Every time you make contact with someone, always get a second phone number. Make note of any changes in the customer’s information, and actively seek referrals and ad source/lead source for every customer. This will help management track the effectiveness of advertising campaigns and lead providers.
When skills are the foundation of a BDC, customers attribute keeping their appointments to the BDRs—which is a compliment to the skill-level of a BDR. Train, practice and role-play regularly to learn communication skills for better influence and persuasion
A business development center (BDC) is a dynamic entity that needs to be able to expand and contract. Sometimes it’s necessary to expand in one area while simultaneously pulling back in another. For example, you may need to cut back one lead source and simultaneously increase the number of leads from another source. When it [...]
BDRs can market themselves with a good “elevator pitch” that gives everyone who asks them what they do for a living a reason to call them for an appointment for themselves, their friends or family. A good sales representative is always prospecting so why shouldn’t a good BDR? It will only increase their income (and the dealership’s profitability).
Your sales department must recognize the BDC’s primary purpose is to drive floor traffic to them to create more opportunity to sell vehicles. If they publicly acknowledge this, the BDC department will be more motivated to excel. It’s a “win-win” for both departments.
Your new BDC will adopt the attitudes, work ethic and beliefs of its leader. If you put someone in charge who doesn’t project the image you want for your dealership, your dealership image will change over time— the individual in charge will not!