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).
Business Development Centers The Most Accountable, Measurable Department –a true BDC is to maximize the effectiveness and profitability of marketing efforts. This is done by well-trained (and managed) BDRs through effective communication skills and rapport-based influence and persuasion. From my experience, the telephone is the “front line” of the car business. First impressions create perception and we all know perception is 99 percent of reality.
A BDC is designed to transmit a sense of ease, comfort, trust, excitement or urgency and should validate the choice to visit the dealership. A successful BDC is built on a foundation of commitment, processes and skills—not scripts.