carsdirect internet sales 20 group
TRANSCRIPT
Joe HaberstrohNational Accounts Manager CarsDirect
About Us
Carmine RossiRegional Sales Manager CarsDirect
• Exclusive Survey Data• Top Reasons Customers Didn’t Buy• How to Improve Your Results• Knowing Lead Sources• What to Change – Best Practices
Agenda
• Sales Rep queue size – 75, 150, 250?...- What’s the right volume?
- How long is your lead cycle?- Tracking dials and call time
- Listening in on calls
How to Improve Your Results
• Lead cycle time and contact process- Frequency
- What does ‘contact’ mean to the customer?
- CRM notes- The long cycle – how long do you
keep working the deal?
How to Improve Your Results
• Know details about your providers- Not all 3rd party providers perform
the same- Know your sales rate, cost, ROI by
provider, program, distance- Credit tracking – PPL & Subscription
How to Improve Your Results
• Know details about your providers (cont.)- Get customer e-mail addresses
- Source the sale to the right provider- What if something goes wrong?
How to Improve Your Results
• What content did the customer see?• Was a price offered?
• Did they configure a car with options?
• Was the lead organic?The answer does make a difference in how you
respond.
Knowing Lead Sources
What to Change – Best Practices
• Give a price on the phone• Fit into the customer’s process
• Dealer trades• Courtesy delivery
• Sell back end – Loan/Lease, Service Contract, GAP, LoJack