Buying a used car is always a good choice when you are on a low budget. If you are looking forward to buying a car and you don’t have enough cash, I will always advise you for the used one. In Nigeria for example, most people drive used cars.
In the act of purchasing used cars, there are things you must do in other to make sure you don’t buy a stolen, salvaged car, a faulty car among other side effects of buying a used car.
Things to check when buying a used car.
There are so many things you should be on the lookout for when buying a used car, they include verifying the VIN, the condition, etc.
Check the Vehicle Identification Number: Vin Number is a unique number that every car bears that is used to check everything about the car. You can check the year of manufacture of any car, the accident history, service history, etc.
To get every detail of the car since its production, copy the VIN and paste it on https://vincheck.info/check/vin-check.php Or you can search for this keyword on Google. “Car VIN Checker”, you will see so many websites that you can key in the used car VIN and get the reply immediately.
Details you will get obtained when you check your car VIN include: accident history of the car, the theft report, flood history, maintenance history, etc.
It’s worthy to note that most cars involved in accidents in Africa don’t have a record of that because there is no database to record such occurrence.
Check the exterior for dents and scratches: I strongly believe that you didn’t go to the dealer to buy a scrap car, so its good to carry out a thorough check on the exterior of the car. The exterior should be as clean as new. Even if they had to spray the bumpers, it’s ok as far as the car is in a very good condition.
Check beneath the car rust underneath: This is very important, I always advise my clients no to buy any car with rust beneath or any other place. This will reduce the car life span and the worse part is that you can’t fix it, the only way to manage it is to spray it.
Carry out a thorough check on the interior for wear and tear: this is very important, the interior matters a lot, if the interior is not clean and sound, you will never enjoy the ride. Some used car seats are torn and the dealers don’t even mind sewing them up. Don’t consider buying a used car with a bad interior.
Test the engine by turning it on: You will test the battery too to ascertain if it still fit to hit the road. I advise my prospect clients to always go for an inspection so he can be able to identify the hidden faults in the car. He will check the electrical parts, the brakes, the suspension, the transmission, etc.
Test drive the car: Its always good to test drive the car, with this, you can detect some vital faults easily. When you drive it over a long time, check the engine for overheating. Overheating is very bad for a car. This will damage the engine and other parts in a matter of time. Most times, overheating is caused by a low supply of water to the engine, etc.
Confirm all the vehicle documents: This may vary in your country but the main documents are the insurance documents, the tax or customs duty documents, car receipt [note: this should bear the company name], among other car documents. As I said earlier, the documents may vary according to countries. Do well to ask your family or friends about the required car documents.
Buy a car that has retail value: Its always good to buy a car that has retail value. There are most cars that you can resale for 30% of the cost price. I always advise you to buy a car you can resell anytime.
Buy a car that its parts are available for purchase in your locality: So many people might just see a car online and buy it without considering where to get the spare parts. All cars breakdown at some point, be it brand new or used, in this case, if the worn-out part is not available around your community, definitely the car will be unproductive for a long time until you import the worn out part and replace it. Try as much as possible to buy a car that its parts are readily available.
Don’t forget to buy a car that your local mechanics know of: Don’t always buy a car because a car it’s beautiful to your eyes. For example, if you are living in a remote part of Africa and you buy a Bugatti just because you can afford it you will see the dark side of it if the car breaks down. Always make research and ask your local mechanics and auto repair of the cars they can fix easily before opting to buy one.
With this, I hope you are armed with enough information to bargain and inspect a used car. You can do well to check more tutorials about auto reviews and prices here.
If you have any point to add or you have a question to ask, do well and drop it below. We will attend to it with immediate effect.
The best free SEO plugin for WordPress crown is yet to be decided. There are about 49 pages of 1000 SEO plugins to choose from when working on your WordPress website.
Digital marketers and SEO specialists have found it difficult to satisfy the constantly changing Googlealgorithms. With Yoast SEO WordPress plugin, millions of users with the help of other plugins (tools) were able to support their website SEO task.
The WordPress SEO business is expanding and developers are working overtime to outrank each other. The goal is simply to have one WordPress plugin to do most SEO tasks on users’ websites.
In this article, I will discuss six best free SEO plugin for WordPress that will help you handle most of your work, let your website be SEO friendly, dominate your niche and help you with traffic too.
Six best free SEO plugin for WordPress
As you know, there are numerous categories of SEO but will mention just three important ones.
SEO plugin for WordPress helps a lot with on-page SEO tasks like meta tags, URL, Internal linking, content optimization related things and titles.
WordPress SEO plugins are also amazing for technical SEO tasks like redirect, Optimize Robots.txt, optimization, and many more. If you want to know more about technical SEO, click here.
First, let`s classify the six free SEO plugin for WordPress.
On-Page and Technical All in one plugin
On-Page and Technical All in one plugin
The only plugin I will recommend in this classification is Rank Maths.
My user experiences the very first time I used Rank Maths was bad. I was a newbie and never had any experience or familiarized myself with more than one SEO plugin. I was soaked in the utopia of being content with the household name plugins like Yoast SEO and squirrly SEO. These are two great options I have recommended a lot, but with another look into Rank Maths, I knew I found the perfect on-page free SEO plugin for my WordPress website.
Rank Maths is All-in-one SEO plugin that will help you with your on-page and technical SEO task. Rank Maths team have integrated most features of smaller plugins.
Here are some of the features added to Rank Maths you should know.
Easy to follow the setup wizard
Clean and Simple User Interface
Code optimized for speed (Lightweight)
Bulk Edit Titles & Descriptions of All Your Content
Above all, Rank Maths is completely free to compare to other SEO plugins.
The next two best free SEO plugin for WordPress plugins I will mention under this classification are about speed. If your page load 2.5 seconds, that`s an average from Google.
