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If doubling your internet sales is at the top of your marketing agenda, these 10 proven strategies delivered by David Kain at this year’s Australian Automobile Dealers Association National Dealer Convention (AADA) will help you achieve your goal. David is CEO of KainAutomotive.com a US based company specialising in automotive internet sales, BDCs, digital marketing and social media. To hear his presentation, click here: http://enews.ebusinessmedia.com.au/client/aada/2013/audio/AADA_Double_your_Internet_Sales.pdf
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Double your Internet Sales and Profits This Year!
Presented by David Kain President, KainAutomotive.com
Let’s connect! 859-533-2626 cell/text
David.Kain Skype @KainAutomotive Twitter
+ David Kain Google + [email protected]
Proven Practices to Double Your Sales & Profits
Set Specific Goals
4
Let’s Go…
Fast!!!
More Sales? More Profits?
Lower Costs?
Greater Market Share?
Improved Owner Loyalty?
Digital Sales 2013
Gross Average
Digital Total 2013
x
=
250
$2,000
$500,000
Sales & Profit Goals
= % of Appointments Kept 25%
% of Appointments who buy = 60%
% for Closing of Total Leads = 15%
Process Goals
Kept Appointments 25%
Appointments who buy 60%
Focus on these Process Goals
Design a Solid Plan
Your plan should include…
• Sales & profit projections • Cost analysis • Staffing needs • Technology options • Marketing options • Competitive marketplace review
Recruit, Hire and Train the RIGHT PEOPLE
Internet Salesperson
Internet Sales Team
Client Care Center / BDC
Internet Dealership
Internet Operations Structural Evolution
Key Qualities – Successful Internet Team
• Great salesperson • Adapts easily to technology • Great communicator • Great typing/texting skills • Strong product knowledge • Quality presenter
Dealership
Recruiting for the FUTURE
New Recruitment Messages
Which Ad will they respond to? Digital Marke0ng Internet Communica0ons Social Media Exper0se Salary and bonus
Car Sales Posi0on Customer Interac0on Large Inventory Commission based pay plan
New Recruitment Messages
Digital Marketing Internet Communications Social Media Expertise = Internet Sales Role www.HowtoMarkeEoMe.com
The Truth about a Sales Job!
Selling Marketing
10% 90%
New Recruitment Methods
Utilize Video Resume’s
If you keep recruiting the way you do….
What’s going to change?
Focus on the Customer
Experience
Why do prospects love the Internet?
23
Car Buyers Use the Internet to…
24 Deselect Dealers
18.2 Sources of Info Shopping to Purchase Path
1.3 Dealer’s Visited
Website Process
People/Personality
Tac:cs…Price, etc.
Distance, Payments, Trade
Customer Experience
Sources: Google & JD Power
Video
If you BRAND IT…
They will come!
Build a Process that Works!
PROCESS
Performance Relies On Comple0ng Every Single Step
30
100% of your OPPORTUNITIES
will come from your MARKETING
31
100% of your RESULTS
will come from your PROCESS
32
33
YOUR PROCESS IS YOUR
WHY BUY!
Make it Easy
Easy to Find You
Google Ad
Network
Easy Navigation – Fewer Options
60 Links on the Home Page
Reduce your choices on your website
to
Make it EASY!
37
Fewer Options = More Leads
Is your site more Google or Yahoo?
Model your desktop
website like a Mobile App
Conversion MESSAGES
41
Huntersville Ford Wilsonville Toyota
Easy ALWAYS OPEN FORMS
Conversion TRADE VALUATION
U:lize the new Manheim Trade in Tool
Conversion OFFERS & ENGAGEMENT
Live Chat
Test Drive Coupons
Manage your Reputation Daily
Customers use Reviews
Support Salespeople
47
Be Visible… Generate Goodwill & Enquiries
Be Visible… Generate Goodwill & Enquiries
Listen Daily – Respond Promptly
Innovate
Conversion EASY TEXT
Conversion EASY TEXT
Conversion GO MOBILE
54
Sell with VIDEO
30 Second Walkarounds Desktop Video Greetings YouTube Product Libraries
Become famous on 167,000,000 + views 217,000 + views
Exceptional Effort Quick Reply
Your Inventory!
8,000,000 + views
Try Screen Share Programs
Schedule “Virtual”
Appointments
Measure Results
Analytics Platforms Aplenty
Analytics Platforms Aplenty
Continuous Improvement
Be ready for the Next NEXT!
Don’t be caught sleeping…
Unique WHY BUYS
Here Now…
66
CarStory
Here Now…
67
Coming Soon…
68
Anybody’s Guess
Put on your Lab Coat…
This is a Grand Experiment
You will have to try many different approaches
Key Takeaways
1. Set specific goals 2. Design a solid plan 3. Recruit, hire and train the Right
People! 4. Focus on the customer experience 5. Build a process that works
Key Takeaways
6. Make it easy 7. Manage your reputation daily 8. Innovate 9. Measure Results 10. Continuous Improvement
Digital Sales 2013
Gross Average
Digital Total 2013
x
=
500
$2,000
$1,000,000
Now…Let’s DOUBLE our Goals
Questions?
THANK YOU!!!
Let’s connect! 859-533-2626 cell/text
David.Kain Skype @KainAutomotive Twitter
+ David Kain Google + [email protected]
