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How To Follow Up With Your Dealerships Internet Leads To Set More Appointments

Set The Appointment

The first goal when you follow up with your dealerships internet leads is to set the appointment.

Without an appointment it is almost impossible to sell any product you’re selling.

As soon as the leads get to your CRM or email, you should be calling them on the phone.

Getting The Right Lead

One mistake I see with dealerships lead forms is some only require a name and email.

They leave the phone number optional and I think this is a big mistake!

The phone or in person are the best ways to earn your customers trust.

Defaulting to emails make its harder to connect with your customers, so make the call.

As customers are bombarded with emails and will likely miss your email, they aren’t receiving as many calls.

In a single day I will get a handful of calls while I will receive hundreds of emails.

It is safe to say the easier way to get ahold of me is by the telephone.

Long story short, make sure you require the phone number on your lead forms!

Back To Setting The Appointment

As you get new leads and you divvy them amongst your sales team.

The first goal should be to set an appointment.

Ask your lead(s) to come to the dealership and take a look at the product in person.

Some people will set the appointment right away, and some will take time answering your calls, emails, and texts.

Here is where most sales people fall off.

Your lead didn’t answer your phone call.

You leave a voicemail and tell them to call you back, but they don’t call you back.

You send them an email thinking they will respond, but no reply back.

At this point, most sales people are done!

They will no longer follow up with the lead and will label them one of the following:

  • Tire kicker
  • Window shopper
  • Waste of time
  • Not a buyer
  • Shopping around

I could keep going, but you’ve heard the excuses before and I think you get the point.

I want to stop here for a second so you sales people can understand that this is killing your numbers!

Sales People Get Paid In The Follow Up

Most of the time you will have to reach out to your lead(s) more than 5 times before they will answer you.

If you are one of those sales people who are unwilling to follow up multiple times, then take a new career.

Follow Up With Your Dealerships Internet Leads!

Customers are not sitting by their phone and watching their emails to make sure they didn’t miss a call or email from you.

They’re worried about their own lives, and their dogs, and their kids, and their jobs, and the leaky tub, or the long grass, or the million other things people worry about.

The reason your lead didn’t answer the first 5 times wasn’t because they hate you and want you to stop calling them.

They didn’t answer because they are busy with life and you called at the wrong time.

Maybe they were at work taking a shit, and couldn’t answer the phone.

There are a million reasons why they didn’t responded yet but don’t let that stop you from following up!

Now that I got that off my chest lets move on to the follow up process:

How To Follow Up With Your Dealerships Internet Leads To Set More Appointments

Lead Comes In and Sales Manager Assigns Lead To A Sales Person – Every lead should be given to a sales person within the first 5 minutes it was received and the sales person should follow up within that same 5 minutes.

If you call your leads within the first 5 minutes of them giving you the lead, you will have a higher chance of setting the appointment and closing them.

The more time in between when you get the lead and when you call them will determine the chances of you getting them on the phone or not.

Sales Person Calls The Lead – After the lead is assigned to a sales person, that sales person should call the lead in the first 5 minutes.

The next step is to land the appointment.

One way you can try to set an appointment is by opening your phone call with something like,

“Hi, John this is Chris from ___________. I received your inquiry about our _____________ and I wanted to see if you had some time today to come take a look at this product in person. Does 1:00pm or 4:00pm work better for you”?

If your lead doesn’t answer their phone you should leave them a voicemail.

Tell them you will be sending over a quick text video of the product they inquired about and get ready to shoot a video.

(May not work with all products, but works great for dealerships)

Send A Text Video To Follow Up With Your Dealerships Internet Leads

Send A Personalized Text Video – After you leave a voicemail, the next step is to go out to the unit, open the camera in your smart phone, and record a personalized video to your lead.

You will want to get your face in the video and make it personalized to your lead by saying something like,

“Hey John, this is Chris here at _______ and this is the _______ you inquired about on our website. I wanted to give you a quick walk around of this unit so that you can check it out a little more before you come in and look at it in person. If I miss any areas you want to see or if you want me to go back over something let me know and I’ll get it sent over to you. I am here most of the week if you have some free time to come take a look at this _______ in person, let me know what will work best for you and I will make sure I am available for you.”

Set The Appointment

After you text your lead this personalized video from your cell phone, you will want to ask them what they think of the unit and try to set an appointment.

These personalized videos also help if your lead is from out of town or has a long way to travel because they can see your product closer before making the trip.

Using videos like this will help you sell more products over the phone because your video will build credibility in your products.

Since the video you’re sending is personalized and not a stock video, customers feel more at ease and trust your sales people more.

Notice I am always trying to set the appointment.

This is very important because no matter how many leads you get, without an appointment you will never sell any products.

You can take your videos a step further and send them a couple different videos on comparable units. (No more than 3)

This helps because your customer sees you’re working for them and understand that you are willing to help them find the right product before they buy.

The More Ways You Reach Out The Better

Send An Email – After you call, leave a voice mail, and then send a text video.

The next thing you want to do is send an email.

Your customers will get back to you on whatever medium they feel most comfortable.

If your leads like phone calls and all you do is email, that is no good.

But if your leads like emails and all you do is call, that is also no good.

(If you have to choose one or the other calling is better than email, in my opinion)

This means you have to follow up with your dealerships internet leads on all the different mediums they want to talk on.

This way your leads can choose which one they want to respond to you on and you can start the sales process.

Don’t Get Scared Of The Follow Up

If you follow up with your dealerships internet leads using this method your sales team will be:

  • Calling in the first 5 minutes
  • Trying to set the appointment
  • Leaving a voicemail everytime
  • Sending text videos of the products and comparable products your lead inquired about
  • Sending emails and asking for an appointment
  • Calling a 2nd time before they leave for the day to set an appointment

By using all of these forms of follow up you will increase the chances that your lead will start talking with you so you can start the sales process.

Also, take note how many times in 1 day you should follow up with your internet leads.

If you follow this system you will reach out to your leads 4 times in the first day, and you will repeat the process the next day.

In day 2 you will reach out to your leads another 4 times and you should be able to start the conversation with them by the 8th contact on the 2nd day.

Get Back On The Phone And Call Your Leads

Back To The Phone – Lets assume by the 8th contact your lead(s) still haven’t responded to you.

Get back on the phone and follow up with your dealerships internet leads.

The phone has always been and will always be one of the best devices to conduct business.

Customers get pissed off on a daily basis hearing automated customer service systems because they want to talk with a human.

People want to deal with experts who can help them find the product that fits their needs and solve their problems.

The only way you will be able to figure out what pain points and problems your customers have is by talking to them.

Always Qualify Your Leads

There is a reason every sales process in the world has a section where you qualify your customer.

Even though your leads are pre-qualified, your sales team will still need to take them through the sales process in order to get the sale.

(Want More On Sales Process? Read This Article)

Rinse, Wash, and Repeat – If your lead still hasn’t responded to you, do not stop following up.

Customers will typically purchase a product within the first 16 months of them giving a lead.

This means you should be calling, text, emailing, and even using social media to keep the attention of your leads.

If you stop following up with your leads after the first phone call, or the 10th email, or whatever.

You’re leaving money on the table.

Continue To Follow Up With Your Dealerships Internet Leads

Your leads needs will change as time goes on.

The unit they looked at the first time may not be the unit they need anymore, so follow up and re-qualify your leads before you take them through your sales process.

Moral of the story… always follow up with your dealerships internet leads.

Don’t give up on your leads and make sure you’re contacting them over 8 times.

If you follow up with your customers through phone calls, texts, and emails you will eventually get them on the phone and be able to start your sales process.

