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How To Get More Leads,

More Sales And More Gross

Today

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more traffic your advertising could be generating using this

secret formula.

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2 | Traffic Institute | WARNING: 6 Costly Mistakes Dealerships Make In Google Adwords

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How To Get More Leads, More Sales And More Gross Today | 3

Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 04

How To Get More Leads, More Sales And More Gross Today . . . . . . . . . . . . . . . . . . . . . . . . . . . 05

An Unconventional Way To Attract A Steady Stream Of New Customers . . . . . . . . . . . . . . . . . 07

Reap The Benefits Of Repeat & Referral . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 09

Increase Gross And Pull Big Profits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

TABLE OF CONTENTS

Traffic Institute | 4

As business owners ourselves, we know that the most important thing you can do when running your business is to develop an actionable plan for growth. In fact, we believe that a growth plan is so important that each quarter we spend two full days in an off-site meeting with the leaders of our company working on ours.

Now, we understand that devoting that amount of time might seem like a luxury to some of you. And a luxury you can’t afford at that. But we know that you are also hungry for more leads, more sales, more growth—essentially you need an Avalanche Of Opportunities.

HOW TO GET MORE LEADS, MORE SALES AND

MORE GROSS TODAY

1. Attracting new business 2. Increasing repeat and referral business 3. Increasing grosses


What we want to do in the following pages is to put your mind in the right place and show you a way to think about growing your business that will make your job infinitely easier. Not only that, but these methods will cost less and help you grow your business exponentially. It’s a simple, three-pronged approach that consists of:

But there’s one catch, these tips and tricks aren’t for your average Joe Shmoe who’s happy just getting by selling the same number of cars he’s been selling every month since he got into the business. No. These are advanced techniques that take real commitment. So if you’re a serious businessperson who really wants to sell more cars and make more money, then you’ve come to the right place because these are the same techniques we use with hundreds of dealers across the country to help them do just that, month over month and year over year.


AN UNCONVENTIONAL WAY TO ATTRACT A STEADY

STREAM OF NEW CUSTOMERS

Customer attraction is not conventional. In fact, most automotive marketing actually repels customers rather than attracting them because it all looks the same. By doing all the common, ordinary things that everyone else does, your advertising makes you less attractive and more of a commodity. By including price and payments, listing vehicle inventory and running the same old, lame old messages that look and sound like all the other car dealers you give customers no reason to choose you over the next dealership.

People want and need a buying preference, which means you need to show them that you are different, that you are special and that you are a cut above the rest. When you differentiate yourself like this, prospects will be pulled to you as if by a powerful, natural force.

To create a buying preference, you must ask yourself why somebody shopping for a car today, when they have a thousand options, should choose you? You should be able to answer this question quickly, right off the top of your head. And the answer should be strong. Powerful. If you can’t, then you’re missing the boat.

And if the best thing you can come up with is service, years in business, low price or good inventory, then you’re not much better off. The hard truth is that these things don’t matter to your prospects. They may make you feel good, and that’s fine, but they don’t sell cars. Why? Because these are the same reasons every dealership gives, so it doesn’t help you stand out, and it won’t help you sell more.

WHYCHOOSE

YOU?


HERE’S THE REALITY:Everyone would like to upgrade their vehicle

but there’s something keeping them from moving into the market, a problem. But if you

can create a benefit they’ll get out of choosing your dealership by solving these problems and a reason for them to visit you RIGHT NOW! Then you’ll push them into the market and create a whole new pool of customers. Plus, when you do this, you’ll make it impossible for them to

compare your dealership to any other dealership. It will become an apples-to-oranges comparison, and you will emerge as the only, obvious choice.


Once you position yourself as THE dealership in your market, you’ll have a steady stream of new customers month after month who only want to do

business with you. They’ll be so passionate about working with you over any other dealership that they’ll actually be willing to pay more for the same car because they’re buying more than just a car. They’re purchasing an experience.

Getting new customers is obviously very important, but it’s also very expensive. By only focusing on finding new customers, you’re missing out on a ton of untapped opportunities that are actually less expensive than getting new customers. That’s why it’s so important that you work to grow your repeat and referral business.


