How Richard Qian at BMW of Fremont is Selling 20% More Cars with Reach150
Richard Qian is an Internet Sales Advisor at BMW of Fremont.
He quickly recognized the potential value in building a strong online reputation with the help of Reach150 and began collecting personal recommendations from his happy clients. Because of his efforts, he can now leverage this content to sell more cars. In fact, he has sold 20% more cars during the first four months of effort.
Here is how he did it:
1. Richard quickly built a pool of recommendations from his past customers.
Richard recognized that his past customers represented a great pool of potential recommendations. He emailed all satisfied customers that he has helped purchase BMWs in the past 3 months. 20% of his past customers wrote him a recommendation after he sent them one simple email.
2. Richard completed his Reach150 Profile.
Now that Richard had some great recommendations easily found and shared online, he wanted to build a relationship with those reading his recommendations. He uploaded a profile photo and filled out a very short bio. He also provided his contact information so people who found him online could easily reach him. In a few minutes Richard had an online profile that is aligned with his business objectives.
3. Richard paid attention to Reach150's "contact me" form notifications.
Reach150 allows our client's potential customers to contact them via a "contact me" form. In the first 4 months, Richard received 4 messages from potential customers through the Reach150 "contact me" form. He sold cars to 3 of them. 75% of the leads that were sent to Richard via Reach150 were closed by Richard himself.
4. Richard paid attention to cold calls and emails from potential customers.
Reach150 makes it easy for potential customers to contact our clients directly. Since our users' recommendations are featured prominently in search results and social networks, a wide net is cast. Commonly 2 to 5 times the people who will fill out a "contact me" form will call or email the contact
directly. Richard estimates that another 3 cars were sold due to people contacting him directly using the contact information shown in his Reach150 profile.
5. Richard showed off his recommendations during the sales process.
Gaining the trust of a potential customer is the most important part of the sales process. To accelerate this effort, Richard uses his Reach150 profile to prove competence and ethics by showing his Reach150 profile to every prospect he speaks with. He shares his profile by emailing a link to it to the prospect and by asking them to perform a Google search on "richard BMW". The credibility of the stature of the people who recommend Richard and the validity his Google search result puts customers at ease. This credibility often outweighs the reputation of the dealership in the customer's eyes. He estimates that he has sold 3-4 additional cars by adding this step to his sales process.
6. Richard made Reach150 part of his routine.
Selling 9-10 additional cars in 4 months is strong motivation to continue to use Reach150. Richard now asks every customer for a recommendation and measures that 40% of them will provide one. Because of this volume of recommendations for Richard and the other sales and service consultants, BMW of Fremont now has more posts on Reach150 in 6 months (all of them positive) than they have ever accumulated online at third party review sites in total.
Richard is just one of the Sales and Service Advisors who is successfully using Reach150 to build business at BMW of Fremont. Map his simple use of Reach150 into your process and the impacts will be felt across your business.
"Reach150 has been a great partner. Their solution was simple to implement and effective almost immediately. It's one of the few must-have solutions for any auto dealer."
BMW of Fremont