Discover Why Dealers are failing their online customers and the five essential steps to keep up with the changes in how your customers buy cars

1. Why Dealers Are Failing
Their Online Customers
The 5 Essential Steps To Keep Up With The
Changes In How Your Customers Buy Cars

2. How Consumers Make Buying
Decisions
How Has The
Internet Changed
The Five Pillars
The Behaviour Of
Missing From
OurDealerships&
Customers
How Does This
Internet Sales!
Impact Dealers

3. How Consumers Make Buying
Decisions
Before The Internet
Dealerships Had Marketing
Strategy Simply To Generate
The Five Pillars
Intent To
Enquiries
Influenced
Outside Of Influenced By Dealership Purchase
Missing From
Purchase Dealership 90% Made
10%
Dealerships
Dealerships Would Rely Upon Sales Tactics To…
• Enter The Conversation In The Buyers Head
Internet Sales! •
•
Understand Their Needs/Wants
Present Vehicles To Build Value
• Explain Pricing Structure and…
• Influence The Sale

4. How Consumers Make Buying
Decisions
Today With The Internet
The Five Pillars
Influenced
Intent To Influenced By Online Sources Or The Dealership By Purchase
Purchase Up To 90% Dealership Made
Missing From
10%
• The Buying Conversation Is Happening Online Not In The
Dealerships
Dealership.
• The Lines Between Marketing Strategy and Sales Tactics No
Longer Exist
Internet Sales!
• We Are No Longer The Source Of Product Information
• Our Customers Are Contacting Us Later In Their Purchase
Decision
• We Need To Find New Ways Of Creating Value & Making The Sale

5. How Important Is The Internet In
The Sales Process?
Over 92% Of Australians
The Five Pillars
Use The Internet To
Research Products and
Missing From
Purchases Prior To
Dealerships
Engaging With Dealerships
Internet Sales!
Source: Cobalt – New Buying Influences

6. Using Old Sales Tactics With
Internet Enquiries Doesn’t Work!
89% Of Consumers Are Unhappy With How
Dealerships Manage Their Online Enquiries.
The Five Pillars
Missing FromBiggest Complaints Are….
The Three
Dealerships
• Poor Response Times
• Lack Of Follow Up
Internet Sales!Of Transparency
• Lack
Source: Cobalt – New Buying Influences

7. Your Customers Have Evolved
…Don’t You Think It’s Time
Your Marketing And Sales
The Five PillarsToo?
Evolved
Missing From
Dealerships
Internet Sales!

8. The 5
Essential
Steps To Keep
Up With The
Changes In
How Your
Customers
Buy Cars

9. What Consumers Really Want
Your Customers
Desperately Want
The Five Pillars
Someone To Lead
Missing From Through The
Them
Dealerships
Buying Process and
Internet Sales! It Easy For
Make
Them To Buy

10. The Internet Sales Evolution
Step 1- Create Company Culture That
Understands New Buyer Behaviour
• What’s The Five Pillars Internet Enquiries
The Attitude Towards
• Eliminate Beliefs That Are Limiting Sales
• Missing From
Be Proactive Not Reactive
• Dealerships
Understanding New Buyer Needs
Internet Sales!

11. The Internet Sales Evolution
Why Culture Is Vital
The Five Pillars
Potential Affects Actions
Missing From
Affects
Affects
Dealerships
Internet Sales!
Beliefs Affects Results
Poor Beliefs Among Your Sales Team Restrict
Your Potential, Their Actions and Your Results

12. The Internet Sales Evolution
Step 2- Complete Online Sales Strategy
Tactics – We’ll List Our Cars On The Internet
The Five Pillars
and Let The Sales Team Do The Rest
Missing From
Where As…
Dealerships
Strategy – Looks To Maximise Enquiries &
Sales Conversions By Treating The Internet as a 24
Internet Sales!
Hour Sales Person

13. The Internet Sales Evolution
Step 2- Complete Online Sales Strategy
Consider The Following…
The Five PillarsOnline Reputation
• Your Online Personality
• Your
Missing From Car Lead Strategies
• New
Dealerships
• Used Car Lead Strategies
• ProvenSales Systems &
Internet Sales!
Scripts
• Performance Benchmarks
• Accountability Measures

14. The Internet Sales Evolution
Step 3- Online Presence
• Where Are Your Customers Searching
•
How Good Five Pillars
The Do Your Listing Look
Have You Got The Right Message For Your Market
•
• How Missing Your Sales Team Up For Success
Can You Set From
•
Dealerships
Why Would Someone Enquire With You
• Why Would Someone BUY From You
• HowInternet Sales!
Else Can You Engage
With Your Customers Online?

