1. BZ Results…
Digital Marketing Strategy.

2. Key Metrics Unique visitor count (Marketing - SEM)
Conversion Rate (Website)
Appointments Set (People & Process)
Appointments Show (People & Process)
Appointments Sold (People & Process)
Measure cost per vehicle sold!
Great Website (Technology)
+Great People & Process
GREAT RESULTS!

3. Process Challenges Buying cycles range from 1 minute to 1 year
Give a shopper what they want and they may (will) still shop your dealership
We miss the customer (no show)
Buyers didn’t spend 4 hours online to sit through the same old process

4. Process Challenge #1 Buying Cycles Range from 1 Minute to 1 Year
50% of All Leads Take Over 2 Weeks To Buy
Buzz1 Buzz2 Buzz3
You might have a plan for 1 minute, 1 hour, 1 week but then what?

5. Process Challenge #1
Do you have a plan to follow leads for many months?
Does your plan require someone to remember or take the time to do anything?
Have you automated phone s and phone calls?
Do you deliver the right message at the right time or does your dealership blast s?

6. Shoppers ask four questions 80% of the time
Process Challenge #2
Give a customer what they want and they may (will) still shop your dealership
Shoppers ask four questions 80% of the time

7. Process Challenge #2 Do you have? How much is it?
What is my trade worth?
What’s the catch?
86% will buy something different than they asked for
What we know in advance we do in advance

8. Process Challenge #2 3 Step Process
Use benefit request to gain permission to ask questions and take the lead
Explain the process
Answer the question (T.O.)
Help the customer find the right vehicle and you will have a happier buyer and more…
Role Play, Role Play, Role Play

9. Can you believe some people don’t show up for an appointment
Process Challenge #3
Where is your customer?
Can you believe some people don’t show up for an appointment

10. Process Challenge #3 Appointment Confirmation Who? When? How? Why?
If you don’t confirm appointments where
might your customer buy?

11. Buyers went online to get something different
Process Challenge #4
Buyers went online to get something different
M.A.D, meeting insures we exceed expectations

12. Process Challenge #4 M.A.D. Meeting What is the goal?
Who should attended?
When should they take place?
What happens if we don’t plan?

13. Process Action Plan
Design an automated process that follows leads for months not days
Practice and prepare to tackle 80% of the questions your customers will ask
Create a process to increase your dealership show ratio
Get started going M.A.D. now

14. People Challenges Finding the right number of people
Getting the most out of those people
Finding people

15. People Challenge #1 Model A
Sales consultant follows lead from start to finish
Each consultant has the access to the tools to do the job
leads per consultant
Big Pro: No hang-ups with hand offs
Big Con: Consultants put the cart ahead of the horse
Model B
CRC consultants sell appointments not cars
leads per CRC team member
The team is part of the sales team not separate
Big Pro: Dealership can manage every oppurtinity
Big Con: Too many cooks spoil the soup

16. People Challenge #2 Get the most out of your team M.A.D. meetings
Concierge in each showroom
Automated reporting
Good fences make for bad digital marketing.

17. Where do you find good people?
The Big Challenge
Where do you find good people?
What is the definition of insanity?

18. The Big Challenge Start Close to Home Internal Customers
Current Customers
Local community
To find good people you must first find out what happened to the ones you had

19. The Big Challenge Measure what you want to manage Turnover analysis
Exit interview
E.S.I.

20. People Action Plan Find a model that works best for your dealership
Utilize accurate reporting to get the dealership leadership involved
Begin to measure your E.S.I and build a local recruiting strategy

21. Critical Next Steps Team meeting Find a S.E.M. partner
Find a website partner
Find a automated ILM partner
Build a suite of multi-media templates
Hire a training and consulting partner OR
Call BZ Results Today

22. Your All-terrain Solution
SEARCH ENGINE
MARKETING
DIGITAL
MARKETING
CONSULTANT OR

23. Thank You! For a FREE Research Report or eCRM Business Plan
Contact: Stephanie Randall