take 3 to 4 cars a day with 3 to 4 pictures each and post them on Craigslist and other free classified sites with thier contact info, I sold 3 to 4 cars a week doing it.
Another free site is www.carwoo.com customers looking for cars list the car they are looking for New and Used.
Anybody working the bodyshop and Service Dept? Cars need to be replaced everyday, the salesman need to be the bodyshops best friend.
Does you dealership have a referral program for all none comm employees?
If not try to set one up and have a news letter made for the employees.
Give out employee referral program awards and post them in the news letter with a picture of them.
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Permalink Reply by Bill Goodfriend on
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Hi Joe, I hope this email finds you well. Our company Uplead Technology can and will help you with these issues which by the way don't just plague your dealership; it happens everywhere. Check out our website at www.upleadtechnology.com to see how we can help you increase traffic volume thereby converting traffic into qualified sales. If you have any questions after browsing our website Joe please feel free to call or email me at 1-877-449-4209 or begood98@yahoo.com I hope this helps Joe and have a wonderful day.
Best Regards,
Bill Goodfriend
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Permalink Reply by aaron kominsky on
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First of all it needs to be a well thought out daily plan that includes a one on one with each salesperson. In order to start this you need a full committment from your mgmt staff and then present the vision everyday , Next in order to prospect you need to have a customer database and train every mgr and salesperson on a CRM TOOL which will set up a fool proof system As far asa referral program you just need to be able to manage it actually develop a referral page that goes in every deal jacket and when the customer leaves the Buisness office have them fill it out at the salesperson's desk . Also during follow up calls always ask for referrals Most of my buisness comes from repeat and referals like yourself, Who do you know a freind, neighbor relative or co worker that will be in the market for a new or pre owned vehicle ?
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Permalink Reply by Michael Dullea on
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Great question and I a sure there are a lot of answers that are going to speak of call scripts and follow up letters which I believe we have all tried. With that said I have two ideas that I have tried in Dealerships I managed that showed some success.
First- I think we would all agree that the best time to discuss referrals is when we have just sold a customer a new vehicle right? Reality is that salespeople will spend 4-5 hours selling a vehicle and only have 10 minutes to deliver it which usually leaves out the whole referral discussion. What I did was created a referral program which included both sales and service programs that were distributed to the client while they were in finance. If you would like to know more about this program let me know.
Second- I have found the best way to reach the most Dealership customers is to have hang tags printed and added to all vehicles as they are completed in service.
You can also promote other dealership products on these same hang tags such as buy back programs if you know the client is in positive equity. There are a lot of tools available to Dealers today that can help indicate if clients are in positive equity which makes this easier than having a sales person hang around the customer lounge.
Some CRM systems can also notify salespeople which customers had which hang tags placed in their vehicles so when Sales Staff contact they know what to speak about.
Calling people back and explaining the offers that are printed on the hang tags will keep people busy and productive!
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Permalink Reply by Michal Ann Benedict Enders on
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Michael Dullea - I am very interested in both your hang tag idea and the referral process in finance. I would like to hear more about these items. Thank you.
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Permalink Reply by Charlotte Wertman on
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I would as well! Thank You.
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