sell some iron sales training by chris rojas

SELL SOME IRONSELL SOME IRON SALESTRAININGSALESTRAINING

Wednesday , March 17th 2010

Presented By:

Chris Rojas, SF Publisher

Presented by: CHRIS ROJAS, SF Publisher - email: [email protected]

Program Costs cont. Package C: C3&C4 National – w. fobs available at partner venues

Print:4 Month National Print Buy – Back Cover & C3 $120,000/moSMS/Viral:4-6 Month Campaign Added Value

Online: 4-6 Month Online Program Added Value4-6 Month Weekly Dose (1X) Added Value

A LA CARTE:

Online: 4-6 Month Microsite – Customized per City $20,000

Events:4 Large Scale/Tent-Pole Events $400,0004 Middle Size Events $200,0004 Smaller Events $100,000

Misc Offerings:1 Product Placement / quarter ADDED VALUE

Special Offer: If you purchase Package A you will receive the following programs as added value:

- Sounds from the Center Console- The Center Console Goes Green

Agenda:Agenda:1. Is the Auto Industry worth the hard work?

2. Before you get started! You must do the following

3. Getting the 1st appointment

4. Be prepared for the 1st meeting and how to run the meeting

5. Follow up the right way

6. What's the hardest thing to do in the auto industry

7. The importance of relationships

8. Q & A




A LA CARTE:






TAKE YOUR SHOT!TAKE YOUR SHOT!

““YOU MISS 100 PERCENT OF THE YOU MISS 100 PERCENT OF THE SHOTS YOU DON’T TAKE.”SHOTS YOU DON’T TAKE.”

Wayne GretzkyWayne Gretzky




A LA CARTE:






Is the auto industry worth the hard work?Is the auto industry worth the hard work?How I built Scion from a $1,500 deal to over $150,000 in media sales business

Get to the decision makerGet to the decision maker

- I found the decision maker at a competitors radio station concert at the Scion booth.

- I followed up by sending him a media kit via express mail and a bottle of wine

- I set a face to face appointment and came in with 10 ideas to help him sell Scion’s and brand them.

- I walked away with a $1,500 deal for over $25,000 worth of work.

- I worked extremely hard for the relationship

- My next meeting I came in with a $30,000 deal and he signed it on the spot. He pointed to me in the meeting and told my boss that I was the reason why he is doing business with us now

- Then the deals grew between $60,000- $160,000 per contract

In this training, I’m going to show you how to get to the promise land…In this training, I’m going to show you how to get to the promise land…




A LA CARTE:






Before you get started you must do the following:Before you get started you must do the following:- Prepare to earn your business

- Know the 944 Product inside and out

- Come up with ideas on how the 944 assets can sell them cars before you even contact them

- Example – The 944 Media audience doesn’t listen to the radio or read the newspaper.

- Know 944 local success stories

- Example 1 – 944 hotel Clift hotel

- Example 2 – SF Ballet

- Research the dealership and the cars

- Where to look

- Website- .com Auto research- Auto trend magazines- Talk to sales people before you reach out to the Gm’s

- Don’t contact them on the following times

- 1st of the month and end of the month

- Mondays and Friday’s-Sundays




A LA CARTE:






Getting the 1Getting the 1stst appointment: appointment:- Cold Calling the dealership

- Ask for the Sales Manager

- Cold Call example

- (Salesperson) Example script – Hi my name is Chris Rojas, I’m calling today to set up a appointment. We are the authority of fashion, lifestyle and entertainment. I have about 10 ideas on how to help you move Scions in the month of April. We work with the San Francisco Giants, SF Ballet and Wicked Musical.

(Dealership) Wait for objection – I have no budget right now- (Salesperson) I heard the same thing from the San Francisco Ballet and Wicked Musical. We understand that it’s a tough environment for your business right now and that’s why I’m here for you. They gave us 15 minutes to show them how we could impact their business. They are now 2010 partners with us. Give me 15 minutes to show you how I can help you sell Scions in April.

