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PROSPECTING

All good sales people and closers need one thing in order to be successful: CUSTOMERS! How can we generate traffic so that we can find a customer and make a sale?

  1. Show up EARLY

 
 If you handle internet leads for your store you know they pop up all hours of the day and night. Some sales people aren’t as quick on the draw to answer some of these leads from the previous evening/overnight and depending on their situation - they may just show up at your store ready to buy from ANYBODY.  Use at your own discretion,  if you're having a slow month and are scraping to put deals together, try this method but don't over do it and burn yourself out either.  Find a balance that works for you and your store.

2. THE SERVICE DRIVE

 
This one ties in to showing up early as well, but you can use this method as often as you'd like/your store allows. Typically, your service department/drive is already going to be open before the sales floor. Establish a good relationship with your service advisors & parts advisors. They can play a big role in helping your close your next deal and it's important that they like you. You never know when a potential deal could be just a few steps away from you. Some people would rather trade and start over than pay an expensive invoice to repair their vehicle. These are potential buyers and getting in front of them could mean putting a deal together before anyone else in your store can sell them.

3. SOCIAL MEDIA

 
Some of the best people to sell to are the people you already know. Friends and family members can make great prospects. You already have an established prior relationship and they already trust you. Your friends and family will also be your biggest referral cranking machine as you get yourself established. Set up a social media page dedicated to your sales business. Tell EVERYONE what you're doing, what dealership you're working at, and post often to stay top of mind. We'll be covering more on this topic in a separate post to get the most out of your social media engagement.

4. TALK TO YOUR MANAGER(S)

 
This is a big one and can make or break you at your current store. Establishing a positive relationship early on with your sales manager. Communicate often and keep things as positive as you can. Ask them if there's any unanswered leads that you can work, any phone calls the receptionist answered that you can call back. Show them you are putting in the effort to put together a deal, they will respect you for it.

BONUS - SUNDAY FUNDAY

Work on Sundays. Just because the dealership is closed, doesn't mean you have to be. Definitely ask your sales managers beforehand if they're in agreement with you working a Sunday. The goal is pretty straight forward and simple: Talk to potential leads, get contact information, hand out some business cards, create follow-up opportunities for the following Monday. You set your own hours and prospect as much or as little as you'd like to.  Obviously management won't be present this day, the doors will be locked, and you have no keys to your inventory. You won't feel the pressure to get people through the door, on a test drive, and start desking a deal. This is a great opportunity to practice on customers as well and sharpen your skills. Learn new word tracks, scripts, flex your social skills. Aim to make a friend, not sell a car.  Above all else, DO NOT START NEGOTIATING or working numbers on the lot. This will land you in big trouble with your managers if they catch wind of it.  Working a Sunday is pretty hardcore, but if you're desperate for deals or brand new at your store and trying to make it - use this to your advantage.

5. WORK THE LOT

 
The dealership you work at and your sales managers will really set the tone for working the lot. Some sales managers are very lot aggressive and will want you to chase down anything that moves. Other managers are not so eager, and will trust you to use your best discretion. Chasing customers down on the lot can be mentally and physically exhausting but also VERY rewarding. It's also one of the fastest ways to pick up a hot lead and close a deal. After all is said and done, this business is a numbers game. The more people you talk to, the more opportunities you create, and finally the more deal you will close.

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