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A look at prospecting, where our customers come from and how to create a personal, written action plan for proactive prospecting and see the results.

Materials: Flip Chart, Open Mind.
Time Needed: 30– 40 minutes
SME #3

Review – (4 Minutes)

• Ask the group about any successes they’ve had in the past week with using positive vs. negative language. Discuss with group.

Introduction - (3 Minutes)

• Introduce the topic by asking if everyone would be interested in increasing the number of sales opportunities they have.
• Advise that today’s meeting will be focused on the various sources of customers & how to get them through the door.

Where Do Our Customers Come From? - (7 Minutes)

• Ask the group what the sources of customers are. List on the flip chart what the group agrees on.

• New Clients, walk in traffic.
• Return Clients.
• Repeat Customers.
• Referral.
• Prospecting/Networking

• Ask the group “what area within customer sources do they think there is the most room for improvement?”. If they don’t come up with “Prospecting/Networking” give them a reality check by going around the room and asking each one how many prospecting or networking ups they had last week. On the flipchart write:

• Prospecting / Networking

Break-out - (20 Minutes)

• In small groups ask them to come up with ways that they could personally increase the number of new prospects. Get them to list them on a piece of paper to be presented to group.
• Call the groups back and have one person from each group present aloud their ideas. On the flipchart list the ones the group agrees on.

Add to the discussion if they miss:

• Target your market, by prospecting outside the dealership you are in control of who you would like to deal with.
• Talk to the groups of people who share your interests, you feel comfortable with, and would like to do business with. I.e. Baseball team, sports shop owners, music stores, etc.
• Your doctor, lawyer, dentist, hair stylist, anyone you give your business to.
• Get involved with service clubs.
• Self Promotion, spend a minimum of 2% of your income on personal advertising. Make your job important and it is quite likely to return the favor.

• Local newspaper
• Direct Newsletter or Mail out.
• Radio
• Laundromats/ Bulletin boards
• Telephone Calls

Learning Point: Stress to your staff that we avoid prospecting because of a fear of rejection and a desire for immediate results. Remind them that the market has changed. No longer can we wait for customers to come to our door. Through quality prospecting they can expect to see the following:

• More sales opportunities.
• Bigger paychecks.
• Less variation in month to month earnings.
• A self sustaining business.

Conclusion & Coaching Focus - (4 Minutes)

• Ask everyone to create a personal, written action plan for proactive prospecting and to review it with you. • Ask everyone to try the ideas that have been suggested in the meeting.
• Ask the staff to note any changes in their performance to be discussed during the next meeting.
• Encourage anyone that may have questions during the week to feel free to come to you to discuss them.
• Leave them with the following quote:

“The only way to fail is to not try something”


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