Never give up on your follow up and watch your sales grow!

For More Articles Like This Follow Me On LinkedIn Or Go To Our Blog

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My RV Sales Process That Helped Me Sell RV After RV

One big mistake RV sales people make, and quite frankly, a lot of sales people make; they change their RV sales process with each and every customer.

You should have a process that you use time and time again with the intentions of forever making your sales process better. When you have a true sales process that you use with every customer, you have a tangible process you can improve on. If you change the sales process with every customer, than you have nothing to improve, and that will cost you deals!

This RV sales process I have created and use is customer centric, time centric, and is designed to close a sale in the shortest time possible. This RV sales process is designed to figure out your customers true RV needs, this way you can close the deal the first time and create customers for life.

My RV Sales Process in a nutshell:

The Greeting

  • Introduction

No matter if you’re taking a walk-in lead, a phone up, or following up with an internet lead, you have to make a good first impression. When you walk up to your customer, answer the phone, or call a prospect make sure you bring energy and tonality to the conversation.

Don’t be just another boring jack they meet everywhere else. Get them excited to be at your dealership and show them you care by giving them your attention.

One big mistake sales people make during the introduction is they want to talk news, sports, and weather and think this is building rapport. Don’t be that sales person! Build true rapport with your customers by showing them you’re an expert in your field and focus on the reason they stopped at your RV dealership… to get their needs met with your RVs!

Introduce yourself with confidence and say something like, “Welcome to RV Dealership Name. What can I help you with today?”

This intro is short and sweet but it tells your customers that you’re ready to help them with whatever they came to the dealership for and they will respect that.

They will reply back with some of the reasons they came to your RV dealership or they will reply back with objections but either way your response is the same, ask them, “Have you ever bought from RV Dealership Name before?”

The reason you’re asking them this is because you want them to know the buying process at your RV dealership and you’re setting them up for the next step in your sales process.

  • Setting Intentions Early

If they say yes or no, you will go into the RV sales process for your dealership by saying something like, “Here at RV Dealership Name we like to make sure our customers get the right RV the first time and we price our RVs to sell so we don’t haggle and negotiate. First, we sit our customers down and learn exactly what they’re going to be using their RV for and what they need in their new RV. Once I learn more of what you will be using your RV for, I will then be able to show you a couple different RVs that will fit your exact needs. Next, we will go out to the lot and I will walk you through the RVs that will best fit your needs. After we walk through those RVs we will go inside and I will show you on paper what those RVs will cost if you wanted to start camping today. If we find the perfect RV for you and the numbers line up with your needs, then we will buy it. If I don’t have the right RV today, then no big deal, we will just keep looking till we find the perfect RV. Does that sound fair enough?”

Most of the time your customer will say, “Yes that sounds fair,” because it is a fair process.

For the times your customer says, “No, that don’t sound fair,” you will want to loop back and explain why this is your process.

You might say something like, “I hear what you’re saying but the reason we do it this way is because we have hundreds of RVs on our lot and not all of them will fit your needs. If you allow me to learn more about what you’re looking to accomplish with your next RV, I will be able to show you RVs that will fit your exact needs so you don’t have to walk around the lot wasting your time. Does that make sense?”

Most of the time your customer will say, “Yes that makes sense,” because who in the world wants to waste their own time? By telling your customer why you need to take them to your office and interview them and explaining why it will benefit your customer it will get them to trust you more and it will get them lower their defenses.

  • Explanation of buying process

The reason you are explaining your buying process and setting your intentions early (them buying the perfect RV) is because you want them to be comfortable with the process and know before hand what they’re about to experience. People don’t like the unknown and by telling them the process before you take them through it, your customers will be more at ease and they will subconsciously agree to go down the path you want them to.

The truth is, this sales process is fair for the customer and the sales person and only an irrational person would say otherwise.

This sales process is designed to get the customer the RV that fits their exact needs and is a quick and efficient process for a sales person, because in sales, time is money.

By having a fair process for both the sales person and the customer you’re showing that you’re an expert in your field and that you can get them what they want without giving them the run around like the amateurs at other dealerships are giving them.

By asking, “Sound fair enough?”

You’re making your customer agree with you that your RV sales process is fair and at that moment they subconsciously agree to let you take them down that process. This is a huge advantage because now you can take them down your sales process with little pushback from your customers.

After your customer agrees that your sales process is fair, you will want to take them to the office that you will try to close them in, and not to the table in the middle of the show room.

Taking your customer to your office is important because you don’t want the first time they’re in your office to be when you’re closing them.

By taking your customer to your office for the interview they will feel more at ease with being in your office. This will help you because when you bring them back to close them, they won’t feel that “O shit, we are going to the box” feeling. Your customers will see your office as a just another place in the dealership and that will make them more comfortable in the close.

Bottom line, interview them in your office!

Interview

  • Trade

The first thing I like to talk about with my customers is if they have a trade or not. The reason I like to start at a trade is because you can learn a lot about your customers from their trade.

By asking questions around the who, what, when, where, why, and how method you can get a lot of good info from your customers, ask them questions like:

-How much did you pay for your trade brand new?

-How much do you think your trade is worth?

-What things do you wish you could of changed about your trade?

-What things did your trade do that you want the new RV to do?

-How long have you had your trade?

-What is the monthly payment for your trade?

-How do you use your trade now?

By asking questions in this fashion you will learn a lot of information that you will need to know to close the sale. You will learn what they paid in the past which can give you an idea of what they can afford today. You can learn what their monthly payments are/where so you don’t show them too much of a RV. You can learn what they hated about their trade and what about their trade didn’t meet their needs and help them fix these issues.

The list goes on for what you can learn from their trade so make sure to ask a lot of questions!

  • Who, What, When, Where, Why, How

After you learn everything you need to know about their trade, you will want to use the who, what, when, where, why, and how method to ask them questions about how they will be using their RV and why they want a RV. Knowing your customers true wants is the key to finding your customer the perfect RV and getting them to buy today so don’t skip out on the interview!

Ask your customers questions like:

-Why do you want a RV?

-What will you be doing with your RV?

-What are you towing your RV with?

-Who will all be going with you and using the RV?

-What places do you want to go with your RV?

-How will you be using your RV?

-What do you want to do while RVing?

-When will you be using your RV?

These questions are opened ended and are designed to get your customers talking about their true wants and needs so you can sell towards their rewards. Customers won’t buy your product till their perceived value of your RV is more then what they’re willing to pay for it, so you have to build value!

The only way to add value to your customers lives with a RV is by selling towards the reasons they want a RV.

In my experience the real reasons people want a RV is because:

-They want to build memories with their kids before they get older.

-They want to travel with their spouse and see the United States.

-They want a weekend get away they can hang out with their family while they’re not working.

-They enjoy the outdoors and want to take their kids, camping, hiking and fishing.

-They want to go ice fishing and enjoy the freedom of a RV.

There are many different reasons customers want a RV so make sure you ask them enough questions to figure out their true reasons and don’t just sell them brochure language.

No customer is buying your RV because of the new awning or power tongue jack. They are buying a RV because they want to travel, go on adventures, and create memories with their families. Show your customers how your RV can be the vehicle to help them do this and they are much more likely to buy a RV from you.

  • Get Answers To Hard Questions

Some sale people will let their customers control the whole process and every conversation. They will ask them what their credit score is and the customer will say, “Oh, its great don’t worry about it,” and the sales person will just keep moving forward. Or you may ask them what their budget is for a RV and they might say, “Money isn’t a big deal I just want to look at some RVs,” and again the sales person will let them control the sale.

