Nissan Prospecting

NMAC sends communications to customers ________ before the end of a lease, which is a good opportunity for you to time your prospecting communications.

60 days 75 days 6 months

Successful sales consultants make prospecting _______.

An ongoing practice

To make the most of your prospecting efforts, how soon should you respond to electronic leads?

As quickly as possible

How can you interact with parts department customers as part of your prospecting efforts?

Ask the parts department to refer you to do-it-yourselfers undertaking expensive repairs

The most important aspect of prospecting is ______.

Consistency

What information does Nissan's Lead Management Portfolio Manager provide you?

Customers who previously leased through your dealership and the lease details

To assist in prospecting, what information should you include in your social media profiles?

Dealership name and what you do

Which of the following are methods for prospecting outside of the dealership?

Develop strategic partnerships with mechanics, tow truck services, and body shops Strike up conversations with people with shared interests and invite them to your dealership Post your business card on bulletin boards Wear clothing with the Nissan name or your dealership name to create visibility

As part of prospecting, what information should you consider posting on social media?

Incentives Sales specials New vehicle arrivals

Which of the following are recommended ways you can interact with service department customers to assist your prospecting efforts?

Introduce yourself to customers in the waiting area Offer to drive the courtesy shuttle Help move vehicles

What are the reasons for prospecting even when potential customers aren't shopping for a new vehicle?

It creates visibility so the customer may think of you in the future It may prompt the customer to start thinking about a new vehicle

Why should you continue to follow up with customers after responding to an electronic lead?

Many sales are made weeks after an initial inquiry

When prospecting, when should you make your first contact with a customer leasing a vehicle?

Six months before the end of the lease

How can interacting with customers on social media in a genuinely social manner assist your prospecting efforts?

Strengthens your relationship with them and demonstrates that you care

When scheduling a vehicle inspection for customers whose lease is about to end, what should you point out?

They don't have to return to the original dealership You will do the inspection at a time and place of their convenience Nissan's Owner First Waiver Offers

Why should you contact "orphan customers" when prospecting?

They may be ready for a new vehicle but their previous sales consultant has left the dealership

Why should you stay in touch with past customers?

To continue to build on the relationship They may refer you to others

What are the recommended ways to personalize your message when responding to an electronic lead?

Use the customer's name Answer specific questions Refer to the vehicle they're asking about

When prospecting, why is it not a good idea to post too many promotional messages on social media?

You may be blocked or "unfriended"

Why should you consider visiting the service and parts departments as part of your prospecting activities?

You may find customers with older vehicles, or ones facing major repairs, that would consider buying a new vehicle