This Business is What You Think It Is

For more articles like this, click on the title of this post above.

How are things going today?

Are you happy you started your prospecting efforts when you did?

Or, do you wish you had been a little bit more diligent?

I think you really starting to see that the old bromide "your reality is what you think it is." is so very true.

Now it is time for another dose of possibility thinking.

You know, seeing those opportunities that are always there, but we need to condition ourselves to see them. (Remember the reticular activating system?)

I've been talking a lot about prospecting people who are not your customers. But what about those people you sell vehicles to?

Here are a couple of techniques that you might try that can help you service your owner and pick up a few prospects along the way.

Way number one:

Personally delivering license plates or anything else that your client needs after the delivery, to their place of business. A little caution needs to be observed here because of the world we live in.
Make sure client is going to be in the office when you decide to go and make sure that they have time to see you for literally five minutes. Oh, yes, and make sure you can get in into the building!

I made this discovery over 20 years ago, and it still works today. Inevitably, someone who works with your customer will ask who you are.
This could be a receptionist, or a coworker, a security guard, or just someone you're asking directions from. It really doesn't matter.
They all drove to work.
Once you tell them who you are and the purpose of your visit, you'll have just separated yourself from the competition in their minds.
Not to mention opening the door to a conversation that could lead to another couple of vehicles in your fleet.
I'm not a gambling man, but I'm willing to bet that their sales consultant did not deliver similar service to them when they purchased their vehicle.

Way number two:

Help your client sell their trade. This one will require you and reward you for getting all of the information about all of the vehicles in your clients place of business or home.
Tell your client, that one of the ways you like to service their account is to help them get top dollar for any vehicle that they own if they decide to replace it.
Ask permission to call them about any of their vehicles. If you have someone that's interested in a similar vehicle at the dealership.
Two pluses on this one. First of all, telling your client that you want to get top dollar for any vehicle that they own.
When they decide to replace it, is a great way to finesse information from a client who might not be as willing to give you that information at first.

And secondly, you have a larger fleet of vehicles to work with with any of your used car prospects. Even if you are not able to pick one from your client database, it will keep you in the running with a used-car prospect you have.

Oh yes, and this is one of the best ways, I know of keeping multiple vehicles in your fleet at the top of your mind.

These are just a couple of quick tips to get you thinking about opportunities that are there, but you're not seeing right now.

Stretch your imagination, and you'll stretch your income!

More to come.

What I heard about Dealer Profits in New York

To receive more articles on this subject, click on "What I heard about Dealer Profits in New York" title above,

Dombecky.com

So there I am, teaching a seminar in New York. We are talking about the usual; relationship building, customer retention, service selling, profitability.......

One of the attendees tells me that there is a Reynolds and Reynolds Service Selling Program that generates a letter for him to send out to every one of his customers the day before.

It is a personal letter, individualized for each customer, thanking them for the visit. It also solicits their feedback on the repair and the visit. He just signs and mails it.

What a great idea. My participant has been a service consultant for 22+ years and says this does more to bind customers to him and the dealership than anything that he has seen.

I think that ADP and UCS probably have similar systems. I would check what you are already paying for already with your system. I would say there is a fair chance you are paying for something like this in your software package and are not using it.

Unless you do not want to use something that is the best thing, to grow your buisness, add to the bottom line profits and retain customers to come along in 22 years. Don't take my word for it, call your software provider.

See you next time, Happy Dealer Profits

Curt