Selling More Cars with Shameless Self Promotion
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Shameless Self Promotion
Most salespeople come to work and recreate the same wheel day after day. Come in, hang on the door and hope it swings well today. It does - good day. It doesn't- Bitch.
If you want to be a victims of circumstances outside your control that can effect the door swing, keep doing what your doing. Recreate that same wheel day after day and just come in and hang on the door. Just know 20 to 30 years from now you'll be doing the same thing your doing today. Your skill-set will be no more developed than the 25 year old new hire standing beside you.
If you want to be a pro that one day doesn't have to rely on the door swing, you have to cover your bet and make some appointments on your own. The combination of shameless self promotion and creating lasting long term relationships with your owners is what makes you less dependent on the success of the door swing and grows your income.
Shameless self promotion:
The good news is today's tools are much easier for reach and targeting. The old days of cold calling people from the phone book with the same last name or working grocery store parking lots are no longer necessary.
Today you have a vast market of narcissist on social media. Websites and forums for specific interest, Craig's list for an immediate market on lower end used cars and sites where you can buy list drilled down by any criteria you can think of. There really is no excuse not to try some type of self promotion for 2 hours a day.
Do you have time for shameless self promotion?
As a salesperson I was taught that my job description was:
Either I was in front of a customer or preparing to be in front of a customer or I wasn't doing my job!
Love that... How did we complicate something so simple and pure?
The average salesperson sees 40 to 55 people (counting everyone - yes I am Talking to you) a month. This means your seeing approx 2 people a day on average. If one customer goes all through the process you have 2 to 3 hours invested. If the second customer stops in the process around demo drive, you might have another hour invested. That means on an average day with two customers you have 4 hours in job description work.
The bad news is you have 4 to 8 more hours more scheduled today. Just invest 2 of those hours doing something to get 2 people to say "Yes I'll come see you."
Raises are effective when you are!
Do the Math:
- If you make 2 appoints a day - how many in a month?
- How many actually show up?
- How many of those can you sell?
- Extra unit sales times your average commission?
- Times 12 for increase in yearly income
I am asking for 10 hours a week to generate this increase in your annual income. Imagine I post an ad on the job boards that said:
Hiring Shameless Self Promoters
You will work 2 hours a day.
You will be doing:
- Internet Marking
- Direct Mail
- Cold calls.
Paying (Line 5 Above)
How many sales people give themselves this job? Just the pros.
If your bad at self promotion - keep going!. You will figure out the formula that works for you. If you remain bad at this, it is stil worth doing. Cut the Math in line 5 above in half and imagine going to to your boss at your old job and asking for that amount in an annual raise. In sales you don't have to ask for a raise. Raises are effective when you are!