Page speed is important to Google search cause of these two main factors.
Improves user experience
Let us dive into the plugins.
A3 lazy load
This is one of the best free WordPress plugins out there for speed. A3 lazy load help load images and other media faster. This simply means images and other media items won`t load when the user is not scrolling the image(s) or media item(s) on the post.
Short pixel Image optimizer
This is the best free SEO plugin for WordPress for image optimization in 2020. This is the only plugin in my recommendation that wants you to sign up before using the tool. Free users get 100 a month image optimization after sign up.
The main objective of this plugin is to make large images smaller, which results into your website loading faster.
Short pixel image optimization has three options when compressing images. The options are listed below;
Lossy – This gives you the best compression rate
Glossy – I recommend this for balance
Lossless – This gives the best quality
The above picture shows images can be optimized, but the quality is still kept for your images.
If you have images on your website and you newly install this plugin, hover to media and select “Bulk Short Pixel” to optimize all your images with just one click.
Caching is very important for your website. The WordPress tool I recommend for caching is the W3 total cache. This tool is about optimizing your website and saving you tons of space.
The W3 total cache has some cool features like; WordPress W3 total cache Video explained.
Google takes user experience very seriously. Let`s say you are an entrepreneur who owns a store. If a customer walks into your store, you want to please the customer, help them reach a level of satisfaction by making sure they find goods where it ought to be and the payment system is easy. Google wants all it`s users to have a pleasant experience with speed, easy navigation, and user-friendly platforms.
This plugin allows you to create a table of content for pages and posts on your website. After installing this plugin, find any post or start a new one. Scroll down to find the table of content option, check which option you want, and update your post.
Follow the instructions, update your post and the plugin will automatically create a table of content for you.
This usually helps readers and it gives them a wonderful user experience. This plugin can help you improve your bounce rate and time spend on the page by users.
“Off-Page SEO” refers to all of the activities that you and others do away from your website to raise the ranking of a page with search engines.
Off-page SEO really comes down to one major factor, which is high-quality backlinks to your site. The more of these you can get, the better, but, at the end of the day, it’s really more about quality than quantity because you want backlinks from sites with higher domain-authority ratings.
There are different ways you can get quality backlinks and a few are mentioned below.
Guest posting or blogging
Simply creating high-quality and shareable content on a regular basis
Google considers many off-page factors when choosing if and where to rank site pages. Connections are one of those elements, yet there are numerous others. A recommended plugin for this is the Off-Page SEO plugin.
I was a victim of seeing my SEO needs fixing without working on it. Many bloggers, online marketers, and SEO editors are guilty of doing the same.
With a few simple adjustments, you can make a lot of headway in traffic through organic search.
Google and its search traffic are the holy grail of any web-related business. If you want to be found online, Google is the way to do it.
Many brands are throwing money to Instagram influencers to build their presence worldwide. To make money on Instagram, you have to become famous, and that’s what I’m going to teach you.
How to become famous on Instagram
Everyone starts from scratch, but not everyone succeeds. To become famous on Instagram is not so difficult if you understand the science behind it.
Why do people follow someone on social sites like Instagram? Because in one way or another, they are adding value to their audience. If your content can add value to your audience, there is no way that you are not getting thousands of followers on Instagram.
How to get followers on Instagram
Can you get famous on Instagram without any followers? You know the answer. Then let me tell you how you can get thousands of followers on Instagram in no time.
Find your niche
What do you love to do? What interests you the most? Finding your tribe to thrive is essential to build a big audience. If you are not passionate about what you are doing, then you might not get success on a platform like Instagram.
If you are a nature lover and travel writer, then writing about healthy foods will not take you anywhere. It is essential to find your niche and stick to it.
Develop a content strategy
In the beginning, try different things to find the content style and color scheme you need to pick. Once you start getting followers, stick to it because your audience has started loving your content.
Make an appealing Instagram profile
An appealing profile is a door to enter for your audience. Here are some tips to make a profile that will help you become famous on Instagram.
Choose a memorable nickname for your profile
Use your image instead of a logo or upload a bright, recognizable image related to the theme of your profile.
Write an eye-catching bio for your profile. Write about your specialization if you are an expert in any industry. Tell your audience how you will be useful for them.
Create your hashtag as most brands, and big accounts have created it. It will help your audience to get to you quickly.
To become popular on Instagram, provide value to your audience. Only post your best photos, put yourself in your audience’s shoes, and ask yourself if you are interested in seeing it. If the answer is yes, you are good to go.
Respond to all the comments on your photos. When communicating with an audience, be yourself, even if you are trying to sell something to people. Let your followers know what kind of person you are.
Add a call to action at the end of your posts to get more engagement. Like “Do you think the same? or “Have you ever tried it?” Use these kinds of questions to increase your audience activity on your posts.
Instagram is a wonderful place to become famous, but do not forget that the internet is full of negative people too. If you see any negative feedback, don’t take it personally.
Hashtags are powerful tools to get your targeted audience in no time. Use proper hashtags to get noticed by influencers in your niche.
Many people ask me how many hashtags should I use to get more followers? According to research using more than eleven hashtags gets more engagement. But using more than fifteen seems spammy. So avoid using too many and irrelevant hashtags in your posts.
PRO TIP: Don’t use popular hashtags like #love #health # beauty in your posts. Millions of people use these hashtags. Use less popular hashtags based on the interests of your target audience. In this way, your post will have a better chance of being read. In addition to hashtags, you can also use Geotags if they do not concern your privacy.
Success comes from what you do consistently, and if you want to become famous on Instagram, train yourself to show up. Post quality content regularly but avoid posting the same thing multiple times in a row. Many influencers on Instagram recommend publishing 2-3 posts a day with proper hashtags.
