How to Find Customer’s Who Want to Buy Your Car

It is Job One For Managers and Car Sales People to Build Their Customer Base

My father used to say,

“if you are not looking for customers they will never find you.”

As it turns out, customers are all around, at stores, restaurants, and shopping malls.

How to find car buyers:

  • Finding-car-buyers-smiling-girl-getting-carCall orphaned customers: Sales people leave dealerships all the time and in many cases their customers (orphan owners) are left without any contact for months. I love working with orphan customers because they can be a rich source of future growth for business and a great place to get referrals. I believe one should call and make introductions, verify email addresses, and let the customer know that a message will be sent with coupons and specials. Send them quarterly specials and bird dog referral reminders (see below).
  • Bird Dog Referral Bonus: If you find yourself with a plethora of previous customers it is always a good idea to have a bird dog fee. The phrase “bird dog” means, refer a customer and I will pay a finders fee. It is a good idea to double bird-dog fees for a couple of weeks per year, as an additional incentive and an excuse to call the customer base.
  • Be the Fastest to Help: One of the most important wow factors with customers is urgency. Always be the first at the door, quickest to answer the phone and fastest to answer an email.
    In other words while other salespeople are having their first cup of coffee, watch the entry points for your business. This applies to business owners as well. Do you have a plan for each of the entry points to your company?

    • Who’s watching the front door? If possible move your office near it. As customers enter, look up, smile approach slowly and greet them. Ask them “What would you like to accomplish today?”
      While at the Apple store the other day they asked a simple non-threatening question: “What’s going on?” I like it because it is simple and open ended. If I ran a service business, “What’s going on?” would be my opening question too.
    • Always answer sales calls on the first ring. Become the switchboard operator’s friend. Bring them morning coffee; let them know when you arrive and when you are leaving.  Make sure they have your Google Voice number (mentioned below) which enables your calls to be transferred, making all of your phones ring at once, so that you never miss a potential customer.
    • Who’s checking leads and general email? Get good at responding fast and informatively. Set up auto responders for your email system. Make sure the leads are also coming to your smart phone. After the initial email, get the customer on the phone fast so you can schedule an appointment.
  • Hit up your friends and family. Make sure all your friends know what you do. There is nothing worse than finding out your friend bought a car somewhere else.
  • Use Facebook, Google+ and linked-in to sell yourself. Become the expert in the topic on the items you sell. Example: if you sell cars, write about safety features. If you are a wedding planner, tweet about top wedding designs.
    • Make sure your contact info is online and easily accessible.
    • Become “the deal guy or gal” with the best product knowledge.
    • Keep posts public and business professional.
    • Invite followers to buy something every 50 or so posts. Any more than that and it will come off as a sales pitch.
  • Get a Google phone number that rings all your phones at once. This one is so basic, but so important. Go to www.google.com/voice and sign up. Once created, be sure to list all all of your phone numbers, using the google voice number as your main number so that the customer can always reach you. If a customer is ready to call, you are ready to answer.
Feel Free to Share...Email this to someoneShare on StumbleUponShare on Google+Share on FacebookTweet about this on TwitterPin on PinterestShare on LinkedIn

Tags: , , , , , ,