Business Development
Business Development Workshop
“How to Protect, Prospect, Manage Your Customer Base”
Taught by Tom Herald
The “Business Development Center” (BDC) is the major communications hub for several dealerships. It is what we refer to as a “Communication Center” that is used to protect, prospect, and manage your most important business asset - your customer data base. The most basic purpose of a BDC is to retain your customers by tying the sales department, service and parts departmets and your customer service department into one voice and one process with one common focus and vision - to gain total control of your customer base.
This workshop is the most comprehensive training on business development available in the industry today. We will take you from basic prospecting skills and internet lead development through call center management and operations to a full-blown department whose mission is to develop new business while aggressively retaining the old, thus giving your dealership a significant edge over the competition.
What You Will Get From This High-Impact, Interactive Program:
- The difference between a BDC, a CDC, and a Call Center
- Understanding the BDC Concept
- What do I need: Equipment, Telephones, Workstations, IT Systems
- Personnel
• Hiring, Training, and Retaining te Right People
• Compensation Plans that Work for You
• Complete Job Descriptions and Responsbilities - Phone Scripts and Word Tracks
- Benchmarks for Superior Performance
- Proven Processes and Procedures that Generate Results
- How to Manage and Track Customer Traffic
- Effective Follow-Up
- Developing, Generating, and Managing Sales Leads
- The Power of Prospecting, Networking and Effective Follow-Up
- How to Network using the Internet
• Branding Your Business Online
• Search Engine Optimization
• Video Search Engine Optimization
• How to Develop a Website Affordibly
• Secure Applications Online - How to Set Appointments that Show
- The Power of a Set Sales Process
- How to Triple your Productivity
- Sales Planning and the Importance of Metrics
- You Can’t Manage What You Don’t Know - Gathering Information and Turning It Into Knowledge
- Managing ROI
• How to Track and Manage Advertising Effectiveness
• Calculating Cost per Lead and Cost Per Sale - What You Need In a Client Relation Manager (CRM) Tool
- Comparing Departments and Teams, Tracking Performance
- Managing Sales Team Performance
- How to Drive Traffic to Your Dealership
• Lead Generation and Management
• Setting Appointments that Show
• Increasing Customer Traffic (Lot Up’s) - How to Increase Your Closing and Sales Ratios
- Managing the Metrics
- One Team, One Focus
• How to Develop a Common Vision and Mission for Your Team - Business Planning and Execution
• How to Write a Business Plan
• How to Write a Strategic Plan
• How to Write a Tactical Plan - Compliancy: Red Flags Rules, No Call Lists, Online Applications, and Much More
- The Art of Telephone Negotiations
- Bypassing Price on the Phone
- Full-Spectrum Automotive Finance
We will discuss “real world” events and their effect on business today along with strengths, weaknesses and frustrations as they pertain to personnel, customers, sales, credit, and transaction issues.
What WE Want:
• Hard working, committed sales professionals and managers
• Individuals ready to work, ask, learn, and change.
• 100% Commitment to Success.
Who Attends?
• Sales professionals
• Sales Mangers
• Customer Service, Call Center Managers and Representatives