1. DOSSETT AUTOMOTIVE Success is Your Business

2. Personal Automotive MARKETING

3. Marketing and Expanding your Influence Get Personal

4. First Have the right Mindset Be Positive Believe you will succeed Be Optimistic Look for the best in people and expect good things to happen Don’t believe in luck Success is the result of discipline

6. widen your net to find customers

7. Have customers referred to you

10. Continually building Long Term Value RelationshipsYou must always strive to have a Balance of: Prospects who are being Converted to First Time Customers First Time Customers who are being Converted to Lifetime Customers

11. Benefits of Marketing Profitability - getting the most business possible from those with whom you secure business Long term customer referrals- This value added strategy is the most profitable, and the makes the most sense & Less Obvious

13. Store it for quick retrieval

14. Create a digital reminder to stay in touch

16. Specific Ways to keep in touch or in front of Prospects cont…….. Voice messaging Referral Programs VIP Memberships RSS Feeders Text Messages Video Email Give them a way to say “Hey I'm ready to buy”

17. Customer Retention It’s your Choice! When you have a relationship that develops into a sale you have two choices after the sale: To have a : Shallow Relationship Result: Continual infusion of New Prospects – top of funnel Putting in too many hours Stress Deep Relationships Result: Repeat Business Less Stress Less prospects need to go into the funnel

18. Lifetime monetary value of a Customer As an Ultimate salesperson you must understand the long term value of having a customer for life. This will have a dramatic impact on your sales business and the rewards you will have as a salesperson. How much is a Value Driven High trust Ultimate Salesperson relationship worth? Lets take a Look!!

19. a) Average Vehicle sales amount $22,000 b) Number of sales every three years per buyer 1 c) Revenue per year (a /3) $7330 d) Customer life cycle 20 years e) Customer cycle Value $140,660 Indirect Referred business by happy customers f) Customer refers 10 people (e x 10) $1,406,600 g) Referral Revenue @ 25% (2.5 out of 10) $351,650 Total Value of a Customer ( G + E ) $492,310 (1 customer & 2.5 referrals)

20. Thoughts about Lifetime Customers Why does Follow-up Marketing work! People love to feel like they are appreciated No one else will take the time – or Cares! Customers like having a contact in the business It’s just good business!!

22. Takes too much Time

23. No one will notice or Care

25. Marketing – Long Term Satisfaction Lets take a look at the difference this can make: Relying on new BusinessMaintaining your herd Looking for new drive in ups Making appt for repeat customer New clients are income Existing customers are income Rely on dealership marketing No marketing needed- no time More hours need to be worked Less hours worked High stress, new relationships Less stress, already known Play within the rules Make your own rules Keep your Herd of Customers YOURS!

26. Let your customer know the Value you find in them as your Customer: Let them know how much you appreciate them Show them you are willing to invest time in them Let them have special access to you Keep them up to date with constant follow up

27. Example of Marketing Schedule 1 Email per month 1 Video Email every 90 days 1 personal call every 90 days Personal Visit every 6 months Newsletter every month Info articles every 2 months Service or User Clinics, reminder by mail Customer appreciation night or Event

28. Example of Marketing Schedule Mail gift coupons Quarterly Promotional items, pens, scrapers, cups Seasonal Cards Customer’s Birthday Super Bowl Sunday Anniversary Halloween Create your own special day (vehicle birthday)

29. Example of Relationship Activities Send a picture of you and your family Personal letters that are signed and personalized Send info articles that are personal Branding Send a personal CD with a thank you Send a DVD with a Video Thank you Send a Link to your personal website Send an invite to your Dealership facebook page Send a Smilebox.com video hello! Send a link to your YouTube channel

30. Example of Daily Activities Daily 4 Postcards 10-30 Phone Calls Blog posting Add to your YouTube channel Facebook post Add a business contact to your Linked-In account Make a How-To video to add to your website or YouTube channel 1 Personal Visit Write a few lines for your next email article Send a fax to a company you work with Visit a Company and give info on products Send an invite to your Dealership Community site

31. Very Important Use Humor in your message Use pictures, Video Be you, don’t be perfect Act like a celebrity Take advantage of all the media Don’t get generic Don’t be boring

32. Wendell Dossett 317-946-4912 InternetReadySalespeople.com Education Seminars Marketing 15 years Automotive 7 Years Training DOSSETT AUTOMOTIVE