This blog is dedicated to new salespeople. In it, I’ll give you 5 surefire tips for getting your momentum going fast.
Have you decided that selling cars is the career for you? Now what? Well, there will be sales training by one of the managers or trainers at your dealership, but there are steps you can take to catapult your first few months of learning.
Think about the people who love you and trust you. Who are they? The people in our lives are there for a reason. We are the same in one way or another. Usually, we are drawn to people with similar integrity levels, and this is exactly why this tribe of yours will be your first customers. You’ll get to practice on them with no fear of judgment – but more on that later.
Let’s get started on the 5 surefire tips now!
- Set up a business Facebook page. This will act like a website for you. You will post daily and use this page build a group of loyal followers.
- Create a great cover photo for your page using Canva.
- Your profile pic should be an image of you wearing your dealership shirt.
- Use video daily; Facebook loves video.
- Invite all your friends to like your page (use an “Invite all” Chrome extension).
- Write down your goals. You can’t get where you’re going if you don’t know where you want to be.
- How much money would you like to make?
- How many sales will that take?
- How much per copy to reach that?
- How many ups/opportunities to get that many sales?
Think beyond the money. Consider the things you want in life. In a recent article, I wrote about dream-building, and this piece may help you with this portion. Read it here
- Break down your goals into achievable daily tasks. You can’t jump straight to the finish line.
- If you need 45 opportunities per month to reach your goal, how many is that per week/per day?
- How many of those opportunities do you NEED to demo?
- If no one drives onto the lot, where will you go today to get in front of someone?
- How many calls per day to new prospects will you make?
I know this seems intense, but if you’re just showing up, hanging out in the huddle and waiting for a sale to show up, are you a salesperson or an order taker? Your goals are important to you and your family, so your success must be a foregone conclusion. And you will succeed! This video outlines “Crushing Your Goals” – watch it here (https://www.youtube.com/watch?v=fm-gJJAxui8&t=26s).
- Call your friends and family. They want to help you succeed!
- Don’t leave anyone out. Call them all!
- Ask for the business, or ask for a referral.
It should go something like this:
“Hey Aunt Helen, this is Joey. I’m calling today to let you know that I just took a position with ______________________________. I’ve completed my training, and I’m now a sales associate. I want to make this my career, and I know you’d want to help me. So I was wondering: are you in the market for a newer vehicle?”
- Great! I’d love to help you get the best deal ever. I have special pull here! When can I set up an appointment for you to come and test-drive some vehicles?
- No problem. I know you haven’t had your car for very long. Do you have any friends who might be in the market in the next 30-60 days? We have a great referral program. If they’re going to be buying a car anyway, you might as well make some money for referring them to me.
- Great, who would that be? (Gather as much info as possible)
- Okay. Well, would it be okay if I bring you some of my business cards? When one of your friends mentions buying a newer vehicle, you could give it to them. You’ll still get a referral bonus from me for referring them.
Now, after a few of these calls, it becomes very easy. Everyone needs a car, and they should buy it from a trusted advisor like you instead of gamble on someone who doesn’t have their best interests at heart.
- Follow up. If you’re only average at sales, but great at follow up, you will ROCK!
- If you demo a vehicle and they don’t buy, schedule the next 5 calls with them. Plan them out.
- Have a reason for calling before you start dialing.
- While you have them on the phone, set them up for the next call – (Mr. Jones, I’m going to make some calls and see if I can find the right vehicle for you. Give me a couple of days. I’ll call you back on Thursday.)
- When you call them back, have the info you promised them. This may require you to be really good at putting notes into your CRM. Learn to do that, and you’ll be 10 steps ahead of everyone else at your dealership.
- Once you’ve done the legwork, schedule a time for them to return.
- Be prepared for them when they show up – and close that sale!
In this article from LinkedIn, I share about the art of the follow-up
You made a great decision. Automotive sales, done right, is a very rewarding career. Have integrity, behave honorably and build a legacy.
Robin Wilson is the co-owner of SCP Agency
She is a self-proclaimed social media guru and specializes in social marketing for auto dealerships. She has also been instrumental in teaching auto dealerships how to market through social media to their existing database and shows them how to make sure that they do not become victims of conquest marketing. She is a marketing coach to all and has become a leader in Facebook marketing strategies in the U.S.