- Use success and ideas to get the face to face appointment

- The dealership has probably never heard of 944 Media

- Get the product in the hands of the decision makers

- Walk into the dealership and hand it to them face to face




A LA CARTE:






Be prepared for the 1Be prepared for the 1stst meeting and how to run meeting and how to run the meeting:the meeting:

- Know the names of the managers and cars of the dealership

- Example – I called the Vice President of San Francisco Toyota Don and his name was Doug. This is a bad way to start the meeting!

- Know important facts about the product they are selling

- Also know facts about their competition

- Prepare the following for the meeting

- Pitch Book idea

- Photos that sell the dealership demographic

- Reference letter

- Partner one sheet

- Distribution map

- Ask good questions to start the meeting

- Examples 1 – What’s their current marketing objective

- Take notes, Ask more detailed questions, and let them speak! (They love to sell!)

- Leave with a homework assignment!

- Ask for the next step at the end of the meeting




A LA CARTE:






Follow up the right way:Follow up the right way:- Send a follow up email within 1 day of the meeting.

- Don’t contact the dealership more than once a week.

- Contact the dealership with non sales information

- Example – Mr. Dealership – I was at one of our events on Saturday at the Clift hotel and saw a great deal of 07 Scions. They are ready to trade them in.

- Ideas to stick out from the competition

- Drop a pizza off for the Manager and Sales team on Saturday’s

- Invite the Gm to a special 944 event

- Don’t try and sell at the event

- Drop off tickets to the manager to plan a sales contest for his staff on the weekend.

- Drop off a couple six packs of beer on a Friday




A LA CARTE:






What's the hardest thing to do in the auto industry

HOW WE VALUE OUR PARTNERSHIP

Keeping the on going business…

Long-term, Ongoing Account Support:

944 Media is committed to ensuring the success of San Francisco Honda And tirelessly works to assist them with any and all of their needs. By creating a partnership with 944 Media you will be able to reach a Bay Area audience and benefit by working with one of the fastest growing media companies in the world.

• Monthly Update meetings

– Recaps and stats

• Timeline and Calendar organization

– Managed by Erika and James

• Manage expectations and over deliver

• 944 “Lab”will do monthly meetings to push ideas on how to help San Francisco Honda sell more cars.




A LA CARTE:






The importance of relationships• They will make you stand out from the competition

• Car dealer’s buy from who they trust and like

• Prepare to earn the business and start small

• Follow through on everything promised

• Be the dealership contact for the following

– Sales contest tickets

– Trade

– Trusted Media Advisor

– - Selling

– “solution selling” vs. “transactional selling




A LA CARTE:





- Sounds from the Center Console- The Center Console Goes Green944 + ScanLIfe + Honda = Success




A LA CARTE:






THE BIG IDEA: Honda Element Custom Mobile Website

• 944 Magazine has partnered with ScanLife to provide our readers with additional content and bring a whole new level of engagement with the publication.

• 944 will create a custom mobile website for readers to interact with San Francisco Honda and the 2010 Honda Element right from their cell phones

• The San Francisco Honda Mobile Website will feature:

– Overview of the San Francisco Honda Dealership

– Overview of the 2010 Honda Element

– Features of the Honda Element: giving insight into why the Element is all about fun, flexibility and all-freedom

– Photos/Images of the 2010 Honda Element

– Video of the Honda Element




A LA CARTE:






HOW IT WORKS

3 EASY STEPS

1. Text “scan” to 43588

2. Download ScanLife and launch

3. Scan code with camera

PLEASE TRY IT!!

Thank you for this meeting! Please feel free to contact me anytime.

Chris Rojas, Publisher

415.283.5000

[email protected]

sell some iron sales training by chris rojas

Documents

added value

month online program

month microsite

month campaign

month national print

month mondays

smaller events

month weekly dose