Auto Industry Marketing – Using Follow Up to Generate New Business

Auto Industry Marketing - Using Follow Up to Generate New BusinessWhen it comes to the auto industry, the sales you are putting on the books today are your income, but more importantly, your pipeline and customer list is your equity.

Income today gets spent tomorrow, but a solid pipeline is something that you can tap into in the future because you have laid the foundation for a potential relationship with your auto industry marketing efforts.

The problem that most salespeople have, though, is that there is not enough time in the day to keep the sales cycle going with people who appear today and have no interest in purchasing at any point in the near future. Why spend time and resources devoted to a relationship which may or may not pan out when there are active deals you are working right now?

When you use followup, you can effectively do both. No salesperson is genuinely too busy to spend a few minutes a day touching base with those prospects that, once closed, would become high value customers. If you can’t find time to put a quick phone call in to a hot prospect to keep the sales cycle moving, then you may need to rethink your career.

However, you do have other options. The internet has made it so much easier to stay in touch with customers and potential buyers. Some corporate CRM programs even send out your follow-up automatically at a predetermined schedule. And if you don’t have access to a CRM program at your company, you could just create your spreadsheet of prospects, craft a monthly update, and then use your computers mail-merge function to somewhat automate the process.

Nowadays there are even companies that will allow you to send greeting cards from your desktop and write a personalized note that gets sent through the US mail. These personal touches in an automatic way can help build the relationship with your prospects whenyou have too much on your plate to put a phone call in.

Follow up in sales is key, and the most successful sales associates are those that actually do it. With modern advancements in technology, follow-up is now extremely easy for sales professionals. Take time today to map out a follow-up strategy for your prospects and then work the plan. You will absolutely see great results and when it comes time to put a phone call into those prospects, you will be thankful that you took the time to do great follow up.

Auto Industry – Do Direct Mail Postcards Work For Getting Leads

Do Direct Mail Postcards Work for Getting Leads?You may wonder to yourself, do direct mail postcards work for getting leads in your auto industry marketing?

Years ago, the Internet came along and changed everything in the marketing world. Marketers used to rely on tried and true outbound marketing methods like cold calling, but now the Internet offers all kinds of opportunities for inbound marketing. Many believe that the Internet has made traditional marketing methods obsolete. However, it’s not time to toss them out the window just yet. Direct mail postcards still work if you know how to use them effectively.

Qualified Leads

If done right, direct mail postcards get you qualified leads that are primed to buy. The traditional method is to offer customers a freebie or discount if they’ll complete a quick survey. Pre-qualifying through direct mail postcards
is important for creating an effective sales funnel. You cast the net wide, sending out postcards to every address you’ve got, and the replies you get narrow the field down to qualified leads only.

The Value of Your Offer

What you offer in terms of your freebie or discount needs to be valuable to the customers. Even the five minutes it takes to fill out your survey can be a hassle for them, and the freebie sweetens the deal. Dollar value isn’t the only consideration here. You really need to know your target market and know the kinds of vehicles and services they want from you. If you can match them to the product they want, you’ll do well. Of course, you’ll get to know your customers better through your direct mail efforts.

Following Up

The reason lots of businesses have thrown the postcard method out the window is that they don’t know how to follow up. They give their customers one or two follow-ups, and then they’re surprised at how little response they get. What you need is a follow-up system that keeps in contact with the customers. The system also needs to be designed so that it runs on autopilot in order to save you labor.

Outbound marketing is more labor-intensive than inbound, which is where you create your content and let customers come to you. But the major advantage of outbound marketing is that it’s consistent. If you do it the same way each time, you’ll get the same results, guaranteed. Your follow-up system should do this for you.

Make It Easy

Another key to making direct mail postcards work is to make it easy for the customers to respond. If there’s anything vague or complicated involved, they’ll ignore it. Think of all the noise and static people experience every day (not to mention postcards from other companies, many of which are junk mail). The communication you expect from customers should be as simple as possible.

The Beginning of a Relationship

It’s important to look at the long-term when you use direct mail. Don’t look at it as one transaction but as the beginning of a relationship. Ideally, you should be following up with them for years to come. The goal is for your business’s brand to become a part of your customers’ lives. If you can achieve this, selling your vehicles and services to them becomes effortless.

Marketing and Media Monsters Launch TODAY!

Marketing and Media MonstersWe (Tara Jacobsen and Rebekah Welch) are SO excited to announce the Marketing and Media Monsters! We have been besties for a while, looking for something to do that would combine my marketing skills with her event planning and media chops. With that in mind, we are launching the Marketing and Media Monsters TODAY!

To start, we are going to training videos where we talk about hot marketing topics of the day. Then we are going to tell you HOW to use them and recommend resources that can help you complete your goals!

WE KNOW how busy you are an that information comes at you fast and furious. Some of you may have bought or even just given time to classes and training that hasn’t produced any results and worse, cost you money. That is all over! If you need a good recommendation for a certain type of product, we can research them for you and tell what is worth your time and what is a wah, wah, wah dud! We pay for the first copy of many training programs out of our own pockets so we know that it is not just “spin” but the real deal that will help your business get more customers and make more money!

PLEASE leave us a comment below if there is something that you are curious about so that we can help! Sometimes it is just a simple question that we can handle in a blog post, but oftentimes we will find out the best possible solution for you and get you to the right resource to move you on to the next step!