Monday, March 7, 2011


The steps to success are few – and they are not that hard. Really. You just have to do them – everytime.

Paste the list below on your computer monitor and refer to it every day. If you consistently complete all six items below you will sell more cars. Simple as that.

1). LRT (lead response time) of <1 hour. Respond quickly to every elead.

2) LRR (lead response rate) of 90%+ Reply to 90%+ of the leads you receive.

3). Follow-up multiple times, using every media available to you: email, phone, and text message.

4). Consistently send follow-up emails to non-responsive prospects; once every week or two – for at least 180 days.

5). Send a targeted bulk email to all prospects a minimum 1 time each month. Do not underestimate the importance of this one.

6). Review your portal and other e-business metrics reports at least once each month – you can’t know where you’re going if you're not measuring.

To paraphrase an old saying, “Success in Internet sales is simple – but not easy.” All the steps you need for success are listed above. Doing them consistently is the hard part.

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