So, I get an opportunity to write blogs now about tips & techniques.  This excites me because I read a lot of transcripts.  I see some transcripts that anger me and some that amaze me.  This post is more tips.  Here we go…..

First and foremost a chat is very similar to a phone up.  The difference is we can’t hear emotions but we can show emotions.  So we are going to discuss how to handle a chat conversation.

I would start every conversation with “Welcome, my name is Ryan and your name is?” Hence, giving info asking for info.  Auto dealers are bad about not training their guys.  I know… not yours.  I was trained like crazy.  I remember listening to Grant Cardone every day for years on the way to work.  Eventually I was training the people at the dealership.  So here are some techniques I think we should all use.  Always give information and ask for information.  Example: “The price you requested is $34,233.  Can I have an email address so I can send this to you?”  Example: “Yes that vehicle is available, may I call you to discuss the details?”  See it doesn’t have to be hard.  I see it done every day.  I also see “No” “you will have to give me your name and phone number to get a price.”  What are you a human form?  Wow!  I just made that up.  I like that.  Dealers need to be the gateway of information.

Off subject: For so many years 3rd party companies have been educating your customers on how to buy & vehicle details.  Dealership websites should be informative and easy to get the information they are looking for.  Why are we making it so hard.  Why do you not have a “Research” navigation button on your website?  If you do, good job!

Ok I’m back.  So we covered giving information & asking for information today.  What about pricing?  Do you give price or not?  I say give it.  If you don’t you will never see that person any way.  What if it’s a competitor?  Give it.  They are not going to tell you and it doesn’t matter any way.  People buy from people they like.  It’s proven.  I can’t begin to tell you how many people told my boss “We didn’t plan on buying today” after they bought the car.  Do you think if I made the process hard, they would have still said the same thing?  No.  What do you do when someone says “We are not buying today?”

The dealerships that call me and say “Ryan, you’re not going to believe this, we have sold 5 cars off chat this week”  are not telling customers they can’t have price.  I know this is a structure thing and you may not be in control of these decisions but I encourage you to explore treating chat prospects more like phone prospects.  The only difference is chat prospects are not in so much of a hurry to get off the phone with you.  Take your time ask questions.  They are not going to hang up on you.  No need to feel rushed. 

Wrap up- Give price, give and ask, show emotions, be the source for research, and sell yourself.

You guys are important to our economy and Contact At Once!.  We thank you for all the hard work you put in on a daily basis.  Continue to work hard and be blessed.