Do not be afraid to experiment
When doing something new, pay attention to how this has affected your account.
What is the best time for you to post?
Which are your top-performing posts?
Where the impressions are coming from?
Why are you getting more comments on a particular post?
What is the nature of your audience?
Analyze these things and post more of those things, which are getting more likes and comments. And do not let your followers get bored.
Convert a personal page to a business profile
If you have a good following, then, to get rich on Instagram, you need a business account. With more information upfront, a business account looks more professional than a personal profile. It gives you the ability to access your account performance and audience insights.
And you can also take advantage of Instagram advertising
The bottom line: With more than 1 billion monthly active users, you have a handsome audience to become another Instagram success story in 2020. Follow these tips (mentioned above) to become famous on Instagram. Do not hesitate to experiment with different filters and dimensions.
Focus on your audience, remain flexible and be genuine and consistent with your content. We believe this guideline will help you get more followers on Instagram for free.
It is no secret the coronavirus pandemic has made a huge impact on our economy. Most businesses are left with uncertain futures, wondering what they should be doing to navigate through these tough times. While the first instinct might be to cut costs and advertising spend to conserve as much capital as possible and just ride out the storm, history has proven that is not in your business’s best interest. In fact, history has proven you should do the opposite.
Professor Andrew J. Razeghi from the Kellogg School of Management at Northwestern University published an in-depth article titled: Innovating Through Recession When the Going Gets Tough, the Tough Innovate. In this article, he discusses how difficult economic times give businesses unique chances to innovate and thrive along with the research to back up his claims. We have put together a highlight reel of this article, in the hopes that it will give businesses the framework to navigate these difficult waters.
Economic downturns make innovation crucial.
In uncertain times, it has been proven that those who come out ahead adapt. Thankfully the process for innovation is also easier during economic downturns. Noise from the millions of “great ideas” that flood the market on a daily basis suddenly quiets down. This not only makes unmet needs easier to identify but also easier for you to get your next great idea noticed.
Razeghi uses Fortune magazine in his article as a great example to illustrate his point here. The magazine launched four months after the 1930 stock market crash. In a time when businesses were going bankrupt, banks were failing, Fortune magazine was introduced at the high price of $1 per issue. However, by the end of the decade, the magazine was the required reading of Wall Street. Its success could be attributed to the Great Depression. The stock market crash actually increased interest in business culture. People wanted to know what went on behind the closed doors of corporate America, and Fortune magazine filled that need.
Moral of the story: innovation is important, but only if it is relevant to the needs of the market.
Double down on your current customers.
In hard times consumer sentiment is at an all-time low. They scrutinize and question every purchasing decision. Yet business owners often make cuts to things like quality and customer service in order to cut costs. Do not think your current customers ignore or accept these types of cuts. In fact, they tend to hold a grudge. Take a page out of La-Z-Boy’s book. Rather than cutting service, increase it. La-Z-Boy did just about everything imaginable to keep customers choosing their products including extending terms, servicing accounts faster, and even accepting livestock, wheat, and coal, as payment. La-Z-Boy proved it was worth investing in your customers. Show that you are there for them no matter what, and in return, you will receive fiercely loyal customers.
History Shows Advertising During a Recession Works InfographicAs everyone pulls back from their advertising, stay the course, or invest more in yours to increase your market share. Just think, in times of economic expansion everyone is investing in advertising, meaning it costs that more just to maintain your market share. However, during a recession as competition decreases, investing more in your advertising you will get far more market share, and at a cheaper cost.
In fact, pulling back and “going dark” on your marketing is the worst thing you could do for your business. It not only makes it easy for consumers to forget about your brand, think of the gossip it could bring.
Why Advertise During A Recession
Razeghi recalls in his article a company that attended an industry trade show every year. However, during a bad year, they decided not to attend in order to save costs. This seemed pragmatic in theory, but in reality, gossip spread that business must be in trouble since they always attended the show. This put doubt in their customers, who decided to entertain new vendor proposals out of fear that the business was in trouble.
To back up this anecdote, a study by McGraw-Hill Research discovered that businesses who maintained or increased their advertising expenditures during the 1981-1982 recession, averaged higher sales growth during the recession and in the three years following. By 1985, sales of aggressive recession advertisers had risen 256% over those that cut-back on advertising.
If investing more or staying the course with your advertising is not in the cards do not fret. With today’s communication technologies, you don’t necessarily need to spend a lot to get a lot of attention. Consider sending a product to an industry influencer. Leverage social media to stay in contact with customers. Hop on an industry podcast. Host a webinar. Consider crowd-sourcing content. Get creative with your limited marketing budget. The key is to be visible and present.
Offer more value, not lower prices.
Slashing prices and holding huge sales may get sales in the door in the short term, but can be devastating to your brand in the long run. Why? Price reductions compromise earnings & your products’ perceived value. If your product or service has a long-standing perceived value, and then you slash your prices without changing anything the perception is the value was never really there to begin with. This situation is almost impossible to come back from. Don’t compromise the integrity of your product or service at lower prices.
Eliminating features, reducing services, or switching to cheaper materials and ingredients is not the way to go either. Instead, you should look for ways to improve quality, enhance features, and invest in new opportunities.
Invest in the right costs.
Not all costs are created equal. Make sure you are investing in the right costs and trimming back on costs that don’t yield any improvements. History has shown that investing in costs like working capital, manufacturing, and general and administrative expenses can have an adverse impact on your business during a recession. To see a positive return on investment, it is best to invest in innovations such as marketing or customer service instead.
Don’t let fear hold you back.
We all feel the uncertainty of this difficult time. However, it is those that push past the fear and dare to innovate that will come out ahead. And remember, you are not alone. You have an entire history of entrepreneurs who have paved the road for you.
If you need help deciding how to get creative with your advertising budget, or just want a friend to express your concerns, we are here for you.
