Follow-up to "Advice from a 30-Car Guy" in the February issue of Auto Success Magazine. Have you ever met someone who moved 30 vehicles per month who didn't have a solid plan in place? A salesman is NOT going accomplish their goal of 30 units per month by waiting for "ups" to walk into the showroom. You need to be proactive instead of reactive. Are you? If you/your dealership is mostly selling from fresh ups, internet and phone, then you are leaving a lot of money on the table - especially knowing that a referral closes at 50% or more and has a higher gross profit. So instead of waiting for the next walk-in, why not create your own sales opportunities? Isn't it time to drive your own traffic to the dealership, start treating your career as your own business and start making more than $100,000 a year? If you're serious about selling cars - and making money - then this free 1 hour webinar is for you. This webinar will cover: ideas to help you sell 30 cars a month the lost art of prospecting how salespeople can create their own business plan to reach their sales goals ...and much more. This is a webinar that every Salesperson, GSM, GM and Dealer Principal should watch. PRESENTER: SEAN V. BRADLEY Sean V. Bradley, CEO of Dealer Synergy, Inc., is the top automotive trainer and consultant in the country and is currently the most sought after subject matter expert for Internet Sales, Business Development and Digital Marketing

1. Prospecting Advice
from a 30-Car Guy
Sean V. Bradley
CEO , Dealer Synergy
March 22, 2012

2. Prospecting Advice
from a 30-Car Guy
Sean V. Bradley
CEO , Dealer Synergy
March 22, 2012

3. Dealer Synergy is the leading Automotive Internet Sales and
BDC Training and Consulting Firm in the US. With
unprecedented national recognition and awards too numerous
to mention, it’s also no surprise that Dealer Synergy is
consistently voted #1 in our field by America’s top dealers. We
have more nationally recognized dealership success stories for
automotive internet sales and BDCs than any other in the
country. Utilizing our exclusive training, proven sales principles
and comprehensive monthly support, our clients have
generated profits well over $100 million over the years.
www.DealerSynergy.com

4. PRESENTER
Sean V. Bradley
CEO & Founder
Dealer Synergy, Inc.
seanb@dealersynergy.com
888.3.SYNERGY

5. QUESTIONS
• If you have questions during
the presentation, please
submit them using the
“Questions” feature
• Questions will be answered
at the end of the webinar

6. Prospecting Advice
from a 30-Car Guy
Sean V. Bradley
CEO , Dealer Synergy
March 22, 2012

7. Article from
Feb 2012
Issue of
AutoSuccess
Magazine
can also be
found on
Automotive
Internet
Sales.com

8. Overview
• Statistics you should know
• 8 Different Ways to Sell a Car
• You gotta have a PLAN
• The Zero Moment of Truth
• The value and power of Social Media, Online
Reputation and Video.
• Bringing those prospects to you

9. What’s the one way to
make sure you sell 30+
cars a month?
TREAT IT LIKE IT’S
YOUR OWN
BUSINESS!

10. 8 Different Ways to
Sell a Car
1. Be-Backs
2. Walk-ins
3. Phone-ups
4. Internet-ups
5. Service Customers
6. Previous Customers
7. Referrals
8. Prospecting

11. Example Sales Plan for 30 Cars a Month
Need to sell this Need to get this Need to talk to this Closing Ratio
many cars within many people into many people to (with prospect in
the month. the Dealership reach goal. dealership)
Be-Backs 2 4 8 50%
Walk-ins 8 40 40 20%
Phone-ups 4 8 16 50%
Internet-ups 4 8 32 50%
Service 2 20 20 10%
Customers
Previous 2 3.1 16 65%
Customers
Referrals 3 6 12 50%
Prospecting 5 10 35 50%
Per Month 30 99.1 179 30%
Per Week 7.0 23.0 41.6
Per Day 1.4 4.6 8.3

12. Statistics you should know
• Over 92% of Car Buyers go online first
• Average buying cycle is 45-90 days
• Car Buyers spend over 6 hours online
• Checks out 5-8 dealerships/websites
• Social Media is the #1 form of communication
• Video will account for 90% of internet traffic by 2013
• 50% of the 3 Billion daily Google searches have video

13. What will Proactive
Prospecting do for you?
It allows you to capture
the consumer at their
Point of Interest
instead of waiting until
the Point of Sale.

14. Zero Moment Of Automotive Truth

15. Social Media Statistics
• 84% of US vehicle shoppers use Facebook.
• Of those who used Facebook while shopping,
41% said they saw a post that caused them
to add a brand or model to their
consideration
• Similarly, 28% said they saw a posting that
caused them to add a dealership to their
consideration.

16. These infographics
contained herein were all
from Dealer.com’s recent
Social Media study:

18. The Power of Social Media
http://www.youtube.com/watch?feature=player_e
mbedded&v=zqBpcqaUhuE

19. What you need to be
Social Media Relevant
•Facebook Page
•You Tube Channel
•Flickr Account
•Review Blog
•Linked In
•Twitter
•Google +
•Pinterest
•Great Smart Phone
•Website

20. Google Places results during a
search for Chicago Dealerships

21. The Power of Video Reviews

22. Bottom Line:
Just like Monopoly,
taking up as many
spaces as you can on
Google will help you
win the game.

23. How do you do this?
Create Great Video Content
1. Testimonial Videos
•New Cars
•Used Cars
•Service
•Female Shoppers
•Repeat Customers
•First Time Buyers
•Credit Challenged Buyers
•Military/Law Enforcement
•Out of State Buyers
2. Unique Value Packaged Videos
3. How-to Videos
4. Competition Annihilation Videos
Optimize the Video Content
Deploy the Video Content (www.Google.com)

24. Reviews
You must harvest and cultivate positive reviews.
•Go into your old tickler file
•Go into current CRM/ILM
•Look for past and current clients
•Direct Mail
•Email Blast
•Phone calls
•Social Media
•Ask them directly
•Incentivize them
•Get written permission to re-use the
reviews
•Repost them everywhere
•Create a personal review blog

25. Review Sites Matter
•City Search
•Car Dealer Check
•Edmunds
•Insider pages
•Merchant Circle
•Google Places
•Yahoo!
•Yellow Pages
•Local.com
•Judy's book
•Patch.com
•Cars.com
•Superpages
•Yelp

26. Be like this guy…
Google “Your Hyundai Guy”
Check out www.RobertWiesman.com

28. CONTACT INFORMATION
A link to the recorded webinar will be emailed to you
within 24 hours and will also be posted on
AutomotiveInternetSales.com.
Sean V. Bradley
CEO / Founder
Dealer Synergy, Inc.
seanb@dealersynergy.com
888.3.SYNERGY

29. Check it out!
Membership is FREE!
AutomotiveInternetSales.com

30. Follow Me
http://facebook.com/DealerSynergy
http://facebook.com/SeanVBradley
http://twitter.com/DealerSynergy
http://twitter.com/SeanVBradley

31. Thank you for attending!