CRMTips and Tricks for Better

Decision Making

CHOOSING THE RIGHT

• What you should (and should not) expect

from a CRM.

• How to choose the best CRM for you

• 5 important steps, from evaluating

your staff and your goals to questions

you should ask your CRM Vendor

!!!

• Removing the roadblocks to success.

This Presentation will show you:

What should you expect from a CRM?

Choosing the Right CRM

Customer Relationship

Management, or CRM, is broadly

defined as

the process of

understanding, collecting, and

managing

all of the information relating to a customer.

Quickly respond to internet leads.

Manage your customer data effectively in

order to increase your customer base.

Ensure effective long-term follow up.

Provide accountability of your staff.

What should you expect a CRM to do for you?

Retain customers longer and turn them

into repeat customers.

Get more referrals from your existing

customers.

Show you your strengths and weaknesses.

What should you expect a CRM to do for you?

Make you a champion.

Run your business for you.

Correct bad sales behavior.

Make your sales staff embrace new

systems, processes and applications.

What should you NOT expect a CRM to do for you?

Step 1: Determine what you need. What are your goals? Which aspects of your sales process can be improved upon?

Choosing the Right CRM

To add a mobile solution to the sales process. A more timely way to manage all my leads. A place to store customer references & referrals. Better strategies for relationship building. To more quickly and easily find customer contact and deal info.

To see where my leads are coming from—my ROI. To track what my sales staff is doing all day—accountability. To know what appointments are scheduled daily and weekly. To set up structure and follow-up reminders for my staff.

Step 2: Create a plan. What do you have to do to get ready for a new CRM system at your dealership?

Choosing the Right CRM

Purchase new computer equipment and/or

upgrade existing hardware if needed.

Appoint a “champion.”

Determine which aspects of the process to

make mandatory, and how to enforce them.

Conduct a staff meeting to set expectations.

Step 3: Evaluate the skill levels of your sales staff in order to choose a CRM to match.

Choosing the Right CRM

Are they technically proficient and will need

little training & support?

Do they have adequate computer skills and will

do well with just basic training?

Will they need intense training and daily

support?

Step 4: Determine your baseline performance, so you can measure improvement.

Choosing the Right CRM

Closing percentage on demos taken

Number of appointments

Percentage of owner retention

Use these stats as a baseline of data against

which to measure progress.

Step 5: What do you expect from your vendor? Questions you need to ask.

Choosing the Right CRM

Is the CRM application web-based or hardware/

software?

Is a long-term contract required?

What is the cost of set-up? How long will set-up

take?

Is there mobile access?

Is the interface easy-to-use or complex?

Will my staff get one-on-one training?

What will ongoing technical support cost?

How will my staff get help when needed?

Does the vendor release updates/upgrades?

Is the application scalable?

Is my data secure & redundant?

Can I export my data in a clean format?

!!

Some CRM vendors offer a dazzling array of features. For many dealers, more features DO NOT mean more benefits.

Psssst…More features usually means more $$$$

KEEP IN MIND

Dealers have a lot of choices. Select a CRM that best meets your individual needs and choose a vendor who will help you reach your goals.

KEEP IN MIND

Ready to see AutoRaptor in action?

www.autoraptor.com Schedule an online demo today and get a

quick quote using our Price & ROI calculator.