Super Charge Your BDC: Strategies to Increase Lead Conversion and Profits

1. Pg. 38
Super Charge Your BDC
Strategies To Increase Lead
Conversion and Profits
Cory Mosley
Principle
Mosley Automotive Training

2. The Challenge to Influence
A large percentage of customers are buying
anyway
Customers typically choose a
car, dealership, and GET STUCK WITH YOU!
Creating separation as a matter of process is
the answer!

3. The 4.5 Elements of Creating a Deal
Separation
Communication
Branding
Value Propositioning
Influencing

4. Creating Separation
M + 3 Rule
Law of Diminishing Returns
Leverage the Power of Words
Be Authentic
Connecting Matters

5. The Power of Words
Global Warming
Climate Change
Early Adopter
Crazy person who stood in line for
a $600 phone

6. Perceived Difference
= Perceived Value
If the customer perceives no difference and no
value, then all that’s left is PRICE!

7. 3 Truths About Value
① You can never have too much value
② You can never offer too much value
③ You can never give away too much value

8. Strategies for Creating Value
• Improve product knowledge and presentation
• Create a “follow-up relevancy playbook”
• Break away from what everyone is doing
• Develop a compelling “why buy”

9. Creating a Sales Opportunity

10. T.O.M.A.
Top of Mind Awareness
When you create T.O.M.A. you increase your sales because prospects
who are not buying today will think of you when they are ready to buy!
T.O.M.A. also establishes a
“last opportunity” scenario
Think Progressive Insurance
Think Geico
Think JG Wentworth
Think Tax Masters

11. Relevant Follow-Up
Crash Test Ratings
Industry Awards
OEM Incentives
Dealership Incentives
Dealership Benefits Package

12. Common Sense Approach

13. Phone Checklist
Points of Control
Contingency Plans
Pre-defined pricing strategy
Pre-defined purpose of interaction
Relevancy
Non-price related lead-in

14. Email Checklist
Quality branding
Proper grammar usage
Effective or persuasive
Consistent pricing strategy
Relevancy
Clear direction

15. Re-examine the Process
• What- What are you doing now?
• Why- Why are you doing it that way?
• Is- Is there a better way?
Next Step......
TAKE ACTION!
Focus on the Deals you Don’t Make

16. Let’s Connect
facebook.com/mosleyautomotive
linkedin.com/in/corymosley
@corymosley
youtube.com/corymosley