My father, who founded Jim Hudson Automotive in 1980, still asks our GMs almost daily, "How many appointments do you have set for tomorrow?" It's a simple question, but it gets to the heart of what drives sales in today's market. We hear it from dealers all the time: "Foot traffic is down." And, yes, this may be a reality, but the thing is—customers aren't just wandering onto the lot anymore. They're shopping online, comparing options, and only visiting dealerships when they are ready to buy. Setting appointments is the key to getting more qualified buyers in the door. Appointments are the highest-value pre-qualified leads. Sales would skyrocket if the sales teams approached appointment setting with the same energy they bring to test drives. Let's treat every customer interaction as a chance to make a real connection and schedule that all-important appointment. This isn't just about the sales team—leadership buy-in is crucial! Focus on training and incentivize appointments. The results will speak for themselves when the whole team is on board.
Amit Singh
1mo
Sales is not merely transactional; it's a vocation that thrives on the passion of connecting with others. It's about cultivating meaningful relationships, fostering trust, and enriching lives through thoughtful conversations and solutions. When you're driven by a genuine enthusiasm for meeting new individuals and engaging in purposeful dialogue, that's when the art of sales truly comes alive." & All this only happen when u go out and meet people...
Setting appointments is more crucial than ever in today's business landscape. Gone are the days when customers walked onto the lot to shop for a new car. Now, they prefer to do the bulk of their shopping online, comparing multiple websites before making a decision. Gen Z, in particular, leverages social media and other digital platforms to determine where to make their next purchase. For salespeople, this means staying ahead of the curve and meeting customers on their terms. By embracing these digital touchpoints and proactively engaging with potential buyers, we can create a seamless and compelling shopping experience. It's all about being where our customers are and adapting to their evolving preferences.
Steven Chessin
1mo
Ken — BDC appointment-setting PROS were at close to 90% — salesmen closer to 30% “kept” 😖. Why ? Because APPOINTMENTS WAS THEIR JOB. Covid shuttered the “War Rooms”. The pros were replaced by Ai 🤖 The problem with this is the LEAP from 🤖 to 👨🏻💼 salesman is too far without 👩🏼🦰 the “reps” in-between. Salesmen are always QUALIFYING out-of-sequence. And even worse than that I see salesmen ghost customers after the sale. “After Sale Customer Care” is unknown 🤷♂️ !! “ONLINE SHOPPING” replaced “just looking”. SALESPEOPLE didn’t want “LOOKIE LOUS” — and got their wish. Salespeople want NEAR INTENDERS not tire-kickers.They complained when we GOT THEM IN. ( our job j “WHY ARE THERE 60 DAY UNITS ?!” Simple — You are doing it wrong !
James Fisher
1mo
In most stores, salespeople wait for the worst up you can possibly get - The person who does not have a friend, relative or previous salesperson in the auto business. They in most cases had a a bad experience the last time they bought and are expecting the same and that it the number one reason why they are defensive. The best ups are referrals from satisfied customers, previous customers of the dealership in sales or service or appointments from database marketing. When I hired salespeople, I guaranteed them 10 ups per week which would make them a minimum salary of $25,000 to $36,000 a year. The only way they can make more is to market themselves as representatives of the dealership. The number one thing we made them do was to spend a minimum of 2 mornings in the service department when they open. They were to help introduce themselves to the customers. They were to find out, were they new to the dealership and why. Were they customers of the dealership and bought there or if they didn't why not? If they did, they were to ask if their salesperson was still there and if not, ask if they could be their contact at the dealership.
Stan Sharvit
1mo
True. Closing percentage of a walk-in particularly on the first visit is pretty low. The way one presents oneself on the phone or through internet leads starts the relationship and the discovery is mostly done already. Closing ratio on sales by appointment is infinitely higher - regardless of whether it’s a loyalty or a conquest client.
Michael Chrisman
1mo
That is facts right there. Our markets have changed period right now. Sure we all have seen changes here and there but not like we are seeing today. Since Covid it has really taken a step in a direction we all are saying to ourselves WTF ? It can be difficult if you let it. Or you bare down and go back to the basics of setting appointments and getting that customer back thru your doors. You have to think outside the box now in order to drive that traffic on the internet. What was good credit at one time that nearly all banks wanted no longer want that customer. There are the banks out there that do and are competitive. Do your bank research and commit to all paper and they’ll go deep for you ( manufacturer) sit down and have those conversations with them. That will help you get aggressive to drive that traffic having the confidence you can compete. Everyday pounding the phones calling customers to drive traffic. Having the confidence of being able to get just about anyone done is a great feeling. When that sales floor believes in that , the traffic and people will be there .. I know it talking about 2 different things but it all works hand in hand. Being aggressive to drive traffic and set those appointments and knowing
Matt Harper
1mo
I lived it! Appointments set, appointments shown, appointments sold! How many appointments for tomorrow. Now I suggest asking how many for the day after tomorrow? How many people were in the showroom today? What SALES manager has SPOKEN to them after they left. Why didn’t we make the deal? Results are most important over activities! Your father is a great leader and dealer. Glad I had the privilege to learn from him.
Ray Mikiciuk
1mo
At Victory Automotive we talk about setting and confirming appointments every day on our conference calls with our GMs. Nothing is random in this business and the positive net correlation between appointments and sales cannot be ignored or denied!
Former GM- Founder of Three Startups - Lover of anything Automotive
1moEvery time a customer asks a question, answer it and then “could you come in Tuesday or is Thursday better?” “Would you like 10am or 2pm” Rinse Ring Repeat