Articles for BDC Experts
Wednesday, June 02, 2010
To determine what motivates a customer to buy a vehicle, we first must identify the different things that make customers tick. Each customer has a hot button, but combinations of the following motivators are usually present in each customer’s decision-making process.
Wednesday, April 07, 2010
Glynn Rodean - The Internet can be your best friend or your worst enemy. To effectively communicate and maintain strong relationships with Internet customers, responses to inquiries must be immediate and consistent and you must interact with customers on the latest Web 2.0 Internet avenues.
Tuesday, February 16, 2010
Glynn Rodean - BDR intuition is the skill to know which direction to take at the fork in the road during customer interactions. Ad and lead sourcing helps make this simple by identifying credit issues early. Being on point and having BDR intuition when speaking with a special finance customer is vital because these potential buyers are likely filling out multiple credit applications.
Monday, December 28, 2009
Glynn Rodean - Database mining, or organic business development, is maximizing the opportunities that are sitting in a dealer’s database uncultivated or, to be frank, being ignored. These people are not being called; they’re not getting letters.
Wednesday, November 04, 2009
Glynn Rodean - All incoming sales calls and every lot up should be ad-sourced and lead-sourced—no exceptions. Determining the source of every lead allows you to generate a report that will show you whether your dollars are being spent effectively. Without this reporting, you may wind up wasting thousands of dollars a month.
Wednesday, October 07, 2009
Glynn Rodean - We can’t wait for success to come to us. We have to go after it, and technology can help in a lot of ways. Technology can enhance communication with prospects, target certain segments of past customers, locate new customers who are in the market for a vehicle and simplify certain BDC processes.
Tuesday, September 15, 2009
Glynn Rodean - There are plenty of dos and don’ts when working in a business development center. How often do you train and test your business development representatives (BDRs) to ensure they know the dos and don’ts and are performing to the best of their ability? ...
Wednesday, August 19, 2009
Glynn Rodean - My favorite part about working shared leads is that a shared lead gives you the opportunity to set yourself apart from everyone else who is calling these leads. Effectively working shared leads is more about selling the appointment than setting the appointment, and your phone skills are just as important as a quick response. You won’t set yourself apart with a hard sell. Instead, with shared leads, you set yourself – and your dealership – apart with very subtle influence and persuasion techniques ...
Sunday, July 26, 2009
Glynn Rodean - In the average dealership without a BDC or call center, the handling of phone calls is still abominable. In reality, business development is more important today than ever and cutting costs in business development can have devastating effects.
In some cases, manufacturers are putting more pressure on ..
Wednesday, June 17, 2009
Glynn Rodean - Up to this point in the outsource-to-in-house-BDC transition, the bulk of the in-house preparation has been planning, along with some training. While the entire transition can take up to a ...
Monday, April 27, 2009
Glynn Rodean -There are many different functions a BDC can perform. Some of the most popular ... in-house BDCs performing well include: working Internet leads, working purchased leads, taking incoming sales calls from advertising and direct mail and ...
Friday, March 13, 2009
Glynn Rodean - Can a dealer begin business development as an outsource service and transition to an in-house operation? My answer to that question is a resounding “yes.” Of course, that “yes” comes with a few ifs. This route will work if...
Wednesday, February 11, 2009
Glynn Rodean - While car sales and football don’t have a lot in common, right now many dealers are practicing what many football teams do when they’re trying to hold onto their lead until the end of the game—the prevent defense. A team with a solid lead...
Saturday, February 07, 2009
Glynn Rodean - Over the years, I’ve developed a long list of best BDC practices and here are 12 from which every BDC can benefit...
Monday, November 24, 2008
Glynn Rodean - If you train on just scripts, you're putting your money (and possibly your ROI) on only seven percent of communication.
Saturday, October 18, 2008
Glynn Rodean - A business development center (BDC) is a dynamic entity that needs to be able to expand and contract. When it comes to growth, there are different reasons to expand and several methods of expansion.
Monday, July 21, 2008
Glynn Rodean - Why do we train our BDC personnel? Because we need to bridge the gap between the sales department and the BDC, and the easiest way to do that is by properly training both sides.
Thursday, June 19, 2008
Glynn Rodean - Recruiting for a business development center (BDC) is serious business because these individuals will represent your dealership to the community ... If you hire the wrong people, you could inadvertently ask prospects to shop elsewhere.
Tuesday, May 20, 2008
Glynn Rodean - This person’s communication skills should be so strong that he or she is capable of taking any customer T.O. in the BDC to secure an appointment...
Wednesday, April 16, 2008
Glynn Rodean - There are seven basic materials for building a BDC: space, people, hardware (computers and telephones), Internet access, software, call management services, and lead sources. As with any building project, you need to determine what you want to build so you know the quantity and quality of materials you need.