Making a presentation is why most of us are in the business of selling. We love to talk, don’t we? So sometimes we load up on product knowledge, only to deliver it in the form of a data dump, and customers may be overwhelmed. We also tend to focus solely on the car. But there is more to selling than just the product.
Relationship between Price and Value
Studies indicate that until a customer perceives that the value of a product or service is equal to, or exceeds the price, they will not buy.
Unfortunately, most dealerships work to reduce the price during negotiations in order to achieve the proper relationship between price and value. This process not on reduces your chances of selling a car; it also reduces your ability to retain gross profit! Don’t believe it?
Research indicates that 38% of the time sales consultants invite negotiations by either implying that the “sticker” is just a starting point, or they flat out offer a discount before they’re even asked. What this says about the way they think is that the value of what they are offering isn’t worth the price.
The Paradigm Shift – A New Point of View
Almost every manufacturer is building a fairly decent product these days. When there isn’t much difference between your products and that of the next dealership, you’d better be offering more value in other areas. Today’s dealerships need to get away from focusing solely on product and more on the value in other areas.
The Four Value Builders
We teach salespeople to focus on four key value building components – You, The Dealership, the Manufacturer and the Product. According to research, today’s customer’s needs are best addressed by focusing our selling efforts along the following strategic lines:
40% Building trust
30% Identifying needs
20% Presenting solutions
10% Confirming and closing
Slow Down to Speed Up
Traditional car salesmen spend their time with the customer as follows:
By spending more time fact-finding early in the process, you’re able to identify more of what the customer wants and that helps you build value. Since value is increased, the need to negotiate price is reduced, thus reducing the time it takes to close the deal.
You are why people buy
Like it or not, the single biggest factor that leads to a sale is the relationship the customer has with you. According to a study by the University of Wisconsin, they estimate that 50% of all sales are made due to feelings of friendship. And according to Harry Beckwith in “Selling the Invisible”, customers are more interested in relationships than features.
Number one litmus test
A litmus test is also called “the acid test”. The term is often used to describe whether or not a person actually meets the criteria needed for a particular situation. And when it comes to sales, there is one acid test question that must be answered: “Do you like people?”
If you can’t answer this question with a resounding “Yes”, do everyone a favor and get out of sales. You’ll save yourself – and a lot of other people – from misery and grief. Not to mention a bunch of lost money.
Making the most of it
There are a number of things you can do to build rapport with customers. These include:
Checking your attitude before you greet people or answer the phone
Being enthusiastic and having fun
Listening 80% of the time, talking 20% of the time
Remaining calm, helpful and pleasant under all circumstances
Focusing on the customer’s needs before your needs
Presenting Your Dealership
About your dealer
As bad a reputation as the car business has, most dealers founded their business on the basis of customer service and satisfaction. Very few dealers became successful enough to become owner-operators by swindling all their customers. Many of these dealers have great stories behind their success and those stories need to be told.
History of the dealership
Whether your dealership has been around a long time or not, you need to tell about their history. Stories are great value builders and people love to hear a good story. Here’s an example:
“John Campbell is one of the nation’s first “one price” auto dealers. He believes that customer’s really don’t like the push-pull of negotiating so he created value pricing at each of his Ford, Mazda, and Nissan stores. Customers appreciate the honest approach to pricing and this led to John becoming one of the first Saturn retailers to be awarded a franchise. That’s why our commitment is to provide our customers with honest and upfront information!”
A Tour of the Facility
Touring the dealership is a tremendous value builder. It provides the customer with an opportunity to get to know more about your company and your services. If you’re going to set up the tour correctly, you need to ask the right question at the Greeting. After the initial exchange, be sure to ask, “Is this your first visit to our dealership?” This will help set up the reason for the tour.
Transition – Once you’ve confirmed that this is their first visit, invite them on the tour by saying (this one or your own words): “Mr. and Mrs. Jones, the buying experience usually only takes a few hours, but owning the vehicle takes years. And the people that take care of you in the years ahead can make all the difference in the world. So I’d like to show you around so you can get to know a little more about our dealership and our people before we begin looking at cars. Is that okay with you?”
Tour Stops – Here are the places and people you should see while on the tour:
Reception – The key contact person in your dealership
Customer lounge – focus on any refreshments or conveniences
Children’s area – If you have one, be sure to show it off
Business area – for working while at the dealership
Other key areas specific to your dealership
The Fact-Finding Connection
During fact-finding, you may find that one of the customer’s key motivators has something to do with Reliability. Upon further investigation, you find that they were left stranded during a breakdown and they had significant challenges with the service department where they purchased their last vehicle.
If the customer indicated this was the most important motivator to purchasing their next car, you don’t want to move from fact-finding to a vehicle presentation. Instead, you want to explain Road Side Assistance programs, and then introduce them to the service department.
The vehicle is only part of the sales equation. By ignoring the benefits of the dealership’s service department, you’d be leaving important value components out of the process, and create a difficult negotiating environment later on.
Presenting the Manufacturer – Brand Image
Before a customer ever walks on the lot, they have a preconceived idea of what your company is all about because of the way the manufacturer advertises. Some of the slogans they hear include:
Quality is job 1
The Ultimate Driving Machine
A Different Kind of Company
It’s important that you capitalize on your manufacturers brand image and continue to build on that when customers arrive at your dealership.
Most companies have something unique about their products. Mitsubishi has liquid-filled engine mounts, move have dent-free side panels, and Mazda had and is reintroducing the rotary engine. Be sure to present unique features and product awards that set your manufacturer apart from all the others.
Warranty and Special Services
The warranty is an important consideration in purchasing a vehicle. How the company intends to stand behind the quality of their product can make or break a deal. Consider the fact that Hyundai’s product reputation was so tainted in the ’90s that they had to provide their customers with a 100,000-mile warranty. That investment alone has significantly turned their fortunes around.
