Why prospecting doesn't work in most dealerships and how to fix it .

The majority of managers today did little prospecting as a sales rep . Therefore is is tough to teach what you haven't mastered . ALL the successful sales reps today are heavy into prospecting and follow up. I asked a dealer , what would you do if you had a sales rep refuse to do a demo and wait on you to do advertising to get them customers ? He said fire him . I asked why . He said because he isn't doing his job the way we want . Exactly was my answer.

When the dealer or managers take prospecting as serious as a demo sales will sky rocket . Make prospecting a requirement and not a request is a start . Make it required that all sales reps have something other than the usual Birthday cards and business cards that most dealers have and sales will increase .

The how to part. Any bonuses over $100 split with the sales reps . Half is cash and the other half goes into a prospecting account . In time the sales reps will have some skin in the game and will use the new prospecting tools .You can't just buy prospecting tools and not know the sales reps how to use them and expect prospecting to work

You must give prospecting a chance to work when you made a decision to really get into it. Most dealerships and sales reps don't stick with prospecting long enough to reap the rewards . Consistency and accountability is the key .

More profit is guaranteed by prospecting . 40 % close ratio on referrals . 60 % close ratio on repeats . Bigger grosses , fore fun , slows down turnover and less stress on everyone .

Dealers spend less than 1 % on prospecting with there advertising budget . Why keep looking for new customers when all the money is with sold customers and referrals . PROSPECTING is the way to make big money in any business .

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Comment by Fran Taylor on July 13, 2012 at 2:19pm: Thanks Ashley . Prospecting should required just as much as a demo is required . It's the fastest and easiest way to make big money at very little cost . Much appreciated .

Comment by Ashley Poag on July 13, 2012 at 10:03am: You brought up a lot of good points. How can a manager train or even stress the importance of anything they don’t know how to do themselves. Reps are likely to adopt the same attitude as their managers, creating a type of culture in the dealership. I have heard managers and executives say that many programs are adopted but few are given enough time and consistency to show success possibilities. Great article!

Comment by Fran Taylor on July 11, 2012 at 2:30pm: Thanks for the nice compliments Stan and BC . It is really fun when I go back in a dealership and the prospecting is really taking off. Much appreciated and best of luck to all .

Comment by Stan Sher on July 11, 2012 at 12:15pm: Excellent read. You really are the king of prospecting.

Comment by Fran Taylor on July 10, 2012 at 7:22am: Thanks Marsh . Read next month's issue of Auto Saccess Magazine and see how Tiffant Kruzer delivered 40 cars last month.She tells about her work habits and how prospecting helps her stay on top . Thanks Marsh and best of luck to you .

Comment by Marsh Buice on July 9, 2012 at 8:42pm: Fran if anybody knows how to prospect it is you brother. Love the share, sir!!

Comment by Fran Taylor on July 9, 2012 at 3:36pm: A lot of dealers make a commitment but few stick with it long enough to work . Then it's the {how to prospect } is what missing the most. There is a lot more to it than handing out business cards . Thanks Craig ..

Comment by Craig Lockerd on July 9, 2012 at 3:31pm: All about Commitment Fran!