As a sales person you have to be willing to take control over the sale and you have to get answers to your hard questions. When a customer blows off your questions, learn how to ask again till you get your answer, because that is controlling the conversation.

For example, if a customer tells you, “My credit score is awesome, don’t worry about it.” I will typically come back jokingly with, “Nice, so you have what, a 550 credit score?”

Most of the time the customer will say something like, “No way man, I have a 750, I got that good credit.”

By getting the answer to a harder question, it helps build trust and rapport with your customers. If you let them brush off your questions they will have control of the sale and when you try to close the deal they will brush you off as well, so make sure you’re getting answers to your questions.

Product Demo

  • Don’t show too many RVs

A big mistake a lot of sale people make is showing a customer too many RVs. I have even seen some sales people let their customers walk them around the lot showing them every RV their customers walk in to. This is not the way to do it!

Don’t waste your time or your customers time and make sure you interview your customers before letting them walk the lot or showing them RVs, because without a good interview it will be a lot harder to close the deal.

After your interview is where product knowledge will come into place because you need to pick out 2-3 RVs that will fit your customers exact needs and walk them through only those RVs.

When you give customers too many decisions they will start to get confused and it will paralyze them from being able to make a decision today.

If you do a good interview and go more then surface level with your customers in that interview; you should have the information you need to show them the perfect RV.

If you end up showing your customers the wrong RVs over and over again, it is because your interview process is weak and you need to get better at interviewing your customers.

Your goal is to get to a point where you can listen to your customers true needs, show them 2-3 RVs, and get them to close on one of those RVs in the shortest time possible.

  • Feature & Benefit Towards Customer Rewards

When showing your products, don’t just spit out what you read in the brochure and make sure you’re selling towards your customers rewards.

What this means is don’t just tell people that your RV has a power awning. Tell them something like, “This RV has a big power awning, so that when you and your family are ready to enjoy those meals you talked about. You will also have a nice big shaded area right outside of your RV to eat under. Your family will create a lot of memories under that awning.”

By giving the features along with benefits tailored at your customers rewards they will connect more with the purchase and start to see your RV as a vehicle that can solve their problems and help them do what they want to do.

Customers don’t care about the features if they don’t add rewards and value to their life. For this reason, make sure you’re selling the features along with the benefits your customers get from your RVs and how it will add value to their life.

Remember a RV is a want, not a need. Sell towards peoples wants and you will close more RV sales!

  • Trial Close Throughout Demo’s

While you’re showing your RVs, be sure to use trial closes during your demo.

What this means is to ask your customers throughout the demo if they want to buy that RV. Some sales people get in the habit of always showing 3 RVs when they wanted to buy number 2 and it might cost you some sales.

If you use a trial close on the 1st RV by asking, “Is this the perfect RV,” and the customer answers with, “Yes.” Move them to the next step and take them to your office.

When a customer is ready to purchase, you don’t want to continue to show them more RVs because it will only make things harder and confuse your customer.

Remember you’re the expert and the reason you’re showing these specific RVs is because you know they will fit your customers needs, so if they want to buy the first RV you show them, write them up on it!

Showing more RVs then you have to will only hurt your sales so use trial closes often to learn what RV is the right one for your custoemrs and then close the deal!

Some trial closes:

-Is this the RV you want to buy?

-Want to see what this RV would cost to own?

-Want to see the numbers on this RV?

When a customer is ready to move to the next step, take them to your desk and move to the write up.

Write Up

  • 100% Write Ups

One goal you should have as a sales person is to write up 100% of your customers. For every customer lead, internet lead, e-mail lead, whatever kind of lead you’re getting, you should send a write up to every customer.

The fact is, without a write up, a sales person will never make a sale. You will have some sales people show RV after RV and never get their customers to paper and it is a waste of everyones time. By using this RV process and setting your intentions early, your customers will be ready for you to show them the numbers and will be happy to sit down with you.

For the customers that give you objections, a good way to get them to look at the numbers is by explaining,”I know this RV will fit your needs and before you can make an educated purchase on any RV you need to know what it will cost you. Let’s take a look at the numbers for this RV, this way you will know exactly what this RV will cost you so you will have all the information you need to make a decision. Sound fair enough?”

By showing your customer that you’re helping them make the best decision possible and giving them the information they need to purchase a RV will help them trust you.

If your customers signs the dotted line or they don’t, simply by getting 100% of your customers to the write-up you will sell more RVs.

  • Don’t Go Back To Selling

A big mistake sales people make time and time again, is they go back to selling once as they’re trying to close.

During the write up and as you ask for the sale you should be done selling. The RV they choose to look at numbers for is now the vehicle that can bring them unlimited rewards and solve their problems and that is what you should focus on to close the deal.

Selling features will not help you in the write up or in the close so make sure you’re staying away from selling features and focus on your customer rewards and why they want a RV.

Stop going back to the features and focus on closing the deal!

Close

  • Go For 5 No’s

You can expect your customers to tell you, “No, I am not buying a RV today.” or “I am looking at RVs today because I am buying one in 5-10 years.”

If your customers weren’t giving you these objections then they wouldn’t be normal RV customers.

However, these objections don’t mean they will not buy from you today if they see enough value in the RVs you show them.

When a customer tells you, “No, let me think about it” or “No, I am not buying today” I will reply back with,”I hear what you’re saying, but let me ask you this. Do you like the idea of owning a RV and building memories with your family? (or whatever customer reward is strongest)”

By doing this I am putting it back on the customer and showing them that waiting isn’t needed and that their RVing dreams can come true today if they want them to.

As the customer may reply back with,”Yes I would love to own a RV, but its not the right time for a RV and we still need 5 years before we are ready to buy.”

You can loop back and use the same approach,”I hear what you’re saying, but why make your family wait 5 years to build memories when you can start building them now? I know you say you want to wait for 5 years, but if in 5 years you end up regretting that decision you can’t reverse time. If you buy this RV today you can start building memories with your family and living the way you want, and that will be something you will always take with you. Sign right here if you want to start building those memories and buy this RV.”

If your customer still says, “No, I really need to think it over and talk to my significant other and so on.”

You simply loop back by saying, ” I hear what you’re saying but,” and go for 5 Nos.

Getting in the habit of going past the first no and going till you hear at least 5. Doing this will make sure you don’t miss out on sales and it will also make sure your customers understand what they’re missing out on if the choose to not purchase your RV.

If you’ve done your job and the RV you’re showing them is the solution to their RVing problems, who wouldn’t want to start enjoying life in a RV?

The reason they came to your RV dealership today instead of in 5 years is because they’re thinking about it now. For all we know, they won’t even be around in 5 years and them waiting around would be yet another mistake, so make sure they buy the perfect RV today.

Get in the habit of hearing “No”, before your customers will tell you “Yes” and you will sell more RVs.

  • Close Towards Customer Rewards

The biggest mistake you can make is not selling towards your customers rewards. Features of your RVs will never sell the RV and neither will a low balled price.

The truth is, people come to look at RVs because they’re looking for something more in their life and often times it has nothing to do with money or your shiny new features.

Customers are looking at RVs for their own reasons and closing towards these reasons are the best way to get a sale. Remember customers will only buy your RV once their perceived value is more then the amount you’re asking them to pay for it, and the only way to build value in your RV is by selling towards your customers rewards.

Take the time to learn your customers in the interview and ask them who, what, when, where, why, and how they are going to use their RV and take the conversation past surface level.

Ask them, why they want a RV, and why its important to them. Ask them what they’re going to use the RV for and why that is important to them. Continue to ask them questions about their wants so you can close towards those rewards!