15. The Internet Sales Evolution
Step 4- 8 Key Ingredients To Sales Success…
• Proactive Sales Team
• Pull Selling Not Push Selling
The Five Pillars Phone Scripts
• Proven
Missing From Up Procedures
• Outside Appointments
• Follow
Dealerships
• Accountability
Internet Sales!
• Performance Benchmarks
• 30 Critical Minutes

16. The Internet Sales Evolution
The Five Pillars
Missing From
Dealerships
Internet Sales!
Source: Brad Sugars – Action International

17. The Internet Sales Evolution
Step 5- Accountability
Set Benchmarks & Hold Team Accountable For…
The Five Pillars
• Response Times
• Appointments
Missing From
• Outside Appointments
Dealerships
• Closing Ratio
• Gross Profit
Internet Sales!
• Finance & Aftermarket
Penetration

18. The Process Of Change
If You’re Serious About Selling More Cars
1. Commit To Improvement
The Five Pillars
2. Define Goals and Know Your
True Potential
Missing From 3. Implement Proven Formula
Dealerships Processes Until We
4. Monitor Results
5. Refine
Internet Sales! Potential
Reach
6. Maintain New Standards

19. Case Study – Gary Cricks
Maroochydore
July 2012 – Used Cars
• Converted 9% Of Internet Enquiries Into Sales
Resulting In7 DealsPillars
The Five
Missing From
• No Clear Strategy Or Sales Processes Specific For
Internet Leads
Dealerships
• Sales Team Weren’t Interested In Internet
Internet Sales!
Leads, Preferring To Wait For Walk
in Enquiries (Reactive)

20. Case Study – Gary Cricks
Maroochydore
How They Evolved
1. Improved Quality Of Listings With Better Photo’s and
Comments That Sold Dealership Benefits
The Five Pillars
2. Changed Auto Response Sequence To Align With Buyers
and Start To Build Value
Missing From
3. Developed Clear Dealership Benefits
Dealerships
4. Implemented Performance Benchmarks
5. Implemented New Sales Scripts
Internet Sales!
6. Improved Internet Sales Processes
7. Implemented Weekly Training
8. Held Sales Team Accountable

21. Case Study – Gary Cricks
Maroochydore
September 2012 – Used Cars
1. 48% Of All Enquiries Resulting In Face To Face
Appointments
The Five Pillars
2. 70% Of Appointments Resulting In Sale
3. Overall Closing Ratio Of 32%
Missing From
4. Over 20 Deals (An Increase Of nearly 300%)
Dealerships
5. Proactively Helping Customers With Buying
Process
Internet Sales!
All Within 60 Days And Still There’s Room For More Growth

22. Where To From Here
If There Was No Risk To
You, OnlyFive Pillars You
The Upside Would
Missing From
Want Your Internet Sales To
Grow Dealerships 300% In
By As Much As
The Next 3 To 6 Months?
Internet Sales!

23. Where To From Here
Call Us Now To Arrange Your
No Obligation
The Five Pillars Sale Audit
Internet
Missing From (Valued At $247)
Dealerships
Let Us Look Into Every Aspect Of
Your Internet Sales and Identify
Internet Sales! Any Areas For Rapid
If There’s
Growth.

24. Call Us Now
Mat Boyle
Director
Phone:The Five Pillars
07 5477 0811
Mobile:Missing From
0431 636 706
Dealerships
Email: Mat@SMSMarketingMachine.com.au
Internet Sales!
Web:www.NewRulesOfSelling.com.au
All Results Are Guaranteed!