When I was 21, I sold cars at the local Ford dealership.
I had a small office on the second story.
Any time I saw someone pull into the lot, I would race down to meet them.
With a firm handshake and a smile, I welcomed them to the dealership.
Then we sat down and got into their wants and needs.
Getting in front of the right people.
As I met more people, more units were moved.
I wanted to be in the car business forever.
Until winter came.
I stood out in the lot in frigid, Michigan winters for 60 hours a week.
I saw maybe 1-2 people a day.
It was not enough.
I needed a way to talk to more people.
Internet vs In-Person
The next job I got was helping an RV classified site.
Since I was 11 I have been building websites and creating content, so this job was familiar to me.
However, when it came to building relationships, it was not the same as the in-person car business.
Turns out, less than 1% of website visitors turn into any type of lead.
That was a big eye-opener for me.
Less than 1% of people visiting websites do not give any type of contact info.
It was a whole different beast when it came to sales.
I saw an article from Google, “The Car-Buying Process: One Consumer’s 900+ Digital Interactions“.
From there, I did a deep dive into their buyer’s journey, using the model for automotive that google made, but for RVs.
Leads boosted by 1700% within a month.
I tried it again and consistently boosted leads by 200%+.
By guiding customers on their journey, rather than pushing for a sale, we were winning.
But it wasn’t just a win for the RV business.
I realized these principles could transform my entire sales strategy – even on LinkedIn.
Applying this approach to my outreach, I saw my reply rate jump from 5% to a whopping 68%, (CLICK HERE TO SEE HOW) leading to more leads, calls, and sales.
Want to go faster?
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