  • Loop Back

One of the best ways I have been able to overcome objections is by looping back instead of arguing or trying to change my customers mind. As a sales person it is hard to change customers minds, but it is easy to get them to change their own mind.

By asking questions designed around your customer and looping back to make the customer justify why they aren’t making a purchase today will get more of your customers to change their own mind instead of you having to change it for them. Doing this will help you close more deals because it will be the customer making the decision to buy instead of your customer feeling like you’re pushing them into a decision.

To loop back say things like:

-I hear what you’re saying but why continue to wait on buying a RV if you want to build family memories today?

-I hear what you’re saying but why put your dreams on hold if you can by the RV today for $200 a month?

-I hear what you’re saying but why not buy the RV and start traveling with your family like you want to instead of waiting 5 years?

You can use this phrase to help loop back and change your customers minds to show them that buying a RV today is a better decision then waiting to buy one.

Follow Up/Brand Advocate

  • Follow Up

Customers are better when they’re customers for life, and the only way to keep them as customers is to follow up with them.

Don’t think that just because you made a sale and the RV is over the curb that your job is done. To ensure your customer comes to you for the next RV and send their Family and Friends to you, follow up with them!

Give them a call a few times after they take delivery and make sure things are still going well for them. Ask them if they have any questions about anything they have uncovered since taking ownership of the RV. You can even help them schedule service or give them a call to remind them that winterizing their RV is just around the corner.

There are many ways to follow up with your customers but by keeping a long standing relationship with your customers it will ensure that 1 RV sale will turn into many.

As more and more customers buy a RV from you, you will start to see more and more customers asking for you. Keep a good follow up process with your new and old customers to ensure great success in your RV sales!

  • Loop Back

Just because your customer purchased a RV from you and are happy campers, don’t mean you shouldn’t loop back with those customers. As your customers get older, and their RV gets older, their needs and wants will change, and who better to help them with their next RV than you?

To ensure that you’re being efficient with all of your customers take them back through the same sales process every now and again. This will make sure you uncover any new needs and wants your customers might have, this way you can make sure the RV they’re in still fitting their needs.

If the RV they’re in is not the perfect RV then take them back through the sales process and learn who, what, when, where, why, and how they will be using the next RV. Rinse, wash and repeat.

  • Get Customer Reviews

With all of the digital technology, social media, and search engines we have access to today, it does not make sense to not ask your customers for an honest online review. When your buying customers give an online review they’re telling other people that they can trust you and do business with you, and it will help you increase sales.

People in todays day and age trust online reviews just as much as they trust their best friend and as a RV dealership you have to take advantage of this.

Offer your customers a 25% discount to your parts store for an honest Facebook or Google review and make sure you ask all of your customers to review your dealership.

The more online reviews you get, the stronger your online presence will be and the more people will see your RV dealership as one they can trust. Use the relationships your sales team has with your customers and tell them to ask for reviews.

Most people have a smart phone when they’re shopping for RVs, so after they purchase, have them pull out their phone and give you a review on Google and/or Facebook. This small practice will help increase your reviews weekly and will lead to more RV sales.

This is my RV sales process that I used to close deals and sell a lot of RVs so I hope it helps your RV Dealership do the same!

Get RV Sales Training for your RV Dealership or see how we can help your RV Dealership sell more RVs by messaging me: DM Chris On LinkedIn

rv sales, rv salesmen, rv sale associate, what rv sales people are doing wrong, how to sell more rvs, sell more rvs, rv sales associate training, rv sales training, rv sales help

What Your RV Sales People Are Doing Wrong & How To Fix It So They Sell More RVs

A lot of RV sales people are scared of the phone and have been resorting to email way to much. This is one of the biggest issues I have seen with RV sales people and it’s hurting your sales! I believe the phone is one of the most under used and under rated ways to communicate with your customers. If you want to talk to more people and sell more RVs then you need to start calling and texting more than you email!

Side Note: Instead of emailing your customers when they don’t answer a phone call, shoot them a text, because 100% of texts are read and emails are skipped over a lot.

Stop Being So Scared And Pick Up The Phone

The best way to follow up with an internet lead is by calling them ASAP. The sooner you call a lead that comes in from your website the better. I always tell RV sales people that too much time with no follow up has a way to kill all deals; so be quick!

When you first call the customer you should have the intention of getting them into the dealership TODAY! You can say to them, “Hi, I am ______ from ______ and I seen your inquiry about our ______ and I wanted to see if you had some time TODAY to come in and take a look at this RV?”

Very short and simple, but the point of this first question is to get the customer into the dealership while they’re the hottest on the product. Your customer decided to go to your website to look at RVs today and they gave you their information. They didn’t do this yesterday or tomorrow, they did it today… but why today?

Do You Care About Your Customer?

Your customer may of been thinking about a trip they wanted to take with their family. Maybe their friends went on a trip without them because they didn’t have a RV. There are a millions reasons people are looking at your RV’s and you need to learn their wants instead of just regurgitating brochure language. People purchase products that fix their problems and meet their needs, period.

They don’t buy a RV because of all the “bells and whistles” your model has, they couldn’t care less! Your customer only care about one thing, fixing their problems and making their RV dreams come true. By following up with your leads while they’re the hottest and have interest in your solutions, you will have a higher chance of closing the sale and getting them camping.

Help your customers get what they want and you will get what you want!

Are You Doing This When You Call Them?

If your customer does not have time today to come in and take a look at your RV, the next step you should take is ask them about their trade.

Instead of going directly back in for an appointment with something like, “Well what about tomorrow, or when is your next day off?”

You should start to qualify them and ask about their trade to learn why they even want a RV in the first place.

I might say something like, “Ok no big deal, let me ask you this. Is this going to be your first RV or are you trading something in with us?”

This question is designed to put the focus on your customer instead of going right back in for an appointment. The truth is, customers are looking for a RVs that meets their wants and needs, not yours, so focus on your customer.

You Can Learn A Lot From A Trade

When you ask your customer a question like this they will either start to talk about their trade or they will tell you this is their first RV. This is perfect because they will start to tell you what they want in their next RV and what they dislike about their trade -OR- they will talk about why they started having an interest in a RV and the things they want to do with their friends, family, etc.

By learning about your customers trade you can figure out things like:

  • How much they paid for their last RV
  • What their payments were with their last RV
  • What they didn’t like about their RV
  • What they want in their next RV
  • What they used their RV for
  • Where they camped with their RV and the activities they did while camping

These are just some of the things you will learn by digging into the trade but I hope you can see how valuable this information is and why you need to learn these things about your customer.

Once you get a good idea of their trade and learn more about their real needs and wants, I will say something like, “Awesome! Thank you for giving me a good idea of why you and your family want a RV and what you’re looking to do while you’re camping. This will help me find you the perfect RV and what I am going to do is look over my inventory for any other RVs that I think will fit your needs and I will send you a video through text of those exact RVs. When you get the videos, you and your family can look over the RVs, see which ones you like the most, and when you get a free day to come take a look at them in person, I will have them ready for you guys to walk through. If we find the perfect RV for you and your family, we will buy it, if not, we will keep looking. Sound fair enough?”

Most of the time they will say, “Yes, that sounds fair” and I will come back with, “Great, what is your cell phone number so I can make sure I am sending the videos to the right phone.”

They will give me their number and I continue my sales/follow up process till I close the deal.

If they say something like, “Well we weren’t really planning on buying this soon, we’re just looking for now but have no problem coming in and taking a look at some RVs.”

