[quote=snaggletooth]

I thought I'd throw this out there because some of you were asking about COI's.

There is something called bird dogging or whatever it is.  Basically this car salesman in the 1970's or 80's sold more cars than anyone because he trained his customers/friends to refer everyone they knew.

[/quote]   "this car salesman" is Joe Girard. He sold over 13000 cars over a fifteen year period.  He has written four books, however his first book, How to Sell Anything to Anybody should be required reading. It's more about not giving up and how to treat people than anything else.   As for the bird dogging, he would give, i think it was, five of his business cards to every new customer. On the back of the cards Joe had written the customer's name. He instructed the customers to give out the cards to those they knew were interested in buying a car. For each card that came back Joe would send the referrer $25. Lesson: your best source of new business is satisfied customers. While we can't pay them money, we can spend money on small gifts.   Joe also did fact finding beyond what would be expected of a car salesman. For example he would find out the customer's favorite music and would give the new car owner a tape(no CDs in those days) of their favorite music. If he could get it done he would have the tape in the car when he delivered it. If he spotted the car he would mail the tape, of course with more business cards. Lesson: build a realationship and show people you care.   Joe also made sure his customers were treated well by the service department. He spent money feeding the service department and taking care of the service manager. This didn't take a lot of money but paid big divdends. It seperated him from the other salesman who wouldn't go near the service department let alone spend any money on them. Lesson: Treat your staff well.   Joe, while honest, wasn't above a little slip and slide to make a deal. An example would be never tell an incoming caller that you don't have the exact vehicle they are looking for. When Joe took the call they always had the car or truck in stock and ready for delivery whether they had the vehicle or not. The point was that you can't sell a car to a customer that doesn't show up, so get them into the showroom. The absolute worst case scenerio would be that the potential buyer wouldn't buy a car. Note; that's exact same outcome as telling the customer over the phone that he didn't have the car. For joe getting the customer into the showroom was a no lose situation that now gave him a selling opportunity. If not something from stock, an ordered car or a dealer trade. After-all just because the cusotmer says they want a Blue Camaro with a tan interior doesn't necessarily mean they won't take a Blue Camaro with a black interior. I mean it is easier to keep clean. Lesson: You can't hit the ball if you don't take a swing. You can't take a swing if you don't get an up. Don't do anything that interferes with your ability to get in front of people. of course don't lie to people but don't kill the opportunity. Do everything to get in front of people. even if it's out of your comfort zone. Also, especially in our business in many cases the prospects have no idea as to what they want or need.   Joe was pretty slick and much of what he writes can translate to our business.

voltmoie:

Imagine the business we could pick up if we’d bird dog some strippers or hooters girls!

   - I am in !!!