Im the 3 primary elements of awebb 010412

Copyright © 2012 TK Carsites. All rights reserved. www.tkcarsites.com.

The 3 Primary Elements of a

Successful Internet Department

and

the 5 Keys to Creating a Profitable

Lead Management Process

Who’s DealerKnows?

DealerKnows: Joe Webb

Wine 101:

DealerKnows: Fundamentals

Understanding Wine

Increases

Your Internet Sales

DealerKnows: Fundamentals

It takes more than grapes.

Understanding

Training

Practice

Passion

DealerKnows: Lead Management

Three variables:

Wine Growing

=

Managing Leads

Terroir.


Know your environment.


Grapes and grape skins.

A Mix of Varietals:

Leads

Technology

Websites

Online Content


Barrels or tanks.

Where People

and

Processes Ferment

Barrels or tanks.


Where People and Processes Ferment

Don’t stop when you’ve made the wine.

Vintages can turn out bad.

What’s important?


Lead Management

Comments are not conversations.

DealerKnows: Social Media

Social Media has a place at your dealership…

Intoxication.

DealerKnows: Sourcing

What are your digital priorities?

Nothing.

Become a Somelier.

DealerKnows: Quality Control

Buying.

DealerKnows: Quality Control

Sometimes you need a professional.

5 Ways a Sommelier Inspects Wine

DealerKnows: Process

Read, Deconstruct, and

Address the Lead

Color.

It’s not all Red and White

Aroma.


Breathe in their

online presence

and prepare

the response.

Taste.


Partake the lead and Respond

Balance/Texture.

Using multiple mediums?

Eliciting positive responses?

Follow-up strategy?

Multiple topics?

Overcoming objections?

Building value?

Confirming appointments?


•Delicate A term used similar to charm but more often relates to the more subtle

notes of a wine.

•Depth A term used to denote a wine with several layers of flavor. An aspect of

complexity.

•Dirty A wine with off flavors and aromas that most likely resulted from poor

hygiene

•Dried up A wine that has lost some of its freshness or fruitiness due to extended

aging.

•Dry A wine that is lacking the perception of sweetness.

•Earthy This can mean a wine with aromas and flavor reminiscent of earth, such

as the

•Easy A term that can be synonymous with "approachable" but more commonly

refers to a wine that is siEdgy A

•Elegant A term to describe a wine that possess finesse with subtle flavors that

are in balance.

•Expansive A wine that is considered "big" but still accessible.

•Expressive A wine with clearly projected aromas and flavors.

•Fallen over A wine that, at a relatively young age, has already gone past its

peak (or optimal) drinking period and is

•Farmyard A generally more positive term than "Barnyard" used to describe the

earthy and vegetal undertones that

•Fat A wine that is full in body and has a sense of viscosity. A wine with too much

fat that is not balanced by aciditys sa DealerKnows: Process

Finish.

Reporting:

Does your lead management

deliver the desired result?

The DK 6 step program for follow-up.

1. Mystery Shop

2. Auto-response

3. Timing

4. Email Strategy

5. Sell Yourself

6. Measure

DealerKnows: Follow-Up

Phone Response Time:

Email Response Time:

Response to Inquiry:Auto-response Usage:

Auto-response Time:

Auto-response Reliance:

Default Auto-response Usage:

Mystery Shop.

step


Mystery Shop.

stepCall Preceding Email:

Shared Price Information:

Shared Multiple Vehicle Options:

Phone Reliance:

Email Reliance:

Inclusion of Sales: Representative Picture


Mystery Shop.

Average Response Time:

Total Response: 94.55%

Phone:

Email:

5:26

5:11

step


Auto: 83.64%

1 min. (median)

Email provided multiple optio20%

32.7%

Auto-response usage:

Auto-response time:

Auto-response reliance:

Default auto-response

usage:

Auto-response.

step


Auto-responders:

step Elicit Contact

or

Build ValueIf they don’t, TURN THEM OFF!


Called Before Emailing: 14.55%

Email provided price: 38.18%

Email provided multiple pricing options: 9.09%

Email use:

Only Called:

Only Emailed:

Included a personal

picture:

step



Email provided price: 45.45%

Email provided multiple pricing options: 7.27%

Called Before Emailing:

Email provided price:

Email provided multiple pricing options:

Email use:

step


Email Philosophy.

stepProvide MSRP

Competitive Price (Showing the savings)

Alternate Vehicles (models as low as…/comparable used)

Link to Inventory (for new)

Link to “Get Pre-Approved Here” (for used)

Set up for the Call

later: send a personal video message or photo


Process methodology.

1st Email: Give them what they asked

for with additional options

2nd Email: Sell yourself right away

with personal picture/video

message

3rd Email: Sell your process

4th Email: Sell your dealership

5th Email: Sell your brand

In all future contact, make sure to ask questions and

offer them something special or interactive

step


Mystery shop results:

step



38.18%

Email provided 3pr38.2:

14.55%

Email provided multiple pricing options:

One hour email response:

Email Reliance:

Phone Reliance:

Inspect what you expect.

step


Monitor

Police

Measure

DealerKnows: Thanks

Joe WebbPresident and Founder

DealerKnows Consulting

DealerKnows.comVirtualDealerTraining.com

847-456-5130

Twitter/zonewebb

LinkedIn/josephwebb

Im the 3 primary elements of awebb 010412

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