I will come back with, “I hear what you’re saying and to be honest I wouldn’t ask you to buy a RV that didn’t fit your families needs so if you come in and take a look at my RVs and you’re still not ready to buy one; no big deal, we will just keep looking till the right RV comes along and when it does, we will buy it then. Sound fair enough?”

This rebuttal is designed to show your customer that you care about them and that you want what is best for them. It tells your customer that you don’t expect them to buy if you don’t have the RV that will fix their problems and a lot of customers will lower their defenses after you tell them something like this.

What you don’t want to do is come back with, “Then come see us when you’re ready to buy” or “Reach out to me when you guys are more serious buyers.”

Statements like this will show your customer that all you care about is the sale and that is bad and you’re burning your leads. The truth is, for the most part, you can’t sell someone completely over the phone. They usually have to come in see your product, fill out some paper work, bring in their trade, etc, so there is no reason to butt heads on your first phone call.

Agree with them and have a goal of closing them when they’re at your dealership instead of on the first call. This will show your customers that you’re in it for them and they will trust you more as a sales professional.

Once you get your customer in the door by phone calls, texting, and text videos, you can now implement your sales process to get them to the close. (Hopefully you have a good sales process)

If They Don’t Have A Trade

This is when you need to ask a lot of questions about who, what, when, where, and why, they want a RV. Learning your customers true passion behind a RV is the ticket to closing deals. Whether it be traveling the States, going on baseball trips with their kids traveling team, or just camping with family and friends, everyone has a different reason they want a RV, focus on these things.

Ask your customers questions like:

  • Who will all be using the RV with you?
  • What will you be doing with the RV?
  • When do you guys want to start making these dreams possible?
  • Where do you plan on going with your RV?
  • Why are you looking at RVs?
  • What is the thing that excites you the most about owning a RV?

When you start to dig into your customers true needs with questions designed around your customers, you will learn a lot of good information. As you learn more of your customers wants you will start to learn what RV will fit their needs perfectly, and when you find a RV that fits your customers true needs you won’t have to overcome their objections. They will see this RV as a vehicle to build priceless memories and they will see it as a vehicle to travel with their family and friends. They won’t see it as a trailer with a heated under belly and extra tvs because it’ll actually connect with them.

Stop talking dirty brochure language to your customers and find out their real needs!

Nobody Is Seeing Your Emails

Don’t be that RV sales person that does nothing but sends out emails because you’re leaving a lot of money on the table and burning your dealerships leads. Implement a phone call and text message follow up process and don’t stop following up till every lead comes through the door and buys a RV.

When you start to make more calls you will be surprised how much more engagement you will get out of your customers and it’ll make a huge difference in your sales and customer service. Start using your phone more than your email and start selling more RVs!

If your sales team needs more/better training on how to close internet leads and RV deals then message me. I will help you turn your sales team into an efficient selling team that will stop burning leads and increase your revenue because training is one of the best ways to increase sales.

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why good sales people leave, rv sales, dealership sales team, rv dealership sales, why good sales people leave your dealership

Why Good Sales People Leave Your Dealership & How To Get Them To Stay

Learn Why Good Sales People Leave

A lot of good sales professionals I have met tend to jump from RV dealership to RV dealership and a lot of dealerships wonder why good sales people leave. I have been in sales since I was young enough to work and I have met all kinds of sales people. I have met exceptional sales people who are making a boat load of money and I have met complacent sales people who are comfy where they are at.

The problem you will see at a lot of dealerships (and for businesses) is the good salesmen will leave while the mediocre salesmen stay, but why is this?

I have come to learn that most of your good sales people are more entrepreneurial and they like to make money while doing what they want to do. They can get mad at one little commission change or they might just want something different and poof they’re gone and you’re left with a mediocre sales team.

After these sales people relocate, I have made it a habit to ask them why good sales people leave their previous dealerships and a lot of their reasons were the same.

  1. They feel they weren’t being used to their full potential
  2. Their company was trying to control them or cut their commissions
  3. They wanted to start their own venture
  4. They didn’t like upper management

These are just a few of the reasons I have heard over the years but the real question is, how do we get our good sales associates to stay?

Start Using Them To Their Full Potential

Most of your good sales people will be more entrepreneurial and driven and you have to keep them engaged with your business. Sometimes the lack of challenge for a sales person is part of the reason why they leave and really they just want to do more for the dealership.

When you see a sales person excelling and putting up numbers, see how you can get them more involved with the business. Whether this means getting their opinion on how your dealership can improve your sales process or how the dealership can help the sales associates sell more, ask for their opinion and keep them involved.

If you don’t keep them involved with the business they might start to look for other opportunities where they feel they can be used more. Remember good sales people aren’t with your company just because they want a job. They are with your company because they want to help you grow and you have to let them help you!

Pay Your Sales Team What They’re Worth

What happens to a lot of good sales people when they start to land bigger deals is a company will cut the commission on them and all sales people, not just the good ones, hate this.

Good sales people are hard to come by and a lot of them work hard to be good at what they do. When you start to mess with your sales teams commissions you will start to lose good sales people because they will take it as a slap in the face and they will leave your company on principle alone.

Dealerships and companies have a bad habit of not rewarding their sales team when they do a good job and it hurts the business.

When good sales people land big deals or are doing well make sure you reward them instead of punishing them. Instead of cutting commissions or lowering the pay scale when sales associates start to sell more units, give them a bonus or an extra day off. Things like this will make it so you don’t lose your good sales people and they will respect you more and work harder for you, which will increase sales in the long run.

Dealerships and companies have to remember that nothing happens without sales and when you have good sales people they’re worth keeping. Lowering sales commissions or pay scales might seem like a good way to increase your companies revenue for the short term but it is not. In the long term, the money you will lose for not being able to hold on to good sales people will out weigh the money you’re saving in cut commissions. Do yourself a favor and pay your sales team good!

Stop Trying To Control Your Sales Team

Some dealerships make the good sales people work longer, harder, and with unrealistic expectations to pick up the slack for the mediocre sales associates and again, they hate this. A lot of good sales people have a “work hard, play hard” mentality and when they land a big deal they might want to take a day off just because. Let them have their day off and don’t slam a bunch of work on their desk.

Giving them an extra day off or a bonus will reward them and show them that you respect their hard work and because of it you will see them land 100 more big deals. If you try to control them and look at them as your cash cow and you will see them landing big deals for other companies.

Don’t get me wrong, this doesn’t mean all good sales people won’t want extra work. You have to know your sales people and understand the way they want to work. Some sales people will work hour after hour with no issues and actually love it while others need a day off and want to enjoy some of their hard work.

Know what kind of sales people you have and use this to your advantage. If you have to give a sales person an extra day off because they landed a big deal then have a good sales person on the team who don’t mind picking up the customers while they take a day off. The small act of learning your sales team and allowing them the freedom to live their life and make a good living with your dealership makes all the difference. Keep your employees happy and they’ll want to help you grow, try to control them and you’ll watch them leave time and time again.

Sometimes It’s Out Of Your Control

Good sales people usually come with more entrepreneurial blood and sometimes they want to do their own thing. The harsh reality is sometimes it’s out of our control and you have to respect this. Good sales people think that any company can prosper with a lot of sales and sometimes this makes them want to go out on their own. If you burn your bridge with these sales people because you’re mad they’re leaving your company then you’re making a mistake.

One thing sales people usually don’t understand about starting their own venture is its harder then just making sales. A lot goes into running a business and some sales people are good at selling but bad at managing and sometimes they have to learn this on their own.

