By Susan Givens Publisher of AutoSuccess Magazine.
Technology is great, and new ideas and better processes are wonderful, but one of the best things you can focus on to improve your sales and find success in your career is paying attention to the basics.
These efforts might not be the most electrifying actions you take during the day, but simple activities — done consistently — can make a huge difference. Think of it as a form of exercise; you’re not going to get the full effect after one session, but results will build over time — if you keep performing the correct actions regularly.
Here are three simple things you can do each day that might not seem like “power” moves in themselves, but can wind up being some of the crucial building blocks for a successful career.
Send Handwritten “Thank You” Cards
While email is efficient and can provide nearly instantaneous communication, it’s also impersonal. For each customer or potential customer who comes into the dealership and speaks with you, even if they didn’t buy that day, send a handwritten card letting them know you appreciate their time and their business. It takes no time and barely any thought to send an email — and the customer knows it. Emails hold no emotional weight. Taking the time to actually write out a card, however, tells the customer you value them. It sets you apart from the pack and puts you at the top of their mind when it comes time to buy.
Make Cold Phone Calls Every Day
Very few people like making cold phone calls — it’s a chore, it can be uncomfortable and it’s easy to come up with reasons (excuses) to avoid doing it. Making a habit of doing it every single day you’re at the dealership, however, takes some of the sting out of doing it. It just becomes part of your day, and the internal resistance you’ll feel will subside as it becomes more natural to do it. You never know where your next customer will come from, or the business they’ll bring with them. Give yourself every opportunity to gather business by exploring every avenue you can with dedication and regularity.
Keep The Lines of Communication Open
You don’t have to be a pest, but regularly touch base with the customers who have bought vehicles from you. It doesn’t have to be much — maybe once or twice a year — but maintaining regular contact with them keeps you on their mind. While they might be happy with the vehicle you sold them, maybe it’s time for their spouse to get a new car. Maybe they have teenagers who just got their license. Maybe a friend is looking for a vehicle. It costs nothing to let them know you’re still there, ready to fulfill whatever need they might have, either now or in the future.
There’s an old saying that habits are formed after doing an activity regularly for three weeks. Over the next three weeks, perform these steps and see what happens. You might be surprised how quickly these actions become second nature to you, and the business you’ll maintain or earn over time by using them.