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what's up guys TJ back here with another video and today I have a very special topic that I wanted to cover with you guys and today's topic is going to be covering the topic of funnels funnels is something that's not very often talked about um at least in the automotive space but funnels are actually a very very very integral part of marketing um if you're in the marketing space at all and you listen to any of let's say um you know any of Russell brunson's books Russell Brunson is like the Godfather of uh funnels so a funnel I'm going to explain to you guys what the concept of a funnel is what it does why it's important and how you can use and leverage a funnel uh for your own Marketing System as a car sales professional all right so let's jump straight into it I'm gonna go ahead and share my screen with you guys as per say usual and we'll go ahead and dive into it okay so what present right here boom jump into it okay so this is the power of a funnel as a car sales professional okay so basically on a high level you have to understand that with marketing there is a lead process that customers go through and there's a journey that they go through in order to find you as a car sales professional and become a lead and show up at the dealership to purchase a vehicle there is a process that they go through and a funnel is a very instrumental tool in order to help you along with that process okay so basically what happens is you know you're doing some advertising you're doing some marketing right you're putting out content you know you're running some paid ads and let's say people click on your ad they see your ad it intrigues them because it's your dream customer they see that you have some great offer on a vehicle or a special for us a specific you know seasonal promotion let's say it's a springtime sale and they click on your ad and basically they go through a funnel to then go ahead and you know get your information they you get their information and you get a few questions out of them and you add some friction to the process to basically produce high quality leads on the other side that turn into people that show up and are ready to go ahead and pay you as a customer right so if you understand what a funnel is a funnel is basically like I said a process that leads go through in order to become a customer where there's a few stages that they go through in order to give you their information answer a few questions and basically book in a time with you to go ahead and see you so you guys are going to understand this process so the reason why a funnel is so important we have to cover the whole idea of why adding friction to the process is important right because what I see a lot of the time is you know people will go ahead and just they can click on a form and a lot of the times the internet leads that people get sometimes they're like oh you know I never submitted a lead oh I don't remember anything about that car and that's what happens to a lot of Internet leads that you know sales professionals get and that's because there is no friction within the sales process right and that's because when people just fill out their information they're barely just scrolling yeah they put their information in just to get you know a quote or find out on a specific special they don't really think too much about it in order to foreign they don't really have to go through a much of a process in order to get the information that they want so adding friction to the process is absolutely key in regards to making sure that the the the buyer is a quality lead okay because the more steps that you have to go through in order to become a lead the more qualified that individual is because they went through that process of giving you specific information that you're looking for so the more friction that you add to the to the lead process the volume goes down but the quality goes up right those two live on a Continuum right the more quality you have the less volume you'll have the more volume you have the less quality that it has so as you go ahead and shift up and focus on more quality of leads right which you should be looking towards if you work at you know a dealership that works with more higher credit or people that look for Prime customers you want to add more friction to that sales process so that people can actually go through a step-by-step uh you know regimen so that they can even become a lead in the first place right so we don't want just anyone to become a lead right because the whole idea of the funnel is to save you time and leg work in order to get the right information that you need to go ahead and process them as an individual right so basically what we're going to be able to do is once the funnel once they go through the funnel then we can easily identify who's a qualified buyer and who's not and by being able to do that if we know who's not a qualified buyer and who is we can spend more time on what actually matters which is selling the people that are actually qualified right there's no time there's no point in wasting your time with people who are unqualified so the next step and the next idea is within a funnel the funnel that I'm talking about and I'll show you guys a little quick rundown of what this exactly looks like now that you guys understand the what a funnel is and why it's important I'm going to explain to you the details that go into the process itself right so basically the funnel is has a survey built into the funnel to go ahead and collect and extract key information that the prospect has in order to understand if they're qualified by okay so the survey just has some very simple questions for example you know what's the estimated credit range income before taxes down payment what type of car they're looking for some soft information that you would like to know in order to understand where that customer is at if they are somebody that you can actually help in the first place right so with this information you can focus your time on leads that meet your criteria rather than having to spend time extracting that information from lead because there's plenty of individuals that don't just shop for a specific type of vehicle a lot of them will just you know there's those customers that come onto the loans they're like you know let's see what you got what type of offers do you have right they don't really know so this is why the survey is important and we can go ahead and extract that information from people that you know don't really know what they're looking for and that's where we can really help them out the most okay so the survey then extracts that information which then moves in towards a booking page Okay so again the traffic goes through that first step which was going through the survey so now there is more friction you're going to lose some people oh they don't want to go through the survey but the ones that do then go back and they go to the booking page okay and honestly out of every single aspect of the funnel the booking page is the most important part of the funnel okay so once we drive all that traffic to that funnel they fill out that information what we do is then the second stage of the funnel is that booking page and why it's so important is because when people are prompted to go ahead and book in a calendar themselves they are actually more likely to go ahead and show up to the dealership because they picked out the appointment themselves and then from there it dramatically increases the show up rate right so a huge huge key point that a funnel allows you to do that saves you a lot of time like you don't even have to worry about booking in and calling that lead if they