And don’t forget to let customers know if the manufacturer provides roadside assistance, travel assistance, or loaner programs. These little extras add tremendous value to the overall product you are presenting.
Presenting Your Product
Personalize your presentation
Presenting the vehicle correctly requires matching features and benefits to specific wants and needs defined by the customer during fact-finding.
Too often salespeople follow the traditional approach of a 5 or 6 point walk- around without connecting to what the customer said was important.
The first key element of a personalized Vehicle Presentation is to present the most important feature first. Next, you want to involve the customer by having them touch the seats or move and adjust things like the radio. This helps them take mental ownership.
Use Feature, Function, and Benefit
Next, be sure to use Feature, Function, and Benefit when making your presentation. The Feature is simply what the component is. The Function explains what the feature does, and the Benefit ties the product to a specific need addressed by the customer during fact-finding.
Tie the Customer Down
Here’s another key element: We call it the tie-down! Tie-downs are used to enhance the customer’s connection to the vehicle by tagging the customer’s comments with a short and simple phrase.
For example: Customer: I really like this leather Salesperson: It’s nice, isn’t it?
Once you’ve presented a feature, be sure to confirm that the feature you presented will meet your customer’s needs by asking a confirming question like, “Does this meet your needs for comfort?”
The data in your dealership and the rapidly evolving tools and technologies to gather, manage and analyze that data continues to become an increasingly prominent feature of the auto retail landscape.
Earlier, our ability to gather that data had largely outpaced our ability to make sense and use of it. The exploding field of data analytics is changing that scene. In the automotive industry, OEMs and dealerships have become increasingly reliant on data analytics to not only understand their data but also to deploy it to better understand opportunities and threats
That understanding leads directly to strategies and solutions that unlock new dealer efficiencies, inform the design and deployment of marketing, communications, and promotional campaigns, and boost the bottom line for fixed operations.
Given the fact that fixed operations account for up to 80 percent of the revenue stream for many dealerships, that boost can really make a difference.
Effective data analytics solutions for fixed operations are made up of collecting and compiling data about parts, services, customers, and operational details. In the second section, predictive analytics uses insights learned from past data to provide strategic guidance that will optimize efficiencies and enhance profitability.
Predictive analytics identifies and focuses on key performance indicators (KPIs) and models sales and service patterns with a fairly high degree of accuracy. As a result, predictive analytics provides car dealerships with information that allows them to make insightful decisions about staffing, scheduling, inventory, and infrastructure.
Every dealership has its own market-specific characteristics, and the best data analytics providers will be able to create truly customized solutions that deliver detailed insights into all aspects of fixed operations.
The dealership decision-makers (managers) can identify strengths, weaknesses, and opportunities at a glance, and can easily examine trends and compare performance against relevant benchmarks.
Detailed reporting allows users to view a wide range of metrics, including sales trends in individual product categories, inventory metrics, customer loyalty and retention, service data trends, parts and accessories metrics, and much more.
By altering your dealership operations based on the insights provided by data analytics, you can ensure a place that’s ahead of the curve for your auto dealership.
Facebook has a feature we call the “Invite Button” for the dealership page that will allow you to grow your fans exponentially! Here is how it works.
If your Facebook page has fewer than 100,000 fans or ‘likes,’ you can invite people who have reacted to your posts to become fans of your Facebook page. How to Use the Facebook Invite Button The best way to do this is as follows:
Go to your dealership page
Find a post with high reach and engagement and click on the # of people who liked your post. This will bring up a list of the people who liked your post and whether they are a current fan of your Facebook page. For those who are not fans, you can invite them to follow your page.
You are only allowed to invite a limited number of people to Like your page each day. However, this limit is per Editor on the account. So, make sure all the people who are Editors on your Facebook account send an invite every day. When you began testing this with one editor will gain some traction; when we add more Editors, the net gain on Likes is even higher!
Why Can’t I Invite Everyone Who Liked My Post?
As mentioned previously, Facebook limits the number of people that each page administrator or editor can like on a daily basis. As a result, you may not be able to invite everyone who liked your post on a given day. To get around this, you have two options. First, you can simply invite as many as you are allowed and 24 hours later, go back and invite some more. Second, you can add additional page editors and have them invite people to like your page as well.
Success with The Facebook Invite Button
Using this Facebook feature will grow your dealership page social media account exponentially! It’s an easy – and effective – a strategy that can really help a dealership grow their Facebook followers! I highly recommend trying it out.
The industry is once again at an inflection point, but this differs from prior crossroads. Previously, the driving factor for change came from the business itself. Expansion to new markets, optimization of global footprints, and sustainable operations caused automotive companies to develop new strategies, products and services, and skills to succeed. The fundamental single ownership business model stayed the same.
Now, digital technologies and consumer expectations are having a profound impact on all aspects of the business. Even the core business model, one that has sustained the industry for over a century, is under attack. To add to the confusion, an industry that was once closed to others is now open to any entrepreneurial venture that can provide a mobility experience of value to consumers.
Automotive companies have a decision to make. They can seize the opportunity to reinvent their organizations through digital technology—unleashing new experiences, new focus, new ways to work, and new workforce skills. Or they can continue down their current path, running down the clock and risking obsolescence. We recommend executives take the following actions:
Create loyal customers with personalized experiences that “stick.”
Align digital vehicle profiles with consumer digital profiles to deliver consistency and cross-brand stickiness.
Use cognitive capabilities to combine personal information with vehicle usage and environmental information to learn, predict, and optimize the consumer experience.
Integrate with other aspects of the consumer’s life to create a brand experience that transcends beyond the vehicle.
Instill a sense of consumer confidence and trust through unparalleled data security and privacy.
