NetForum - Message Replies

Forum: Idea Exchange

Topic: How to turn internet leads into buyers?

Posted by:Chris Hanson (carguy@chrisjhanson.com )
Date posted: Tue Nov 30 7:39:13 2004
Subject: How to turn internet leads into buyers
Message:
Check out http://new.autosuccess.biz/ for awesome articles on Internet Sales and Floor Traffic. You can access their past articles for FREE. I subscribe to the magazine, let me know what you think. Chris

Subject: internet leads to appointments
Reply Posted by: Paul Savage
Date Posted: Fri Dec 17 9:50:57 2004
Message:
I found this here on this site and this technique works great for me. Good luck!

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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