Category Archives: Sales & Marketing


Aug

22

2014
Where Are Your Marketing Dollars Going–and What Are You Saying with Them?

Where Are Your Marketing Dollars Going–and What Are You Saying with Them?

The benefits of targeting versus blasting In our thousands-of-marketing-messages-a-day world, the art of maintaining customer relationships–and their business–is crucial. It’s imperative to establish your business as a trusted authority among your customers–and it’s important to reinforce this position often. The best way to do this is with effective communication and marketing throughout the purchase lifecycle. However, if you’re still using traditional methods to try to engage customers, this process can get very costly, very quickly. These days, effective marketing is about getting the right message…

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Aug

20

2014
What Your Service Customers Want to Know—But You Aren’t Telling Them

What Your Service Customers Want to Know—But You Aren’t Telling Them

Vehicle manufacturing is getting better and better, and today’s cars are being built to go longer and longer without requiring maintenance. With longer intervals between service visits, customers are tuning to the internet for information about their vehicles. Each month, there are at least 70 million Google searches for after-market service-related content (ThinkInsights – Google, 2013). These service search keywords make it clear that customers are looking for trusted information…

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Aug

13

2014
3 Parts and Service Customer Groups You Didn’t Know You Had

3 Parts and Service Customer Groups You Didn’t Know You Had

How to expand your customer base and fill unbooked appointments in the process Let’s face it: many of your current and potential service customers don’t want to see you. It’s nothing personal, but many consider getting their car serviced to be an inconvenience at best and an aggravation at worst because it takes them out of their normal routines. So how do you not only attract customers to your service bay, but also make it a positive experience…

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Aug

11

2014
Your Service Customers Are Searching…But They Shouldn’t Be Searching at All

Your Service Customers Are Searching…But They Shouldn’t Be Searching at All

If you’re not seeing the service customer retention you want, it might be time to rethink your approach. Customers defect from service departments for a number of reasons—often due to differences in cost, communication, or convenience—but these reasons all have one thing in common: your customers aren’t getting everything they need from you. So what aren’t they getting?

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Aug

01

2014
The Three Visits Theory–and What It Means for Your Service Customer Retention

The Three Visits Theory–and What It Means for Your Service Customer Retention

You’re likely familiar with the concept “three strikes and you’re out,” but are you familiar with the slightly less known–but perhaps more important–adage of “three strikes and you’re in”? If not, keep reading. The “Three Visits Theory” states that it takes three visits to cement a long and lasting relationship with a service customer. Transitioning sales customers to service is not only a key component…

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Jul

07

2014
Still Searching for the Silver Bullet for Digital Marketing?

Still Searching for the Silver Bullet for Digital Marketing?

Why looking past the fairy tale is the best move for your dealership In most instances, we’re immediately suspicious of products and services that promise miracle results—the latest weight loss cure, the investment opportunity that’s a “sure bet”—except when it comes to digital marketing. It’s not hard to see why. The idea of a one-size-fits-all, plug-and-play, set it and forget it, single digital product that will make your dealership a lead-generating;…

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Jun

16

2014
Taking the Buzz out of Buzzwords: What Does Customer Demand Marketing Mean, Anyway?

Taking the Buzz out of Buzzwords: What Does Customer Demand Marketing Mean, Anyway?

Customer demand marketing, otherwise known as “demand generation marketing,” is simply a set of strategies designed to close the gap between you and your customer, generating demand for your dealership.  You want customers to come through your doors, and you want them to stay. Building lasting customer relationships: Timing is everything Today’s customers don’t want to get slapped in the face with email spam or…

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Jun

06

2014
News Roundup: New-Car Transaction Prices Get a Bump, Large Car Sales Lose Traction, Pinterest Users Don’t Mind Ads, and More

News Roundup: New-Car Transaction Prices Get a Bump, Large Car Sales Lose Traction, Pinterest Users Don’t Mind Ads, and More

Five stories from June 2-6 that have us talking New-Car Transaction Prices Climb More Than 2 Percent In May 2014, According To Kelley Blue Book (Kelly Blue Book) The average transaction price (ATP) for light vehicles in the United States rose from $31,654 in May 2013 to $32,307 for the month of May 2014, while new-car prices have increased by $653—a 2.1 percent increase over the…

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