If a good sales person is leaving to start their own venture you should inform them of these hardships and ask them if there is anything you can offer them to stay, because as I have said before sometimes they just want a bigger challenge. After you talk with your sales person and if they still want to try their own venture then you have to respectfully cut ties with them and tell them if it doesn’t work out they can come back. Doing this will build their respect for you and if their venture doesn’t work out they will come back to your dealership and work harder for you than ever.

As Richard Branson has been quoted saying, “Train people well enough so they can leave, treat them well enough so they don’t want to.”

Have Leaders In Management And Not Busters

Being in the Army for 7+ years taught me a lot about leadership, and one of the biggest things you have to understand is leading by example. Good sales people, for the most part can get a job anywhere they want and they don’t choose to work for your dealership simply to make money. When your sales people start to lose respect for their upper management and don’t want to work for them you have a big problem. Having upper management that don’t know how to lead a sales team can cost your dealership a lot of money.

Interview your sales team every so often to make sure the team cohesion and morale stays high. Make sure they want to work for their upper management and that they respect them. Ask questions to find out if they’re learning and training with their upper management on a daily/weekly basis because training with your team is a great way to build team cohesion and chemistry.

You have to put leaders in management that are going to train and push your sales team to grow in a healthy way. Good leaders have a way of pushing people without making them mad. They have a way of getting people excited to work for them and sales people always strive to get better when they have a leader they look up to and respect.

Address The Management Issues

As an owner, when sales people leave your dealership you should personally talk to them and find out why they left. If upper management is the common denominator for your best sales people leaving your dealership then you hired a buster and not a leader and you have to fix this ASAP. When you take responsibility for your upper management and get rid of bad apples in the team your sales people will respect you. There are a lot of busters in management right now and they are costing your dealerships a lot of money.

Show your sales people you respect them and give them a leader they can respect and look up to. Put people in upper management that are willing to be in the trenches with your sales team and that will help them grow. When you build a strong team of people who work together and have good chemistry you will smash your goals time and time again.

Be a leader, not a buster!

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lead generation, rv dealership lead generation, digital marketing

Don’t Complain About The RV Dealerships Leads & Get Your Own

Beggars Can’t Be Choosers

If you’re one of those sales people who tell your co-workers that the “leads are bad” and this is why you can’t close a deal then read this post 100 times. Too many sales associates complain about the RV dealership leads they’re provided yet they never do anything to bring their own leads, and it’s silly to even think about.

Now, I will agree that it is a dealerships job to give their sales associates plenty of leads so they can fill their pipeline and close more deals.

However, I do not think it is fair for sales associates to take the leads a dealership is creating for them and not follow up with them properly or write them off as a non buyer before they’ve even qualified them. Sales associates have to do a better job of implementing at least an 18 month follow up process with their customers to ensure they don’t leave any money on the table; and realistically the longer the follow up process the better.

Side Note: It is a good practice to still follow up with your customers even after you’ve made the sale.

Now, Instead of looking at dealer supplied leads as wasted time and non buyers, start to implement your sales and follow up process with them for days, weeks, months, and years on end.

Start Generating Your Own RV Dealership Leads

On top of implementing a solid follow up and sales process with your dealerships leads, you should also start to do your own lead generation.

With a cell phone and the free tools that you have at your finger tips, it is easier than ever to generate leads for yourself.

As a sales associate you can take the already existing pictures of your RVs (Hopefully they are HD) and you can add your own RV postings on sites like Craigslist.org. You can also have your most recent customers tag you on Facebook and have them give you a review so their friends and family can see who they bought their RV from. There are a lot of powerful tools out there… use them!

One thing a lot of dealerships are missing out on is Facebook Live. Sales associates should start using their dealerships Facebook pages to go “Live” as a way to generate more leads and trust with your customers.

This is also good because it gives your sales team a great platform to demo your RV’s on and its live directly to your customers.

Here Is An Example Of A Facebook Live We Shot For A Dealership

In the digital age there is no excuse for sales associates to not be generating at least some of their own leads, and as technology grows, the need for these types of sales professionals is going to rise. With cell phones, websites, and digital marketing growing quicker then ever; it is a sales persons job to stay up-to-date on the newest and best lead generation and digital sales strategies so they can help their dealerships and companies grow instead of holding them back.

Stop complaining about the leads and start creating them!

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class c motorhomes, rv dealership, rv dealer, class c, motorhome, digital marketing for rv dealerships

5 Things Your RV Dealership Is Probably Getting Wrong (Heres How To Fix Them)

In the digital age, your dealership should only care about one thing. Creating a digital sales strategy by optimizing your online brand, social media, and digital marketing.

A Digital Sales Strategy is the strategy your company uses to create more relevant leads for your dealership using your website, digital marketing, and social media.

In the digital age, your customers are becoming online shoppers, and because of this many dealerships are leaving money on the table. For the last 20 years RV dealers have been marketing to their customers using traditional marketing and has worked wonders

But…

Not anymore. If you want to run a successful RV Dealership you have to focus on digital. Today you can’t just have newspaper ads, billboards, and TV commercials if you want to sell RVs. Your dealership needs to get serious about your digital sales strategy.

If not, you’re making a huge mistake.

RV dealers across the nation are selling more RV’s than ever because of their online brand and digital marketing. If this is not your RV dealership than use these tips to better your digital sales strategy and start selling more RVs.

Here are 5 tips any RV dealership can use to better your Digital Sales Strategy

1) Stop Giving Away Your Price For Nothing

One of the biggest mistakes a dealership can make is giving away your price for nothing in return.

Now, think of this…

If 1 Million people come to your website today, and none of them give you their contact information or come to your dealership, can you start the buying process with any of them?

Can a sale happen before a sales associates takes a lead through your buying process?

No… Every Sale Must Go Through The Buying Process

Therefore, it’s a huge mistake to give your customer the price without taking their information (Name, Email, & Phone). Remember those 1 Million viewers you just had on your website? What if just 1% of them gave you their contact information?

Your RV Dealership would have 10,000 warm leads for your sales team. If you close 8% of those warm leads you would have sold 800 RVs! Not to shabby huh?

But, How Do You Get Customer’s To Give You Their Information Without Giving Them Your Price?

In the RV industry people are shopping nationwide for the best value and for the right floor plans. Once a customer finds the RV and floor plan that will provide them with the most value, they next go online and search for the dealer with the best price.

You might be thinking, “This is exactly why I am showing my price, why are you saying it’s wrong?”

This is wrong because customers will use your price as a negotiating tool to beat down closer dealers who have the same products as you without ever giving you an opportunity to earn their business -AND- prospects aren’t curious about your price so they have no reason to inquire or give you their information.

For example, if your selling price is $25,000, you can cross out $25,500 as a sale price with a call to action button making them give you their information for the lowest price.

As you see in the example below one of our clients uses “Rock Bottom Pricing” as the call to action to get their customers information, because remember, if we never get their information we can’t take them through the buying process.

rock bottom pricing, lead generation

Now, if a buyer is serious about a RV and they see that your price is competitive but they don’t know the exact price, curiosity will take over and a call to action button will entice them to give you their info in exchange for your lowest price.

Once you get their info, your sales team now has a warm lead they can follow up with and hopefully they’re good enough to convert the lead into a sale.

On top of creating more leads, and sales for your dealership this will also help because…

  • Your competition will not know your exact pricing just by going to your website.
  • Your prospects can’t use your price as a negotiating chip at other RV dealerships that carry the same product but are closer.
  • More of your traffic will convert into warm leads instead of wasted traffic.

If you are giving away your pricing for nothing here are a few things that are happening to your dealership that you might not be able to see.

