1. The Next Level of Business Development

2. Why did we create the BDC?

3. To address communication gaps and increase opportunities for growth

4. Business Survival Centers
Most BDCs are actually
Business Survival Centers
Inbound Calls
Inbound Leads

5. What’s Missing?

6. BDCs Need to Develop Business
Inbound Sales & Service Calls
Inbound Internet Leads for Sales & Service
Unsold showroom prospect follow-up
Declined service customers
No-show sales & service appointments
Customers in equity
Customers lease expirations
CSI follow-up
BDCs Need to Develop Business

7. What’s STILL Missing?

8. Salespeople Must be
Business Developers
Inbound Calls
Inbound Leads

9. Grow Business Through Sales Team’s
Circles of Influence

10. Your Team’s Potential Reach

11. Customer Remembers Me

12. Make Notes in your CRM Importance of the CRM tool….
Are you making notes in your CRM on your customers? Just ask and add info to your CRM
Customers appreciate it.
Importance of the CRM tool….
Ensures the team has access to the info
Ensures that every lead is handled (no lead left behind)
Opportunity to stay connected to customers
More???......
Make Notes in your CRM

13. Just Like the Old Days

14. The More Information, The Better

15. Connecting Online is Easier Than Ever

16. Will Cedric Buy From the Same Salesperson Again?

17. Brand Loyalty of Online Shoppers
Switched brands with their last purchase
Loyal to their previous brand
First Time Buyers
Brand Loyalty of Online Shoppers

18. Connection is Opportunity

19. And There Are Many Ways to Connect

20. How to Build Your Connections

21. Have a Daily Social Hour
With your Sales & Management Team

22. Everyone Becomes a Business Developer

23. Introduce New Daily Routines
25 s
15 Calls
10 Social Contacts
10 s
5 Calls
5 Social Contacts
5 s
3 Calls
2 Social Contacts
Introduce New Daily Routines

24. The Math Behind The Routine
50 Daily Contacts
x 24 days
= 1,200 per month
x 12 months
= 14,400 contacts per year
20 Daily Contacts
x 24 days
= 480 per month
x 12 months
= 5,760 contacts per year
The Math Behind The Routine

25. 50
Daily Contacts 20
Monthly Sales =
The Closing Average

26. What Should My Messaging Be Like?

27. Management Driven Content

28. With a Daily Marketing Task List
Guide Your Sales Team
With a Daily Marketing Task List

29. Example Messaging Inventory Update: Vehicle Specials:
Just traded for a 2012 Mustang GT with 23K miles – One local owner, clean Carfax…
Vehicle Specials:
These 5 vehicles have had a recent price drop...
Incentive Update:
1.9% Interest and $2,500 rebate on ______ models…
New Owner Clinic:
Message new owners from the last 3 months…
On the Lookout for These Vehicles:
We need _____ vehicles… Ask your current owners if they’ll trade…
Example Messaging

30. ”Hi Julie, I’m emailing about your request on the 2016 MINI Countryman
”Hi Julie, I’m ing about your request on the 2016 MINI Countryman. This is David at Local MINI and I’ve got updated pricing and trade information for you and can cover it in a quick call.”
Example

31. She’s been asking about you all day!
Example Text

32. ”Hi Julie, I’m calling about your request for pricing on the 2016 MINI Countryman. This is David at Local MINI and I’ve got updated pricing and trade information for you and can cover it in a quick call.”
Example Voic

33. Example Postcard Hi Jared,
Thanks for asking for info on the MINI Cooper Countryman. I have updated pricing, trade value and payment information for you if you have a moment for a call at I’m also text & friendly!
David Kain
Example Postcard

34. 1:1 Relationship Building – Thanking New Customers
Example Twitter Post
1:1 Relationship Building – Thanking New Customers

35. 1:1 Relationship Building – Favoriting/Retweeting Customer Posts
Example Twitter Post
1:1 Relationship Building – Favoriting/Retweeting Customer Posts

36. Example Facebook Posts
1:1 Relationship Building

37. Example LinkedIn Posts
1:1 Relationship Building – Endorsing Clients

38. Example YouTube Channel
Personalized Content

39. Coordination is Key

40. Your Dealership’s Potential
10 Team Members
50 Daily Contacts
= 500 per day
x 24 days
= 12,000 per month
x 12 months
= 144,000 contacts per year
10 Team Members
20 Daily Contacts
= 200 per day
x 24 days
= 4,800 per month
x 12 months
= 57,600 contacts per year
Your Dealership’s Potential

41. What would it cost to communicate 1:1 with 144,000 people?
It’s Free

42. Other Ways to Improve Your Social Game

43. With Online/Offline Communities
Get Active
With Online/Offline Communities

44. Be the Best Version of You

45. Make me like you
Be Adorable

46. Work to Change Habits

47. Does your Dealership Provide Upfront Pricing?

48. Join the Idea Exchange

49. Thank You! David Kain Todd Smith David@kain.auto 859-533-2626