Building Your Business
Building Your Business
When you first enter into a sales position, eighty percent of your time is spent acquiring customers and twenty percent of your time is spent maintaining those customers. Eventually, with the right efforts that model should be reversed. Eighty percent of your time should be spent maintaining your customers and twenty percent to acquire new customers.
You face a paradox of time management in building your business. The paradox is that you must work in the business and also work on the business. When you are face-to-face with customers you are working in the business but no matter how busy you are, you must find time each day to work on the business as well. Working on the business includes marketing, prospecting, follow-up, networking, delegating, automating etc.
Insurance salespeople, Real Estate salespeople and salespeople from many industries continually think and act on building their business. However, in the auto industry the majority of salespeople seem addicted walk-in traffic. Eliminating this addiction is the key to long-term success.
Lead Generation = Dollar Creation – Begin to build multiple streams of leads by building a marketing web. List every way you presently acquire leads such as walk-ins, phone prospects, be-backs, referrals, repeat customers. Then begin to list new ways you could begin to acquire leads and how you can strengthen or add to your existing methods of generating leads.
Do you presently have a software program for following and managing your leads? I’m not talking about the dealerships program. What about your program? Don’t trust anybody or anything to manage your most important resource – your customers.
Secondly, do you have a set follow up strategy? How often will you follow up? How will you follow up. What rewards will you give and what special offers will you provide to bring them into service that creates the Law of Familiarity and Obligation leading to repeats and referrals?
Email follow-up and marketing is essential today. Do you automate your follow-up using technology? Email, Autorepsonder email and Sequential Autoresponder email are all ways to follow-up and add value that can be done while you sleep or on vacation. Static emails are not enough anymore. Video email and personalization are keys to making a connection, removing the impersonal nature of email and adding the wow factor.
All salespeople need their own web-site. Not the dealerships site, but your own. The site should include sign up forms that collect email addresses. The site should be personalized with your picture, family picture, your own personal story, rewards for visiting the site and helpful information for the customer. Your web site should include an audio introduction link.
Observe your business cards. Do your cards look like ninety-nine percent of salespeople’s business cards? Most have a picture of a car, not your picture or caricature. Most cards don’t have the salesperson’s web-site, email address and slogan. Most cards don’t have a call to action for the customer to see you, call you or go to your web-site. If this is the case, throw them away, they are useless.
Maximize traffic by creating a be-back CD. Create a CD that you give each customer who does not buy and ask them to play it on the way home. The CD should include information about you, your dealership and product that would benefit the customer. Include testimonials and a reward for the customer if they come see you.
Create coupon swaps with businesses around you. Visit a local restaurant and offer to build their business on their worst traffic day of the week for free. You can build their business by creating a coupon with an offer they approve and then pass these coupons out at work from the cashier, receptionist, and all departments to every customer who enters your dealership. In return ask that the restaurant pass out coupons form you approved by the dealership with a special offer to see you.
Once you start the marketing web it will grow and take on a life of its own. Building a business first requires long-term thinking and a commitment to the industry as a career. When you commit, you have already created a business, only its shape is unfinished.
Building Your Business - To learn more about this author, visit Mark Tewart's Website.
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Have you made the commitment that automotive sales are your career choice? Unless you commit, it’s impossible that you will take the necessary steps to create the business you desire. Long term thinking in addition to the normal short-term goals is the key to continued success.
When you first enter into a sales position, eighty percent of your time is spent acquiring customers and twenty percent of your time is spent maintaining those customers. Eventually, with the right efforts that model should be reversed. Eighty percent of your time should be spent maintaining your customers and twenty percent to acquire new customers.
You face a paradox of time management in building your business. The paradox is that you must work in the business and also work on the business. When you are face-to-face with customers you are working in the business but no matter how busy you are, you must find time each day to work on the business as well. Working on the business includes marketing, prospecting, follow-up, networking, delegating, automating etc.
Insurance salespeople, Real Estate salespeople and salespeople from many industries continually think and act on building their business. However, in the auto industry the majority of salespeople seem addicted walk-in traffic. Eliminating this addiction is the key to long-term success.
Lead Generation = Dollar Creation – Begin to build multiple streams of leads by building a marketing web. List every way you presently acquire leads such as walk-ins, phone prospects, be-backs, referrals, repeat customers. Then begin to list new ways you could begin to acquire leads and how you can strengthen or add to your existing methods of generating leads.
Do you presently have a software program for following and managing your leads? I’m not talking about the dealerships program. What about your program? Don’t trust anybody or anything to manage your most important resource – your customers.
Secondly, do you have a set follow up strategy? How often will you follow up? How will you follow up. What rewards will you give and what special offers will you provide to bring them into service that creates the Law of Familiarity and Obligation leading to repeats and referrals?
Email follow-up and marketing is essential today. Do you automate your follow-up using technology? Email, Autorepsonder email and Sequential Autoresponder email are all ways to follow-up and add value that can be done while you sleep or on vacation. Static emails are not enough anymore. Video email and personalization are keys to making a connection, removing the impersonal nature of email and adding the wow factor.
All salespeople need their own web-site. Not the dealerships site, but your own. The site should include sign up forms that collect email addresses. The site should be personalized with your picture, family picture, your own personal story, rewards for visiting the site and helpful information for the customer. Your web site should include an audio introduction link.
Observe your business cards. Do your cards look like ninety-nine percent of salespeople’s business cards? Most have a picture of a car, not your picture or caricature. Most cards don’t have the salesperson’s web-site, email address and slogan. Most cards don’t have a call to action for the customer to see you, call you or go to your web-site. If this is the case, throw them away, they are useless.
Maximize traffic by creating a be-back CD. Create a CD that you give each customer who does not buy and ask them to play it on the way home. The CD should include information about you, your dealership and product that would benefit the customer. Include testimonials and a reward for the customer if they come see you.
Create coupon swaps with businesses around you. Visit a local restaurant and offer to build their business on their worst traffic day of the week for free. You can build their business by creating a coupon with an offer they approve and then pass these coupons out at work from the cashier, receptionist, and all departments to every customer who enters your dealership. In return ask that the restaurant pass out coupons form you approved by the dealership with a special offer to see you.
Once you start the marketing web it will grow and take on a life of its own. Building a business first requires long-term thinking and a commitment to the industry as a career. When you commit, you have already created a business, only its shape is unfinished.
Building Your Business - To learn more about this author, visit Mark Tewart's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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