Motorhome Driving Lessons

Motorhome Driving Lessons

How to generate sales and revenue when traffic ground is Down - Part 2

I remember years ago hearing a phone coach Belgium in his strong French accent: "If you live in the soil, you'll die on the floor." He was right.
The people of RV, and thank God there is nothing we can do to stop them. Part of our problem today is that not many of them from the front door. No, or stay, discouraged. Remember that the harder I work more we'll get lucky. I know that sales and money are available to us if we just knew where to look.

Diggin 'In the gold.
California's Gold Country and enjoy prospecting as a hobby. Unfortunately, I have to use the analogy came to actually go out looking for more gold but ... Gold prospecting is an art and a science, combined with hard work. You could pack your shovel, pan, sluice box and a strong back, his head in the mountains or a river and start digging. But more than likely you will end up with a sore back and an empty container. Or you could do some research first. Discover where gold could be in reality. Understanding what geological features of the earth to search. Go where gold has already been stated. Listen to the people who perspective. (Do not ask where the gold will not tell you. Just let talk ... there is a lesson there.)
We do this even before pick up the shovel. You see, I do not mind getting dirty. I just want to do with one purpose in mind and maximize my return.

So where is gold "in the RV business. Well, as seekers of gold fever, often is on the right at our feet. 3 key markets to watch are.

1. Repeat Business
2. Business Reference
3. Service unit

Consider the facts:
1. Repeat business.
Mathematics does not lie. If someone buy an RV, is a good chance at some point will buy another. The average time for someone to trade in your RV is about 39 months, depending where you are. If you are relatively new to the RV business and has not built its customer base, however, there are still ways to tap this market.
If you've been in the RV business for a couple of years to be this recording now. If you've been in several years you should take, (or waiting), he walks very slow.
Do your own math. Find out how many RV and has sold throughout his career. Most sellers do not know. After sharing rolls perhaps, perhaps call the client to ensure they are happy and that's all. As well as you know it has to do with "today's agreement" but if not continue to stay in touch with my clients I have sold my own self-imposed limitations as to its value to me, and my income. If we work smart, to "create" is supported, not I hope you get one. Business customers quickly is not unusual. I've seen it happen the same day. I have seen customers buy and sell 3 units within 6 weeks! Leave to think that "never do that", "you" do not buy anything. "They" are ... allows.

Find out how many RV has sold its dealership. Managers, sales staff get the information. If you have been with your dealer for a few years may be shocked to learn what the number is. Let's say you sell 5 units per month. That is 60 years and you have been with the agency to say, 4 years. That's 240 customers sold.
240 Buyers who you liked, you believed, you listen, and trust you. Now ask yourself when was the last time you called any of them? Traffic is not Floor ... it is our attitude and work habits.
If you're new to RV sales, get a list of the owners of the orphans. orphans owners previously sold to customers whos seller no longer works for the dealership. How big is this list? In one of my distributors in the house training, they estimated that there were over 30,000. Most, not seller.
You work hard for your offers. How would you like to work half as hard for the next, and make more money?

2. Reference business.
How do I get referrals? ASK
Ask and you shall receive.
Seek and ye shall find.
Knock, and it responded.

I do not make these things up! It never ceases to amaze me what people will do if you ask.
So who do you ask to appear between? Everybody.
When a reference? All the time.

I a web video production company, as well as my training in the sales company.
I started making my own personal videos training purposes and marketing.
A friend of mine in another industry saw what he was doing and asked me to do a job for him. Not only did I take the work, but I did it for free. I owed this man, for many reasons. It is one of my mentors. Someone I trust anyone or anything.
This type of human association worth more than all the gold in the world. More about the mentors on another occasion, but suffice it to say that this person does not come into my life by accident.
It felt good to pay his leadership with hard work, a good product and good service.
Since then, much work has sent my way I can barely keep up. He has put our business on the map. Now customers have referred to us, have begun to send references too.
We need not look any customer. We do a good job, provide a service, provide tremendous value, and keep coming. I am a firm believer in the references.
I spoke at the Convention of the RV Dealers Association this year, because of the references.

You do not care if your client buys from you or not, or if they qualify or not.
None of this has nothing to do with the request references.
If they buy, I say thank you and ask references.
If you do not buy, I say thank you for coming, and ask for references.
If they can not buy, give his sentence, and ask for references.

I've been in the RV business for a long time so here's a little truth.
I do not care what other coaches have said.
I remember going to classes and talked about asking for referrals and I say most people would give me a reference. I remember thinking, what planet is you?
Most people do not give a reference. Get over it.
I come from the line of RV sales and did very well and I know that many people do not going to cough a name and number, period. The setting of unrealistic and unattainable goals is foolish.
Their job is to ask everyone. The right way.
Some will, some not, and why, that is. The few that will be worth all the must have to achieve.
The references are a higher proportion closing high (6 times the walk on the client) and usually decent gross profit as well. A warm, entering a date, better than a sweet to any day of the week. Usually a sale is not only easier, but a more enjoyable experience for you and customers alike.
I personally know a seller selling 5 + campers per month without taking any rises due to repetition and references alone. He got in a dealer and stayed there.
Check out our Phone Skills Training Video PowerPoint to get repeat and referred customers with high quality phone capabilities.

3. Service unit
This is an untapped gold mine. If you have a service department to discuss your sales and service manager and ask how many customers come to drive through in a month.
Depending on the size of the dealership and how long the dealership has been in business, it is not uncommon for me to hear the numbers as 200-400 per month. Yours may be more or less, but that's not the point. The point is that is out there. Qualified buyers, that's what's out there.
to Figure, realistically, how many customers might be touched in the monthly service department. As an individual seller, taking the weekends, then your days of the week you are away. It has about 2-3 days a week to do this. 1-2 Go meet people every day.
You have the time. I know, you you know. Take action and see what happens.

Let's say you meet 5 new people per week. Remember, all you need do is offer someone a cup of coffee and start a conversation with open questions. That's 20 times per month or 240 opportunities a year has arrived, and he stayed away from the updesk, lowered the internet, text messages stopped his companion (who do not pay their bills), etc. 240 If I gave you more opportunities, qualified RV owners, do you think would a bigger income? The close relationship in this type of customers is high, but say that was typical of a walk in customers, 10%. That's 24 deals a year.
Now you do the math. How much does the average bonus of 24 times? Probably between $ 8,000 and $ 25,000 per year. And that's just the service unit.
Us did not even count the money from repeat and referred business. This we do in our sales training classes in more detail

If you know what you are doing in sales of RV can be a life and do not have one up.
Work smarter and eliminate frustration. The truck business regardless of our present economic situation temporarily, is a big business that will allow you to take care of you and your family, if you sell it on purpose. If you focus and take action, you just got a big raise.

That the bottom of the pan .... always yellow.
(This means full Gold for people of the city;)

Now go sell something!

About the Author

Chuck Morgan has 18 years of experience in RV sales and management. He currently services over 70 dealers throughout the US and Canada through in house sales and management training, dealership consultation and training products. His company website is http://www.rvsalestraining.com. The toll free number is 1-888-338-7355

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