Innovate don’t isolate – build platforms to promote purposeful collaboration.
Identify what is strategically core to the business. But also embrace collaboration by crafting a value proposition for platform-derived ecosystems.
Leverage deep expertise, open workflows, and data synergies to seize the expansion potential within that ecosystem.
Create “fast and frictionless” entry points for platform participants so they can quickly add value.
Get agile and change fast.
Implement design thinking, co-creating, and agile processes, together with the customer, for rapid idea creation and testing.
Define and test specific minimum viable products (MVPs). Conduct rapid proofs of value (POVs) using an agile approach. Select successful POVs and scale to the enterprise.
Use automated processes and self-learning, self-correcting workflows to deepen customer relationships and change the nature of work for employees.
Exploit and share data.
Continuously uncover new data sources from all facets of the business, the vehicles, mobility services, and customers to gain new insights and opportunities.
Use AI technologies to curate and enrich data that “thinks” and “acts” to meet specific business needs. Remember, one view of the data does not fit all.
Relentlessly share data and insights within your enterprise and across your ecosystem to co-create new business models and revenue streams.
Boost brainpower and skillsets with AI-driven educational ecosystems.
Implement skills identification initiatives to uncover new expertise requirements.
Create a learning platform ecosystem to allow all types of content, functions, and multiple parties to connect and interact. Add content to the learning platform at speed and scale, and dynamically personalize learning for every employee.
Reimagine the learning function powered by AI. Use artificial intelligence to create human intelligence.
Discover insights in your data to predict the critical skills of your business and drive new content creation.
Are you ready for the digital automotive future?
How will you provide exceptional, personalized in-vehicle experiences that create brand loyalty in an autonomous, mobility-as-a-service environment?
By what metrics will you determine your organization’s desired platform participation level—participant, owner, or both? How will you set expectations accordingly?
How can you create a nimble organization that competes with new mobility startups and internet ventures? What is your roadmap for integrating design thinking, co-creation, agile processes, and rapid releases?
What is your plan to establish a data-driven culture? Remember, this includes a willingness to infuse insights into virtually every action, interaction, and decision.
What is your strategy to continuously re-skill your organization to take advantage of digital technologies that power new ways to work? How will you leverage business partners and other channels to fill skill gaps?
But that knowledge can also corrupt your attitude if you ask the wrong questions.
Some questions are better off NOT asked.
Here is a list of questions that you should NEVER ask during the profile building step.
How much can you put down?
How much can you pay per month?
How is your credit score?
How much do you owe on your car?
Asking these questions is inviting your customer to LIE to you. Asking these questions will only shortcut the process. Short-cut your process and you will shortcut your paycheck. You are better off with a positive attitude and no information than with a negative attitude and all the information.
What do we want to accomplish during the Profile Building Step in the sales process?
Determine what they want to accomplish during their visit
Investigate the customer’s deal “hot buttons” (Price, Trade Value, Rate)
Determine what is important about their new vehicle (wants and needs)
Transition to an appraisal of their vehicle
Examples of Great Profile Building Questions
Are you driving a Toyota Now? What Year and Model?
How many miles do you have on it? How long have you owned it?
Did you buy it as New, Used, or a Demo?
What are your payments?
If paid off, what were they when you had payments?
How did you get them so low?
Has it been worth your present payment?
What was the asking price when you bought it?
Would you purchase that car again?
What have you liked most about your present vehicle?
What have you liked least about your present vehicle?
What is most important to you in a vehicle?
Who else is this vehicle important to?
How have your needs changed since your last purchase?
What are you hoping to accomplish today?
What do you want your new vehicle to do that your present vehicle doesn’t?
Are you looking for:
something in a lighter, medium, or darker color?
a 2 door, 4 doors, Truck or Van?
any specific equipment like Leather, Sunroof, or Alloy Wheels?
Automatic or Manual Transmission?
What other vehicles are you considering at this time?
Effective Listening Skills
Maintain Eye Contact
Ask Probing Questions
Re-Phrase and Repeat
Recap what is important to the Buyer
Benefits of Building a Profile
Shows that you are interested in why the customer is here Builds Credibility
Assists in selecting the right vehicle for the buyer
Allows you to control the process without confrontation
Shows that you are different in the market place
Creates Excitement and Urgency
The Goals of the “Building a Profile” step in the process is to determine the “How, What, Where and Why” of the Car Deal. In the traditional sales process, this is the step where salespeople are taught to ask “Qualifying” Questions.
The following questions are examples of traditional qualifying questions:
How much can you put down?
How much can you pay per month?
How much do you owe on your trade?
What is your credit like?
Those qualifying questions are confrontational and financial in nature and will put your buyer off and you will not get usable information.
In today’s world, the customer comes to a car dealership for one thing: Information. A buyer is looking for information about a vehicle or vehicles, information about pricing and payments, information about the dealership.
During the Profile Building step, you will want to talk to the customer about why they are at the dealership. Ask Friendly and information-based questions. These questions should be deliberate questions about the vehicle they are buying, the vehicle that they are selling, and about what is important to the buyer.
Effective Listening Skills
Use your effective listening skills to ensure that the buyer knows that you are genuinely interested in why he/she is there and to gain important information about their purchase.
Benefits of Building a Profile
People are creatures of habit and will repeat behaviors. If you can find out what made them buy their last vehicle, it will help you with the purchase of their next vehicle. By asking the questions that are on the preceding pages you are far more likely to gain credibility and earn the trust of the buyer.
You will notice that many of the questions include options. It is always easier for people to choose then decide. Always give the customer the ability to choose and you will get an answer more quickly and without confrontation. You will also be able to put yourself in a better selling situation, let’s take a look at a good example: Are you looking for something in a Lighter, Medium or Darker Color?
