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If i could ask, How did you go about attracting more customers in car sales?
Didn't you have to literally just wait for someone to walk into the store? Or Did you devise some type of tactics or strategies to get them into the store?
BTW good shit. Some great nuggets of info. Keep it up!
I would do alot of different things. A few examples...
1. Referral Letters: This is huge. I would send out letters to each of my customers (about every 4-6 months) thanking them for their business and also asking them for referrals. I would include a bunch of my business cards inside of the envelope. On the back of my business card, I offered a $50 check to anyone who referred a customer in to me if they purchased a car. People buy from people that they trust. Having a friend tell them "Yeah, this guy was great. You should definitely buy from him." made me that much more credible and trustworthy. To be honest, the people I would make the most money off of were referral customers. So sending the referrer a $50 check was nothing when I make $1000 off their friend.
2. Flyers: This is something that alot of people over looked. If in store traffic was slow, I would print up a bunch of flyers that said something along the lines of "Come see me and receive $1500 off of your next vehicle purchase! New or Used!" A little psychology trick... Everybody loves getting a deal. Ever see the ads at Best Buy or something where the sale price is actually more than the regular price because people think they are getting a deal? Same concept. I would just tell people that they were getting $1500 off when I was actually marking the car up an additional $1500. A good deal is in the eyes of the customer.
3. Business Cards: ALWAYS ALWAYS ALWAYS carry a business card with you. Whenever I would go out to lunch (you eat out alot in the car business) I would leave my business card in the folder with the servers copy of the receipt. If I ordered a drink at a bar, I would give the bar tender my business card. I also had pens made with the name of my dealership, my name and cell number on there... I would leave them all over the place. I also had t-shirts made in safety colors that I would give to customers that were in construction for their crew to wear (construction workers love free clothes) that had my name and phone number on with a saying something like "If you didn't buy your car from Jay, YOU PAID TOO MUCH!" typed on the back of it. (I have alot of connections. I get printed t-shirts for dirt cheap. They paid for themselves.)The key thing is to remember in sales, you are your own business. You are responsible for your own income so advertise for yourself at every opportunity you get.
4. Internet Sales: I pissed alot of people off at the stores I worked at doing this... But I would take pictures of cars on the lot in a particular price range (say 5-8k) and put them on Craigslist and advertise them with my cell phone number. That way, people would call me directly instead of calling the dealership. Shiesty... I know. But everyone's gotta get paid.
5. Pick up the phone: You wanna know who the best people to sell something to are? People who already know you or who have bought from you before. I am ALWAYS on the phone. To a point where I drive my girlfriend absolutely nuts. I'm always making moves. Making shit happen. As a salesman, your phone is your best fucking weapon and you are a warrior. I would jump on the phone with old customers or friends and say "Hey, I need one more car sold by the end of the day in order to hit my bonus. Do you or anyone you know need a new ride? I'll give you a great deal!" People respect that type of hustle. People will help you out if you help them out.
In sales, at first, you've gotta build up some momentum. You create a small customer base and that customer base gets bigger and bigger. There are alot of growing pains. But you push through it and make it happen. It's like a snow ball effect... Sometimes, the food isn't on the stove and you've gotta go out and hunt for it.
Hopefully that answered your question
I'll make a video about this tomorrow.
CHAT
