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Marketing ROI Solutions

Marketing ROI Solutions. Chuck Colvin Auto Center. NADA Facts – Buyer Motivation. WHY Customers BUY Motivation ONE: “The relationship between the sales representative and the prospect/customer.” This is far and away the top influencer. . NADA Facts – Buyer Motivation.

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Marketing ROI Solutions

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  1. Marketing ROI Solutions Chuck Colvin Auto Center

  2. NADA Facts – Buyer Motivation WHY Customers BUYMotivation ONE: “The relationship between the sales representative and the prospect/customer.”This is far and away the top influencer.

  3. NADA Facts – Buyer Motivation At 72% of companies responding … that serves as a strong reminder that repeat sales are built on strong relationships with your customers.

  4. NADA Facts – Buyer Motivation WHY Customers BUYMotivation TWO: “Demonstrated success in similar engagements.”

  5. NADA Facts – Buyer Motivation At 32% … it underscores the importance of showing that you have previously solved problems that are similar to those that your customers are facing.

  6. NADA Facts – Buyer Motivation WHY Customers BUYMotivation THREE:“PRICE”

  7. NADA Facts – Buyer Motivation It was cited by 30% of respondents. Its third-place finish shows that although price is a critical consideration in B2B buying, customers could be more motivated by the other considerations spelled out above.

  8. NADA Facts – Buyer Motivation WHY Customers BUYMotivation FOUR: “Reputation”

  9. NADA Facts – Buyer Motivation This factor was cited by 22% of respondents. One of the best ways to build your reputation is to include customer testimonials on your website, sales materials, and FaceBookpage.

  10. NADA Facts – Buyer Practices Percentage of Customers that Decided that They Were Going to Buy a VehicleBefore Leaving Home 85%

  11. NADA Facts – Buyer Practices Percentage of Customers Considering Fewer Than 3 Makes of VehiclesPrior to Shopping 82%

  12. NADA Facts – Buyer Practices Number of Actual Hours The Average Customer Spends Shopping fora New Vehicle(including Internet) 10

  13. Reputation Alert In that 10 HoursYou can Bet they saw your Reputation

  14. NADA Facts – Buyer Practices Average Number of Actual Shopping Days a Customer Spends Shopping Dealerships 4

  15. NADA Facts – Buyer Practices Average Number of Days a Customer takes fromFirst Dealer Visituntil Purchase 14

  16. NADA Facts – Closing Ratio? Percentage of Customers Who Buy on the1stVisit to a Dealership 20%

  17. NADA Facts – Buyer Practices Percent of Customers Who Bought within3 days from the day they began looking 57

  18. NADA Facts – Buyer Practices Percent of customers that come with 3rdParty Information – WHY? 76%

  19. NADA Facts – Buyer Practices The Average Number of Dealerships a Customer shopped Prior to making a Purchase(Including Internet) 5

  20. NADA Facts - MOBILE Percentage of Customers Who look you up on a Mobile Device who will BUY within 48 Hours 61%

  21. NADA Facts – SMS/Mobile Percent of Customers NOT Followed-Upafter they were Walked at the Dealership 90%

  22. NADA Facts – SMS/Mobile First & ForemostSMS will help you convert WALKS to Be-Backs to Customers so YOU can CASH IN on the 17% opportunity

  23. NADA Facts – SMS/Mobile No UP should ever WALK again without you having their mobile number.Offer text/SCAN to WinOffer Virtual Biz CardOffer Free B-Day Gift

  24. NADA Facts – SMS/Mobile But what if the UP is on the lot when you are closed?NO PROBLEMEvery sticker has a QR Code and a Text for Virtual Tour to grab the Prospect’s Mobile Number.

