Ebooks

The 5 W’S of Auto Sales Prospecting

Issue link: https://resources.automotivemastermind.com/i/1252945

Contents of this Issue

Navigation

Page 9 of 15

WHERE A R E T H E Y L O C A T E D Where do salespeople find prospects? The simplest answer to this question is they find them in their sales territories. Fundamentally, every adult in a dealer's market is a prospect, if they're qualified. All too often, dealers begin the process of qualifying sales prospects by combining location and demographic information in one pass – "Women 45-54 in these zip codes with household income over a certain amount." This artificially limits a dealer's prospects to those who the dealer assumes are most likely to be qualified but excludes every other potential high-quality prospect who does not fit that filter. Back when prospect conquesting and qualification was a manual process, this may have made sense. Today, with automated digital tools doing the hard work, it's just a way to lose high-quality prospects before you even know they existed. Dealers can conquest their entire local market for valuable sales leads by taking a holistic market view.

Articles in this issue

view archives of Ebooks - The 5 W’S of Auto Sales Prospecting