  • You lose potential sales because you’re not efficiently turning your traffic into leads and a lot of buyers never make it into your sales process
  • Customers are using your price to get better deals at closer dealerships who have the same products so they don’t have to talk to you or travel to your location
  • Your competition has a pricing advantage over you because they know your numbers and can adjust their approach because of it

Stop giving away your price for nothing and start converting more of your traffic into leads and sales!

2) No Active Social Media or Facebook Ad Campaigns

One of the next HUGE mistakes a lot of RV dealers are making right now is they have no active Social Media presence and they’re not using Facebook ads. If you ask a business owner why they invest in TV commercials, ads, billboards and everything else, they will usually tell you something like, “It’s where my customers are.”

content users want to see

Your customers are on social media and as you can tell by this infographic, your customers want you to be on social media too! People spend around 5 hours a day on their cell phone which is the same amount of time people spend watching television. 1.28 Billion people will log into Facebook daily and the user rate is growing at an alarming rate. Out of the 5 hours your customers are spending on their phone daily, 2 of those hours are spent just on social media. Beside the fact that your customers are on social media; your advertising dollar can go a lot further on a digital platform than any other, which will help lower your customer acquisition cost if done properly.

Why aren’t you marketing on Facebook again?

With more and more consumers moving in the way of an “internet shopper” the way people are buying has changed. Consumers are looking for companies online who are active and who have good reviews. They’re messaging companies on Facebook to ask questions before they will give you their business and some of them won’t even think about coming to your dealership if you’re not on social media (its a trust thing).

By implementing a daily social media marketing campaign for your dealership you will start to build online authority and trust. Your customers will have another channel for them to talk to you on and you will have another channel that will help your dealership capture a warm lead.

Some buyers prefer to walk into your dealership, some prefer to call your dealership, and others prefer to shop the internet before they will buy. If you’re not allowing your customers to buy from all of these different platforms then you’re leaving money on the table! If you start using social media the right way and start running Facebook ads for your dealership, you will be surprised at the results… and that surprise will probably be a good one.

Get more in depth on this topic in one of our other articles:

what customers really wants from a salesmen, what customers want, sales talk

3) Not Enough Videos

YouTube 2nd largest search engine

People are getting spoiled with the amount of video they have access too and they are looking up videos on everything. YouTube is the 2nd largest search engine and you can go “live” directly from your dealership using just a cell phone but most dealerships aren’t using video to their advantage. These tools are FREE and will create new business for your dealership, yet a lot of dealers are ignoring video completely and it is costing them cashflow.

As a dealership, your goal should be to put a video up for every single RV that ever hits your lot. By adding videos of all your products you will start to get traffic from places you haven’t got it before. Customers who are searching the internet for good videos on the products they’re looking for might land on your dealerships videos and before you know it you have a warm internet lead all because you have high quality video of your products.

Not only is video strong for Facebook and YouTube but it is also really strong in your personal follow up as a sales associate. One of the strongest things you can do as a sales associate is texting your clients personalized video messages of the RV’s they’re looking at.

For example: If I was a RV sales associate and I just received an internet lead from a customer who is looking at the XYZ. I would go out to that RV, shoot a personalized video of RV XYZ and I would text it right over to them. I would also address them personally in the beginning and put my face in there so they can put a face to my name. As you start using this you will find it to be a strong follow up tool and it’ll help you sell more RVs.

Mediocre sales associates always want to send email after email but let me ask you this, how many emails are unread in your inbox right now? How many emails get sent directly into your spam that you never see? How many of your emails are skipped over because we get hundreds of emails a day and its impossible to keep up with? A lot of them I am sure because I personally have 5,000+ unread emails on just my phone and I would guess your inbox is very similar.

Now ask yourself this question, how many unread text messages are sitting in your phone? The answer is probably zero because people always read their text messages and it will bug them if they don’t. Use this to your advantage and stop sending emails your customers aren’t going to read and start sending them text messages (Or preferably, send them an email and a text). Send them text videos of units they’re looking at or text them asking for an appointment. The more you start using videos and text to communicate with your customers the more RV’s you will sell!

One of our clients didn’t have a YouTube channel before they started to use us for their marketing and it was costing them a lot sales. By creating a video for every RV that hits their lot and some informational videos, we have been able to upload close to 1,000 videos and they’re approaching 1,000 subscribers, and these numbers are growing every day. With all of the videos we have created, this dealership has approximately 2 million minutes watched on their YouTube channel all from videos that you can create and upload for FREE.

These videos build a lot of trust with their customers because they get to see the exact RV they’re looking at before they come to the dealership and these videos have been the difference in a lot of their sales. Videos have also been a big part of the reason why people come from all over the nation to purchase from this dealership and if you’re not using video then you’re wrong!

What are your videos and YouTube channel doing for your dealership?

4) No Engaging or Valuable Content Creation

In todays digital age it is important to create ENGAGING and VALUABLE content.

priorities for b2c content creators

Think about the websites that you come to and use everyday. To name a few, Google, Facebook and YouTube. The reason you use these websites daily is because they provide you with a ton of value and new things are added daily that we’re interested in and want to engage with. There are a couple key take aways from this. They provide you with value, they’re doing it daily, and you want to engage with them.

You have to turn your RV dealerships website into a resources that your customers can use on a daily basis. What does that mean? You can’t always advertise sales, products, and services to your customers!!! Dealerships have to provide their customers with valuable and engaging content that will make them WANT to interact with your dealership. You can do this by building an awesome blog and by adding new articles weekly or by running social media campaigns that are designed to add value to your customers while engaging them. There are a lot of ways to do it but the main thing you need to understand is you have to provide value and engage.

We all see 90% of dealerships Facebook pages that are all about showing you the sales they have going on, the new products that hit the lot, and the “just purchased” picture with their customers, but they never seem to provide you with any engaging or quality content. This is a huge mistake!

Most of the dealerships Facebooks pages out there are boring and people unfollow them quick. Nobody comes to Facebook to be advertised to 24/7. Think about it, we use TIVO now because we want to fast forward the commercials. We use apps like Netflix and Hulu because we want to watch our shows with no ads. The same thing is true about your dealerships Facebook business page. If all you’re doing is advertising without providing your customers with valuable and engaging content then you’re wasting your time and energy.

At IMR we use a rule of 80% social and 20% advertising. This means that for every 10 pieces of content we share, 8 of them will be geared towards our ideal customer simply for fun and engagement while 2 pieces of content will be promoting sales or products. When you start to build a Facebook business page or marketing campaign this way you will start to see more interaction from your followers, you will see more new likes on a daily basis and you will see more leads coming from your social media and digital marketing.

Download our PDF 5 Facebook Strategies To Increase Page Likes and learn how to have a more engaging Facebook page.

5) Your Sales Team Is Not Using Live Video

There are very few dealerships out there who are using live video to promote their products and I don’t understand why. By adding your sales team to your Facebook Business Page they can go live at your dealership directly from their cell phone at any given minute.

This is HUGE because consumers want to see more social media posts and videos and Facebook Live checks both of these boxes.

content users want to see

Instead of letting your sales members sit at their desk and scroll Facebook (like a lot of them are guilty of) make them go out on the lot and start shooting live video. Have them go live from your dealerships page and ask customers which RV’s they want to see and use live video to bring in qualified leads. Your sales team can use live video to get their face out there as a sales associate so people know who to ask for when they come to the lot and it will bring you leads you’ve never had before.

By simply going live for an hour and asking your Facebook fans what RV’s they want to see you will start to build trust with your customers. They will see you’re willing to provide them value and show them RV’s they’re interested in before they come to your dealership and it’s a good way to get leads. A lot of the people watching your live stream will even start to ask you buying questions like

  • Do you guys take trade ins?
  • Do you guys finance?
  • What is a monthly payment on an RV like that?
  • Where are you located?