  25. NADA Facts – SMS/Mobile TEXTSTK12345to503-342-7772for a Virtual Tour Go Ahead and Try It Now

  26. SMS/Mobile Solutions 72% of Americans text message across all demographics

  27. SMS/Mobile Solutions SMS Messages have a 98% Open RateIt doesn’t get much better than that.

  28. SMS/Mobile Solutions 67% of customers would like to receive mobile alerts or reminders

  29. SMS/Mobile Solutions Twice as many people Text Message than own a Television set

  30. SMS/Mobile Solutions 82% of Americans do not leave the house without their cell phones

  31. SMS/Mobile Solutions 50% of 18-34 year olds are willing to give their mobile number in exchange for coupons

  32. SMS/Mobile Solutions Text Messaging integrates with Social Media; email; websites, RSS Feeds

  33. SMS/Mobile Solutions 3 GOALS to MONETIZE • Gather Opt-ins to Mobile database through Text2Win’s, Online, and through POS campaigns. • Generate more leads • Capture e-mail for additional touch point • Lead Mine Existing Database for Results; • Timely Notification efforts – Sales Events • Notifications of Inventory Additions • Maintenance and Service Reminders • Nudge Social Network engagements (add followers) • Brand Identity growth • App downloads – engagement/entertainment/transactions COLVIN Ford: You are entered for a chance to win! Reply w/ your email for additional entry. Reply STOP 2quit, help 4 help

  34. SMS/Mobile Solutions Ford Dealer Ad Group Had Great Success with these Mobile Coupons

  35. SMS/Mobile Solutions • Every customer that comes in contact with Your Dealership • is engaged with MOBILE.Offered a chance to enter to WIN a Great PrizeOffered a Virtual Business CardSigned agreements to purchase a vehicle, which include the text message opt in Add to the Pool Chuck Colvin Auto Pool of Present & Future Clientele These clients are then marketed to in a timely fashion over the upcoming months, generating more transactions

  36. SMS/Mobile Solutions • Promotions Match Organization Objectives 15% OFF any 50,000 mile, or 75,000 service this week only call 800-223-5099 or click http://chuckcolvinservice.com Reply STOP 2quit COLVIN FORD has a VIP Special on Facebook, Follow us NOW and see how we love you. Reply STOP 2quit Gary @ COLVIN FORD: Come in and Test Drive the New Mustang and get Blazers Tickets. reply STOP 2 quit • Increase Social Network Followers • More Service, Parts, After Market • Increase Transactions • Generate NEW Leads

  37. SMS/Mobile Solutions Running short on time to create the virtual business card slide • Send Messages that Match Objectives: • Drive Social Network Behavior • Capture Email for additional Touch Point • Create FWD 2 Friend Opportunities • Drive additional transactions • Drive Awareness of New Products • Lead Mine for New Business • Grow Brand Awareness • Convert Leads • Send Premium Offers • Capture email • And more…

  38. NADA Facts – Opportunity Percentage of Customers Who Told a Sales Person They Were“Just Looking” 72%

  39. NADA Facts - Opportunity Percent of Sales situations when a Sales Person Properly establishes Rapport, Qualifies & Controls the Prospect 18%

  40. NADA Facts - Opportunity Percent of Customers who did NOT feel they received a Good Product Presentation and Demo 88%

  41. NADA Facts - Opportunity Percent of customers who want toTest Drive the vehicle before they purchase 99%

  42. NADA Facts – Opportunity Percent of Customers who purchased“On the Spot”With a Good Presentation & Demo 50%

  43. NADA Facts – Opportunity Percent of Customers with NO specific plan to buy from the same sales person or dealership again 88%

  44. NADA Facts - Opportunity Percent of owners who were contacted about purchasing another vehicle after delivery 10%

  45. NADA Facts - Opportunity Percent of owners who could not remember their salesperson’s name 12 months after the sale 82%

  46. NADA Facts - Opportunity Percent of average dealership’s total vehicle sales made to customers NEW to that dealership 55%

  47. NADA Facts - Opportunity ONLY 20%of Customers will Buy on the First Visit to a Dealership …

  48. NADA Facts - Opportunity *80% Will NOT Buyon theirFirst Visit to Dealership but there’s more opportunity to improve your closing ratio

  49. NADA Facts - Opportunity … because 33% will Return to Dealership(Be-Back) with GOOD Follow-Upand …

  50. NADA Facts - Opportunity 67% of those Customers who do return (Be-Back) will Purchase

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