We can tell you right now that the most underutilized resource at your dealership is your existing customer base. Your past customers are the low hanging fruit that can mean huge opportunities for income. By constantly marketing to them and communicating with them after they leave the dealership, you can build a relationship with them. And by sending them entertaining, eye-catching information that interests them, you have the opportunity to strategically place offers in front of them that are carefully crafted to draw them back to your dealership. The result is that you can easily and quickly increase your return and referral business. It’s powerful!

Why?

Because they already know you. They already like you. And most of all because they already trust you.

REAP THE BENEFITS OF REPEAT & REFERRAL


You see, in every transaction that ever occurs there’s a wall that exists between the buyer and the seller. In some purchases, it’s bigger than others. When it comes to buying a car, that wall is HUGE because the media and pop-culture have made car dealers out to be the bad guys. (Just check out a quick Google search for “car dealer”. Or worse yet, “used car dealer”). Add that imagery to the fact that a car is the most expensive purchase some people will make in their life, and you end up with some very nervous prospects. So at the beginning of each transaction, you have to climb this wall. But when you market to your existing customer base, that wall is much smaller. In some cases, the wall may even be non-existent because they’ve already done business with you and you kept that relationship alive. Relationship is key.


So how do you do it?

We recommend gathering your database, so that you touch base with them on a regular basis. A monthly newsletter with current content is one way to do this. Post cards and Christmas cards are another. Or you avoid mailing costs by putting together an email blast.

We recommend communicating with past customers at least 12 times a year. And you’ll find that you have greater success when you send them useful or entertaining information alongside offers as opposed to pure marketing materials. Remember, you want to keep that human-to-human connection alive.

But repeat business isn’t the only way you can benefit from building relationships with your past customers. When past customers have a positive experience with you, they are much more likely to refer their friends and family to you. But when it comes to referrals, you have to earn them by providing a unique and exceptional buying experience, ask for them and reward for them.

Even if you think that you’re already getting a lot of great referral business, we’ll bet you could multiply it just by asking and rewarding for it.


In the modern world of being a car dealer, generating higher grosses is a common struggle. Part of the problem is that this business is incredibly transparent. The Internet has made it possible for people to know exactly how much you paid for a car. Then, they demand that price, leaving you with zero margins and struggling to make your business work.

But what if we told you it doesn’t have to be like this? What if we told you there’s a better way?

INCREASE GROSS AND PULL BIG PROFITS

One way to do this is by increasing transactional value. And we aren’t talking about expensive add-ons. Instead, increase the value of doing business with you by providing services that no one else provides. First, stop selling cars and START SELLING SOLUTIONS to the problems that are keeping people stuck in cars they hate. Then, position yourself as an expert and a consumer advocate.

When you’re perceived as an expert, you’re going to have less resistance. Plus, you’ll reduce the occurrence of price shopping because you’re removing yourself from the commodity game—what you’re selling is so much more than just a car—which puts you in a better position when it comes to asking for the higher dollar amount. Plus, when you’re an expert, your personal brand will carry tons of weight, which increases trust factors and makes the job of selling easier. The power of it is really unstoppable. It’s a snowballing effect.

Look we’re not posing as sales experts that teach you how to maximize the gross of every vehicle, but we do know that if you position yourself this way you will attract more traffic and be uniquely positioned to increase gross. Just imagine how much extra profit you would get each month if you could increase gross on each car by $1,000 or even just $500. How much per year? How much in five or ten years? The results would be life-changing.


Request Your FREE Traffic Scale Report today to see how much

more traffic your advertising could be generating using this

secret formula.

100% Customized • Simple StrategiesGuaranteed Results

Click Here to Claim Yours

FREE, CUSTOMIZED TRAFFIC SCALE REPORT



Jimmy Vee & Travis Miller are experts on attracting customers, authors of Gravitational Marketing: The Science of Attracting Customers and founders of The Traffic Institute.

If you’re interested in more information on how to multiply the amount of leads and traffic your store is seeing, give us a call right now at (407) 505-6494. Let us show you how you can start selling more now, just call (407) 505-6494.

Travis MillerThe Big Idea Guy

Jimmy Vee The Five Foot High Marketing Guy

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free, customized traffic scale report · 2017. 12. 5. · request your free traffic scale report...

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