EP 8:6 Innovative and Unconventional Strategies for Prospecting, Referral, and Lead Generation

Millionaire Car Salesman Podcast

In this week’s episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP sat down with Tracy Elkins, a seasoned sales professional at Timber Ford, to explore her unique background and experiences in the automotive industry. Tracy shares valuable insights into the world of car sales, emphasizing the significance of relationships, community involvement, and targeted marketing strategies.

Sean and Tracy underscores the importance of actively engaging with your local community through the Chamber of Commerce and community events. Listen in to discover how these relationships can lead to a steady stream of referrals, and overall, boosting your sales game! What’s another Tracy ‘success secret’? Working the service drive and providing top-notch customer service. Discover how this approach can lead to repeat business and a constant flow of referrals.

Listeners, whether you're a car sales veteran or just starting your journey in the automotive industry, Tracy Elkins' insights are sure to inspire and guide you towards achieving millionaire car salesman status. Tune in now and accelerate your automotive sales career!

Key Takeaways

• Participating in Chamber of Commerce events and community activities can help build relationships and generate referrals

• Targeting specific tribes, such as educators and parents, can create trust and increase sales opportunities

• Providing unique and personalized gifts, such as first aid kits or flashlights, can leave a lasting impression on customers

• Becoming certified in car safety seat installation and inspection can position salespeople as safety experts and generate leads

• Working the service drive and providing exceptional customer service can lead to repeat business and referrals

"The more people you talk to, the more opportunities you have to hit home runs."

- Sean V. Bradley

About Tracy Elkins

Tracy Elkins, has been working in car sales for just one month but possesses an extensive background in sales, event management, promotion, and networking. Tracy previously held the position of Director of Sales and Events at a prominent conference center and also held a license as a Real Estate agent. Before these roles, she served as the Manager of the local Community Center, simultaneously holding the positions of President of the Chamber of Commerce, President of the Library, and Community Education Director for the local school district, showcasing exceptional multitasking abilities.

Known for their ambition, outgoing nature, and genuine passion for building relationships and helping others, Tracy is highly goal-oriented and thrives on challenges. For the past nine years, Tracy has been a dedicated single parent to three remarkable children, aged 16, 14, and 11. They share their home with four large dogs and cherish quality time with their family. Additionally, Tracy, is an accomplished artist who enjoys creating acrylic paintings during their downtime.

Tracy's overarching aspiration is to achieve extraordinary success in all their endeavors, including their venture into car sales. In the future, they aspire to become a public speaker, sharing their inspiring story of resilience and the transformative power of the law of attraction and a positive, grateful attitude that has not only changed their life but also served as inspiration for many others.

The Power of Networking and Community Involvement in Automotive Sales

Introduction

In the competitive world of automotive sales, it takes more than just product knowledge and a persuasive pitch to succeed. To truly excel in this industry, sales professionals must go above and beyond to build relationships, establish trust, and create a strong network of potential customers. In this thought leadership article, we will explore the power of networking and community involvement in automotive sales, drawing insights from a conversation between Sean V. Bradley, CSP, and Tracy Elkins, a successful car salesperson at Timber Ford.

Building a Strong Network

Tracy Elkins, with her diverse background in community involvement and sales, understands the importance of building a strong network. She emphasizes the value of participating in local events and becoming an active member of the Chamber of Commerce. By attending community events and establishing connections with other business owners, Tracy has been able to promote her dealership and generate referrals. She explains, "Being active in all of those community events is really important. Just having a presence for even after five events where you're meeting other business owners... You build that relationship. It's all about creating a network."

The Power of the Chamber of Commerce

Tracy's experience as the president of the Chamber of Commerce highlights the potential benefits of leveraging this organization for automotive sales. The Chamber of Commerce is an entity that supports local businesses and tourism. By becoming a member and actively participating in chamber events, sales professionals can gain exposure, build relationships, and establish themselves as trusted resources within the community. Tracy explains, "If I'm involved in all of these different chambers and then they're sending out the big sale we've got coming up in a couple of weeks, it's getting in front of a lot more people."

Finding Your Tribe

Tracy's background in childcare and her involvement in the education industry provide her with a unique advantage in the automotive sales world. She recognizes the importance of targeting her tribe, the people she can relate to and connect with authentically. By focusing on her expertise and understanding of the needs and preferences of parents and educators, Tracy can position herself as a trusted advisor in the car-buying process. She explains, "I'm a community volunteer and children that go to the school... I'm new to the car business... We offer a $500 rebate for educators." By leveraging her knowledge and connections within the education industry, Tracy can establish herself as a go-to resource for teachers and parents in need of a vehicle.

Creating Wow Moments

In addition to building relationships and establishing trust, Tracy emphasizes the importance of creating wow moments for her customers. She believes in going above and beyond to show her appreciation and make her customers feel valued. Tracy plans to provide unique thank-you gifts, such as first aid kits or flashlights with her contact information, to her customers. By offering practical and thoughtful gifts, Tracy aims to leave a lasting impression and increase the likelihood of referrals and repeat business.

Working the Service Drive

Tracy understands the untapped potential of the service drive. While many sales professionals focus solely on walk-ins and internet leads, Tracy recognizes the value of engaging with customers who bring their vehicles in for service. She explains, "A service customer is seven times as likely to purchase a vehicle from where they service the car from." By actively working the service drive, Tracy can connect with customers who already have a relationship with the dealership and are more likely to trust her recommendations.

Conclusion and Future Outlook

In the ever-evolving world of automotive sales, the power of networking and community involvement cannot be underestimated. Sales professionals like Tracy Elkins have demonstrated the impact of building strong relationships, leveraging community organizations like the Chamber of Commerce, and targeting specific tribes within their customer base. By going above and beyond to create wow moments and actively engaging with customers in the service drive, sales professionals can differentiate themselves and establish long-term success in the industry.

As the automotive sales landscape continues to evolve, it is crucial for sales professionals to adapt and embrace new strategies. By leveraging the power of networking, community involvement, and targeted marketing efforts, sales professionals can position themselves as trusted advisors and build a loyal customer base. The future of automotive sales lies in the hands of those who are willing to go the extra mile and create meaningful connections with their customers.

Resources

Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.

The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

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Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!

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