It is always easier for people to choose then decide. Always give the customer the ability to choose and you will get an answer more quickly and without confrontation.
If your customer is looking for a white car, he/she will usually answer “Lighter”. That will give you an opportunity to show the customer more vehicles… Silver, Beige even a Light Green or Blue might work. It opens up the opportunity for the customer to do more shopping on the lot and allow him/her to save face if you don’t have exactly what they are looking for (the white car).
Today’s customers want their visits to an automobile dealership to be fast Informational and Friendly.
In today’s marketplace SPEED is power… we must be able to deliver the information that the consumer wants NOW! The days of customers spending all day in a car dealership to purchase their next vehicle are long gone.
Our success will be determined by how well we can exceed and manage the customer’s expectations. And they expect us to be able to provide them the information they came for and get that information from high quality, professional sales associates.
In today’s marketplace SPEED is power, we must be able to deliver the information that the consumer wants NOW!
We are living in the information age. People in our society have the ability to get information quickly and we all desire information to allow us to make decisions. Our sales process must engage this need in order to be successful.
Think about it and ask yourself this question, why do people contact car dealerships… the answer; to get information about a particular vehicle or style of vehicle. We must become a valued source of information for today’s consumers.
We must address this need proactively to keep the consumer engaged and allow us to bring them through our sales process and closer to the purchase of a vehicle.
We must become a valued source of information for today’s consumers.
In addition to the ability to deliver information with speed, our customers need to be treated Friendly, convenient, and creating a pleasant experience.
As a dealership, your Customer Satisfaction has to be above all else. CSI (Customer Satisfaction Index) is the life and blood of a dealership, without satisfied customers, our success will be short-lived.
In addition to the ability to deliver information with speed, our customers need to be treated Friendly, convenient, and creating a pleasant experience.
Keep these fundamentals in mind as you go through learning the key fundamentals of our sales process. Everything that you will learn will have these 3 ideas in mind and will help you in the understanding of what are we going to accomplish.
6 Steps to the Fast, Simple & Friendly Sales Process
Use a Personalized Greeting to welcome the buyer and put the buyer at ease, by using Agreeable and Friendly language to invite the buyer into the sales process.
Building a Buyer Profile
Ask Friendly Questions about the Buyer’s Current Vehicle (or lack thereof) to uncover opportunities help to find their Next Vehicle.
Current Vehicle Appraisal
Walk-Around, Demo-Drive, and EMI
Walk-Around the vehicle with the customer and ask relevant questions Demo-Drive the car with the customer
Drop the vehicle with the Used Car Manager (Introduction to the manager if they are available)
Next Vehicle Selection & Demonstration
Use information collected in the “Building a Profile” step to assist the buyer with the selection of their next vehicle.
“Selection Alternatives” is a technique to show buyers different options.
Demonstration: This step includes showing the customer both exterior and interior features, as well as a demonstration, drive through a pre-designated route. Use the “5 points walk-around” technique.
Write Up / Presentation of Options
During the “Write-Up” step of the process, you will be collecting information to prepare a Proposal and the best opportunity to Trial Close. A Trial Close is to ensure the buyer has selected the right vehicle for themselves and their budget.
We will be using a standardized worksheet that will be used every time you present figures to your customers. This worksheet has been designed to give your customer the option of choosing what payments will work best for them. It also has been designed to include all of the 3 fundamentals of our Sales Process – Fast, Informational, and Friendly.
Delivery / Follow Up
Once the customer has made the decision to purchase the vehicle, we must bring them through a delivery process. This process will include the customer going over finance options with a Finance Manager, and reviewing the vehicle and the books and manuals with you.
What emotions are Salespeople and Buyers Experiencing at point of contact?
Primary emotions are those emotions we feel first as we respond to a situation. They are unthinking, instinctive responses that we have.
Fear happens to all of us. It is nature’s way of stopping us from doing things that may hurt us. Our need for control is, to some extent, fear-driven. If I cannot control the world around me, it may threaten me. Just my forecast of this is enough to cause me to fear.
Pessimism leads to fear, as we habitually forecast that we will fail or those bad things will happen to us. Because we can never fully forecast the future, we may live in a permanent state of fear.
Salesperson: Wasting Time, Being Rejected, Confrontations
Customer: Wasting Time, Being Pressured to Make Decision, Spending Money – Loss
Anger is an emotional state that varies in intensity from mild irritation to intense fury and rage. It is accompanied by physiological and biological changes; when you get angry, your heart rate and blood pressure go up, as do the levels of your energy, hormones and adrenaline.
Anger can be caused by both external and internal events. You could be angry at a specific person or event, or your anger could be caused by worrying about your personal problems.
Memories of traumatic or enraging events can also trigger angry feelings.
Salesperson: Losing a Deal, Being at Work, Impatient with Buyer
Customer: Previous Purchase Experience, Lack of Tolerance, Having to spend money
We feel sad when we realize that we are unlikely to achieve our goals, and especially when we have put a lot of effort into achieving them.
Salesperson: Losing Success at Work, Not being as good as someone else, Life’s Conditions
Customer: Ability to Afford, Finding what they want
We feel happy when we feel we are achieving our goals, and especially so when we achieve a hard-won goal. Positive anticipation and happiness happen when we predict that we will achieve our goals and feel confident about those predictions, perhaps because they have been right recently.
Salesperson: Just sold a car, Happy to be with Buyer, Grateful for Work
Customer: Achieving a Goal, Showing their Friends, Process of Buying New Car
10 Things Every Salesperson Should AVOID at Point of Contact with the Buyer
No eye contact
Smoking out front
Avoiding and Evading
Rushing the process
Conditions – Must do this first
Qualifying or Commitment Questions
Traditional Approaches – “What can I do to earn your business?”