As you start getting buying questions and qualified leads directly through Facebook Live you can then DM them to get their cell phone and email for proper follow up and boom you have a warm lead.

The other benefit of this is, IT’S FREE FOR YOUR DEALERSHIP!!!

It has never been easier to make your marketing dollars stretch in business. By using social media and all of the free tools we have at our exposure, dealerships can really ramp up their marketing and save money at the same time. One of our clients we implemented a digital marketing campaign for spent 80k less on their marketing than the previous year while selling more RV’s then they have in the 45+ years they’ve been in business.

By simply switching your marketing budget from old techniques and traditional marketing into a digital marketing and social media campaign you will see double the results for typically less money than you’re used to spending.

Start taking advantage of live video and see how it helps your dealership and sales team sell more RVs. You will thank me for it later.

Want more tips on better digital marketing for your dealership? Read our blog 5 Internet Marketing Tips For Better Business

why you need a sales funnel graphic

Why You Need A Sales Funnel

A lot of companies take the approach that if they build it customers will come, and this is not the case. From brick and mortar locations to business websites; you can tell a lot of them lack a good sales funnel and direction. If you just build your website or business with no direction and no way to convert your traffic to customers then you’re going about business the wrong way. The truth is you need a sales funnel.

Sales Funnel (also known as a revenue funnel or sales process) – refers to the buying process that companies lead customers through when purchasing products. A sales funnel is divided into several steps, which differ depending on the particular sales model.

In basic terms, a sales funnel is the process that your company follows to take potential customers to buying customers.

Most businesses go out of business because of 2 things, they do not have enough attention and they do not have enough cash flow. As I am sure you have heard before, “You may have the best product or service on the planet but if nobody knows about you then who cares?”

I am going to add something to this old saying because I think it is a little off. I believe the saying should go, “You can have the best product/service in the world but if nobody has heard of you or you can’t close the deal then who cares?”

I think this is more fitting because a lot of people believe that by simply having the best product/service or the cheapest price that it will sell itself, and this is not true. To be a successful company you have to have the best product along with a great sales funnel. By implementing a solid sales funnel into your customer acquisition process you will start to close more deals which will increase your cashflow and attention.

Now, you might be curious how a sales funnel is going to increase your attention but the truth is it does. By taking your customers through a dialed in process that is designed around getting your customer what they want, it will make for a good experience and a new customer. As your company gains more happy customers they will spread the word about your product/service and you will have the sales process to turn new traffic into buying customers as the cycle continues.

That leads into the fact that most companies on the market are not taking advantage of the current traffic and attention their product/services are getting because they are not optimized to convert this traffic from a viewer to a buyer.

Think about it.

You go into a retail store and the “sales associate” will ask you questions like, “Can I help you find something?”

As we mostly reply, “No thanks, I am just looking.”

they will then say, “Ok, let me know if you need anything.”

We say, “Ok. I will.”

then we leave the store empty handed while they keep folding clothes on the racks. This is an example of a missed opportunity and a terrible sales funnel.

Side Note: This isn’t just happening at retail stores…

What makes this even worse is companies will spend a lot of money on their marketing to get a customer into the door or onto the website and then the website or store will not be optimized to turn these viewers into buyers. To me this is putting the cart before the horse and a waste of precious marketing dollars that will inadvertently increase your customer acquisition cost simply because you lack a sales funnel.

The truth is that if companies would pay more attention to optimizing their sales funnel, they would close more deals and have happier customers. 

By closing more deals and turning your customers into brand advocates you will be bringing more attention to your company by having more people talk about you. You’re showing your customers that your product is awesome and that it is easy to do business with your company and your brand advocates will start to refer your comapny more and more. They will start to tell people where they bought their products from and what salesmen helped them find it, instead of sending customers away.

You’re only as strong as your weakest link so make sure your weakest link isn’t your sales funnel! 

The scary thing is, a lot of companies I analyze have a terrible sales funnel with an awesome product and it is holding back their business.

On the flip side, what this means for companies who have a strong sales funnel and a great product is that you’re ahead of the curve. While most businesses are trying to figure out how to bring in more customers and increase their cash flow, you will be closing a higher percentage of your current traffic which will increase your attention and sales.

Every company should focus on taking every single viewer/prospect through a sales funnel and follow up process till they turn into a customer. The way you do this is with a solid sales funnel and an optimized company.

Stop wasting your traffic and turn it into cash flow! 

One of the first things you should look at when you’re analyzing your sales funnel for a website is if your site is designed to capture your viewers information. A lot of websites I come to do not have enough call to actions. Call to actions are designed around getting your customer to give you their name, email, and phone number which is all information you need before you can make a sale.

The fact is, you will never gain a customer without gaining their information. Your website needs to be designed to create internet leads by gathering your viewers name, email and phone number so your sales team will be able to follow up with them. Once the internet lead hits the salesmen, the salesmen needs to have a sales funnel and follow up process that they can take the internet lead down till they become a customer.

Side Note: Having an optimized website will also increase the number of buyers who will simply buy because of the information your website provides.

As more and more leads come in to your salesmen and as they get better at the process, they will start to close more deals and you will start to see exponential growth instead of wasted traffic.

When it comes to a brick and mortar location, you should focus on training your current salesmen how to take your customers through a sales funnel instead of just asking if they need help. Your salesmen should be engaging with your customers and asking questions to figure out what brings them in to the store today. Once your salesmen finds out what the customers needs are, they should then take them to the products and make sure the customer has everything they need before they leave.

These simple tweaks to your sales funnel will make a huge difference to your cash flow and customer acquisition. 

Now, these are just 2 minor examples of how to adjust your sales funnel but I hope this will help you understand the importance of optimizing your sales funnel because if you get more attention but have a terrible sales process then you’re just wasting time and money.

what customers want, sales, sales tips, what customers really want

What Customers Really Want From A Salesmen

Sometimes it is painful to go into a dealership or a business and hear the pitch some of their salesmen are throwing at me. A lot of them start talking about dogs, family, and life before closing the deal, and its one of my pet peeves. Please stop wasting your breath and learn what customers want from their salesmen!

Your customers are coming to you because you’re the EXPERT!

They do not care to talk about anything other then how you’re going to provide them with a turn-key solution to their problems. It’s as simple as that. Stop wasting your time on topics that have nothing to do with how you’re going to solve their problems because thats what customers want!

As the great Albert Einstein has said “Make things as simple as possible, but not simpler.”

What you have to figure out as the business owner is what issue(s) your product/services are fixing and sell to your customer based off of these rewards. Instead of pitching all of your services to your customer, sell them your turn key solution that is going to fix their biggest problems and you will close more deals.

Customers are coming to you because you’re the expert in your field and they trust you can solve their most frustrating issues.

So what can we do as salesmen and business owners?

Ask more questions! A lot of the time I talk to salesmen and business owners and they can not tell me about their actual customer. A lot of them talk more then they listen and they do not truly understand why their customer is even looking for their product/services.

What you should do as a salesmen is keep asking questions and really listen to what your customer wants.

Ask them how, what, when, where, and why they are looking for your services so that you can truly understand their needs. Get them talking for a good 10 minutes on why THEY are looking for your company and what problems they are looking to address.

Once you have a good understanding of your customers TRUE needs, you don’t have to just “pitch your services”. You can now show them how your product/services are going to fix their problems and they will give you their business.

Implement this simple technique into your sales process and you will be sure to close more deals!

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