NetForum - Message Replies

Forum: Idea Exchange

Topic: Internet Manager Position and Internet Sales Departments

Posted by: Randy May (rmay@dickscountrydodge.com )
Organization:Dick's Country Dodge
Date posted: Sat Jun 17 21:58:10 2000
Subject: Best Practices for Internet Customers
Message:
I am looking for different "best practices" for dealing with internet customers. I am in the process of writing out my process map for this department. I am playing with things like email them or call them or both. Give out prices immediately or not. Give retail prices and tell them come in for the internet price or just give them the lowest price that I am going to sell it for not matter what. Do you quote payments and trade figures over the internet or do they have to come in for that? What about "at home delivery". How do you interpet the 72 hour right to rescind rule? I have talked to 3 lawyers and they can not even agree on this one. What positives have any of you found with these and what about any negatives? I guess that is a long enough question.

Michael Hargrove Subject: Best Non-Negotiated Price
Reply Posted by: (mhargrove@bluinc.com )My Success Company
Date Posted: Sat Aug 16 14:22:51 2003
Message:
Here is part of a reply from another forum here:

Since you're already getting two Internet leads a day, let's start there. One technique for turning Net leads into appointments is called "Best Non-Negotiated Price". When pressed for pricing information, it works like this; we tell our prospect,

"Best prices, as I'm sure you know, are determined by the availability at the time you decide to do business. There are other variables too, of course, like time of the month, how readily the car can be replaced, what bank or manufacturer programs are in place at the time, condition of your present vehicle (if you're planning to sell it to the dealership), even the moods of everyone involved.

Whenever my Internet customers ask me for the 'Best price' what they're usually trying to do is narrow their choices down to the most competitive two or three stores. You know, those within $300, $400, $500 of each other. So what I'd be happy to do is give you our best non-negotiated price to help you narrow your choices too.

Now, some customers hate the negotiating process so much, that they just decide to pay whatever the lowest quote was that they received. Most, however, want to save the very last nickel they can and decide to come in to negotiate an even better deal, if possible, based on the current conditions I mentioned earlier.

I'd be happy to accommodate you either way. When you decide to come see me, I will eliminate the pressure and hassle of the traditional negotiating process. It's really very easy to do business here, as you will see.

I'll contact you within X amount of time to see which way you'd like to proceed."

I think you'll find you're setting more appointments this way than simply being evasive or simply quoting low gross prices. The "best non-negotiated price" you give them still needs to be competitive but don't sell yourself short. Many sales people report additional gross being generated by having the customer come in allowing them (the rep) to actually build value and rapport.

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