Don’t need any help, just give me your card and I’ll get you when ready I have prices from 4 other dealerships, the best price gets my business
I know your invoice
What’s my car worth?
How much down payment/payment
I can only pay 250/month, what can I afford
Just in for service
Won’t be buying for 6 months
Just want a brochure
When used effectively during the sales process they will allow you to overcome objections, move buyers through the process, and ultimately help you sell more cars.
How to Handle Objections & What to Say
You will hear the same objections at the point of contact every day. If you are prepared to handle them, you can guarantee your success!
The objective in overcoming objections at point of contact:
Use your Agreeable Language
Re-Direct, with a question
Transition to the next step in the sales process
“Welcome to “Our Dealership”, Home of the Lifetime Warranty. My name is Shawn. What can I give you information on today?”
No problem, we will give you all the time you need to look. Will you be going bigger or smaller than your present vehicle?
I understand that is certainly allowable here, some of our best customers do that! Have you been here before? When you are ready will you be going bigger or smaller than your present vehicle?
“Don’t need any help; just give me your card.”
Be happy to, here is my card. While you are looking could I get your present vehicle appraised?
Be happy to, here is my card. While you are looking could I get you some figures on the vehicle that you are interested in?
“Give me your best price”
How you handle price directly affects the buyer’s trust level!
Best Price comes from my manager
Best Price is the one we agree on
Would you buy today if the price was right?
Do you have a Trade-In?
You have to Drive it first before I give you a price
Be happy to, in addition to the best price, I would like to give you estimates on down payments, monthly payments, and figures on your present vehicle. What are you driving now?
No problem, we are a full disclosure dealership, in addition to price would you like a value on your present vehicle?
Excellent! we are a full disclosure dealership, what equipment would you like on your new car? Sunroof? Alloy Wheels? Leather Interior?
“I have prices from four other dealerships, best price earns my business!”
Don’t: Let me know what they are and we will match it or beat it!
Do: AM to present to you our figures and if they don’t work then tell me.
Great! When you leave here you will have enough information to make a well-informed decision. How did you want your new vehicle equipped?
Super! Thank you for shopping for us for a price, we sell a lot of vehicles here and we do that by making them affordable! IAT price, would you like estimates on down payments, monthly payments and figures on your present vehicle?
“I only have 10 minutes. Just give us your best price!”
No problem, 10 minutes is more than enough time, in the next 10 minutes I would like to give you estimates on down payments, monthly payments and figures on your car. Fair enough? Now, how did you want your new car equipped?
“What are your interest rates?”
Pull out your rate card – We work with many different lenders in the area; here is a list of some of them and their rates. What bank do you use? Have you contacted them for a rate yet? Great we will let our finance manager know that.
In addition to the best rates, I can provide you with estimates on down payments, monthly payments, and figures on your car, would that be helpful?
“I am with XYZ Credit Union”
Great! We do a lot of business with your members and use them as a financing source all the time. Let’s go ahead with selecting your new vehicle so we can give you some payment estimates, fair enough?
“I know what your invoice is, how much over invoice”
No problem, we are a full disclosure dealership, we will be happy to work with you from our invoice. If the figures don’t work I wouldn’t expect you to do business here. Now, how would you like your new vehicle equipped?
“I will give you $200.00 over invoice.”
I have seen this dealership sell for even less than that, depending on the programs, incentives and availability. Let’s find a vehicle that meets your needs and I assure you that money will not get in the way of us doing business. Fair enough?
I am sure that you will want top dollar for your present vehicle as well, is that right? Great, let’s go ahead and get a value on your vehicle so we can get down to price right away, fair enough?
Thank you for your offer, the only thing that is more important to me than the money is to make sure we find the right vehicle for you, fair enough?
Before you make me an offer, let’s make sure I have the right vehicle in stock for you, fair enough?
“Just in for service.”
No problem, what type of vehicle do you have in service? Would you consider a new or newer vehicle if your payments were the same? We could even take care of the service expense so you could invest your money in your new vehicle instead.
The Greeting is a very important step in the sales process
It will determine how your customer will view you as well as establishing the level of trust you are able to create.
Understand the Buyer’s Emotions
You should now understand that there are certain primary emotions people will experience when they are entering into a new situation.
These emotions are normal, unthinking, and instinctive. Both you and your customer will be experiencing some of these emotions, at some level, at the point of contact. It is important to understand what these emotions are and what you need to do to deal with them.
These emotions are Fear, Anger, Sadness, and Happiness.
Use a Standard Personalized Greeting
By using a standard personalized greeting you will be able start to overcome these emotions and break down the wall that your customer may have at the point of contact. It will also allow you to transition into the next step of the process.
The ideal greeting would like like this
“Welcome to “Our Dealership”, Home of the Lifetime Warranty. My name is David. What can I give you information on today?”
What needs to be Accomplished during “The Greeting” and how
This greeting will accomplish the following key elements necessary in the first few minutes of their visit.
Welcomes the Buyer to the Dealership
Inquires on what they want to accomplish during their visit
Transitions to the next step in the process
Begins Building a profile -Puts the buyer at ease
How to Respond to Greetings
There are only a few ways that the buyer will respond to our Greeting. Many times they will just answer the question that is posed during the greeting and let you know why they are there and what they want to accomplish. This will allow you to transition to the next step in the process; Building a Profile. Other times they will resist the process and give you a couple of hurdles to jump over. This is okay, remember that this is just an emotional response. It is up to you to overcome these objections with a positive attitude of service.
In overcoming the objections, use the Agreeable language that you learned with terms like… Great, Excellent, No Problem, Be Happy to, In addition to, Would you consider it. These words and phrases will put your buyer at ease and allow them to open up to you and the process. They also address any real concerns that your buyer may have to customer sensitive issues such as price and time.
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