appointment setting

Creating an Appointment Culture – Part 17

Creating an Appointment Culture – Part 17 TRANSCRIPT: Step four in the Perfect Appointment is “Show Time!” It is the in-store VIP Treatment. You want to greet and treat whoever the prospect is like a VIP, preferably by a manager. If not, you are going to do a management TO right away. Let’s assume you […]

Creating an Appointment Culture – Part 16

Creating an Appointment Culture – Part 16 TRANSCRIPT: The third step in having a perfect appointment is something called Pre-Appointment Preparation. Remember, managers need to be deeply involved in all four of these appointment processes otherwise you will not have a Perfect Appointment, and you will not close them at eighty percent. Part of the […]

Creating an Appointment Culture – Part 15

Creating an Appointment Culture – Part 15 TRANSCRIPT: The second step to the Perfect Appointment is something we call appropriate appointment confirmation. Appropriate appointment confirmation is a tough process to write about because, really, every appointment can have a different confirmation process depending on how far out the appointment is set. The goal is the […]

Creating an Appointment Culture – Part 14

Creating an Appointment Culture – Part 14 TRANSCRIPT: Now it is time to talk about the Perfect Appointment. The Perfect Appointment is the one that will close at eighty percent for your internet appointments, but interestingly you can close all of your appointments at eighty percent. If you follow the Perfect Appointment for any sales […]

Creating an Appointment Culture – Part 13

Creating an Appointment Culture – Part 13 TRANSCRIPT: From an internet standpoint, it is important to understand that your store really is just one of nine that is competing for a prospect’s business. Prospects will submit multiple leads on multiple sites. Or, in some cases the aggregators, the people who aggregate leads then sell them […]

Creating an Appointment Culture – Part 12

Creating an Appointment Culture – Part 12 TRANSCRIPT: In the last session from this lesson, we learned what it would sound like to leave a really compelling voicemail. We left a voicemail that created a sense of urgency for a prospect or a “be back” who was interested in a new car. Now, we are […]

Creating an Appointment Culture – Part 11

Creating an Appointment Culture – Part 11 TRANSCRIPT: Let’s talk about what some of these voicemails that we leave for prospects might sound like in an appointment driven culture. The following is an example of what a day five after an internet appointment or a “be back” might sound like. They were looking at a […]

Creating an Appointment Culture – Part 10

Creating an Appointment Culture – Part 10 TRANSCRIPT: Any response you give to a question needs to be around driving an appointment. It could be by voicemail, email, or personal response on the phone. Let’s look at a typical situation. You have a trade appraisal form on your website. It could be Black Book, Kelley […]

Creating an Appointment Culture – Part 9

Creating an Appointment Culture – Part 9 TRANSCRIPT: Another question that prospects want an answer to is, “What is my out the door number?” Meaning: “What are you going to give me for my trade? What is your final price? I need to know my out the door numbers, or I am not coming in.” […]

Creating an Appointment Culture – Part 8

Creating an Appointment Culture – Part 8 TRANSCRIPT: Once you get the prospect on the phone, you have one goal. That is to get an appointment that shows. Let’s discuss how the call from Part 7 should go. For example, I know the prospect might demand more information. The prospect may want to understand the […]

Creating an Appointment Culture – Part 7

Creating an Appointment Culture – Part 7 TRANSCRIPT: How do you make a thousand quality outbound calls? I am not talking about speaking to a thousand people. I am saying maybe talking to a hundred people. Then, you may set appointments with fifty of those, and when those fifty show, you close them at sixty […]

Creating an Appointment Culture – Part 6

Creating an Appointment Culture – Part 6 TRANSCRIPT: How do you get appointments? The key is that you have to ask for appointments. They don’t just happen by themselves. You actually have to ask the prospect or the former customer to come in for the appointment. Remember, the goal is an appointment that shows at […]

Creating an Appointment Culture – Part 5

Creating an Appointment Culture – Part 5 TRANSCRIPT: This is some really ground breaking stuff here… Appointment driven cultures have appointment driven goals. Meaning the goal of our digital marketing is to drive conversions. It cannot be branding, impressions, or engagement. Those can be side benefits of digital marketing, but our true goal that our […]

Creating an Appointment Culture – Part 4

Creating an Appointment Culture – Part 4 TRANSCRIPT: How do we get appointments? Let’s start with the internet side of our business. Internet appointments all begin with leads. In fact, when you fail to get the lead, you are lucky to get a sale. I will give you an example. The typical visitor to your […]

Creating an Appointment Culture – Part 3

Creating an Appointment Culture- Part 3 TRANSCRIPT: Right now you are probably living off the Up-bus. What does that mean? It means your traffic goes through peaks and valleys. Most of your traffic is probably on the weekends, creating lots of bottlenecks. See, when you live off the Up-bus, your traffic controls you. What we […]

Creating an Appointment Culture – Part 2

Creating an Appointment Culture- Part 2 TRANSCRIPT: What is the appointment opportunity in a dealership today? It is interesting. Depending on the statistics you look at, car dealers close between nine and twenty percent of the traditional Ups that come in the door. There are probably some great dealers out there that can probably close […]

Creating an Appointment Culture – Part 1

Creating an Appointment Culture – Part 1 TRANSCRIPT: The first lesson addresses how to develop an appointment driven culture in your car dealership. These lessons do not just apply to car dealerships, but to various other business settings as well. This lesson as well as the other lessons in this set of video sessions […]

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