Here is the case study written about my work in Marketing
Here is the case study about my work in Marketing... let me know if you have any questions, comments or feedback in general. Thanks! (I 'x'd out dealer name and other names.)
Michigan dealership increases close rate by 300%
Overview
xxx Chrysler Dodge Jeep Ram (CDJR) serves the greater
xxx area in Michigan. In five short months working with
xxx, they completely turned around their sales process
and increased their close rate by 300%.
Solution
xxx spotted and supported sales process improvements by:
• Identifying that lead follow-up was the real source of the issue
• Supporting lead follow up with easy-to-follow Coffee Reports, sent daily to
organize priorities, as well as manager visibility
• Adding unlogged sales activity in the CRM
xxx Challenge
xxx CDJR needed to sell more cars, but couldn’t pinpoint the
problem. They kept trying the “more leads, more sales” model
to fix it, but their sales number wasn’t budging no matter how
many leads marketing delivered. xxx helped xxx CDJR
identify that the real source of the issue wasn’t in the number of
leads— it was in their follow-up process.
xxx armed xxx CDJR with data that clearly demonstrated that the “more leads,
more sales” model wasn’t working and highlighted specific points in the sales process that
needed to change. This led the new Car Sales Manager to use the visibility and accountability
that xxx provided to create an improved follow-up procedure. This in turn gave the
sales team a simple and intuitive process for following up with interested leads.
Results
In five months, the xxx Chrysler sales process completely transformed. In fact, they were
so convinced by the visibility xxx gave them into their sales opportunities and sales
process that they added xxx to their sister dealership, xxx Ford, and canceled their
virtual BDC team.
300% - 400% increase in process quality increase in close rate increase in cars sold
xxx has helped CDJR sell more cars by seeing that leads are followed through.- Sherry Wood | Marketing Manager
xxx CDJR and xxx Ford
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Big congrats!
... Extending it out to membership sites follow through also necessary after initial sign up - working hard to get people to join here but then handing them over to whatever and whomever dominates the dashboard...aftersales strategy necessary!
Great point! Yes, follow up is key! So many companies fail here. We have 7 points of contact after the initial 'reach out' from the client. Thanks, Mary!
wow, there's a plan to adapt in here too!
I like the way you think! ;)