already booked it in themselves the sales process is just as simple as looking at you know what type of information they submitted giving them a call making sure that you confirm their uh information and let them know that their application looks good and that they qualify for whatever offer that you're promoting and it's as simple as that and that's why the booking page is so powerful it's very simple but it's very powerful and not a lot of people very much know about why that booking page is so powerful okay so then the thank you page is the last step in the funnel right survey booking page and then you go to the thank you page thank you Pages basically gives them an idea lets them see who you are and it's just basically like hey thank you it's TJ from XYZ Motors I just got your application I'm going to look over it within the next few minutes I'm gonna get back to you here very shortly right so then that personalized touch Point makes them understand where where you are who you are where you are um what you do and how you can help them out so when they come into the dealership they're coming in to look specifically for you right no question about it so that is the the process and then from there that funnel it then shoots that information off into your CRM where the CRM has all of the data collecting uh you know has all that information shown up for you there right so uh before I get into you know the rest of this these slides I'm gonna go ahead and show you kind of what that process really looks like in the first place so uh let's say once they have already clicked on your you know the traffic has already clicked on your ad it's gonna get sent to a link like this right and this is the first stage of the funnel which is the survey the server that I was just talking about right and like I said the survey is to add friction to collect that information of you know what people want to go ahead and get some information on so you know when they click on the the survey and they get into the funnel they ask we ask some quick questions to really understand where they are as an individual where they are as a buyer what they're looking for so on and so forth so they go through the survey so they get asked like what type of vehicle they're looking for you know um what their experience is with buying um you know how long have they been at their current job with their type of income looks like how much money do they have to put down what's their estimated credits rating um and then they fill out their name phone number and email and then from there what they do is they go to that booking page like I was telling you guys about right the booking page which is the most powerful part of the entire thing um and then they book a specific time on your calendar for your own calendar as a car sales professional they're literally booking this is how you book appointments straight to your calendar so it's it's so powerful so once they go ahead and select the time and date they fill out the time from there they go ahead and there would be your thank you video basically saying like hey it's TJ from XYZ Motors just got got your application I'm located at XYZ um I'm gonna go ahead and look at this application in just a moment but I'll get back to you within a moment so like I said from there the information then gets sent off to your um your CRM right and then the power of the CRM I'll do a whole other video to kind of walk you guys through like what the CRM does and why it's so powerful but now you guys have this lead in your system and now all you do is you see okay cool like this this lead has this much money to put down they're looking for a sedan you know they're still making payment or you know uh this is their first time buying they have a good credit score uh they've been at their job for a while and they have a good monthly income perfect let me go get a hold of TJ real quick okay and that's how you can you know go ahead and respond to that lead and that's why the funnel is so powerful and then boom with your calendar you go ahead and actually have people straight book straight onto your calendar so that you know that this person's supposed to show up at XYZ time tomorrow right so that's why it's so powerful that's the entire lead process of the funnel okay so that's what the process looks like but there's also another Point here that I would like to cover with you guys that also serves another role so when you're running um when you're running paid traffic right what Facebook has is it's called a pixel and I'll I can also make a video about this in the future but a pixel is essentially a tool that Facebook uses to track website visitors and so because that funnel is its own website technically uh you can what they call a pixel so that Facebook tracks everybody that goes ahead and clicks on that uh on your funnel and what they do is there's going to be a lot of people that click on that link and they don't go through and book an appointment okay so the powerful part of it is then what you would do is once they have clicked on your your lead you collect that data from Facebook and data that data is within Facebook and then you tell Facebook Hey now that we have this pool of people that have clicked on this link we're gonna go ahead and retarget them with another ad and these people are going to convert at a very very very low cost because a retargeting um a retargeting ad hits people that have already interacted with your brand and they already know who you are and they have some familiarity with you right so that makes that person a lot more um likely to then convert into an appointment because not people don't always just buy off the first go they don't always become a book deployment off the first go so that's why retargeting data is so powerful because once you've then collected their information and their data then you can actually re-target those people again and get the people that slip through the clocks and actually get them through the funnel again so it's like okay they fall out of the funnel and they go back into the market and then you hook them back in with another ad and throw them through the funnel again so the funnel is very very powerful has this kind of like feedback loop effect where um people don't slip through the cracks right it's a very powerful powerful stuff here um so high level overview like I was saying the funnel is supposed to help make lead generation super easy so that all you have to do is basically just check your calendar see you scheduled look at the quality of the lead and then uh you know obviously call confirm the appointment make sure they show up purchase the vehicle so on and so forth hand to leave properly but a funnel is necessary for you at scale because when you're driving when you're driving a ton of traffic you want to maximize your time so that you're handling prospects that show up to the dealership and that are qualified for your um your vehicles and your product okay so super great you know tool for you guys to look into uh this is one of the tools that we use personally within our advertising Facebook ad funnel uh strategy I can make a video about that in the future as well but um it's a really great tool that we've been using for our a lot of our clients and I just wanted to share it with you guys and under help you guys understand why it's so powerful and how you guys can build something similar uh because it's helped our clients generate a ton of high quality leads people with great credit scores um and people that are literally booking straight onto the calendar showing up to the dealership um you know without them having to lift much of a finger so if you have any questions about this feel free to go ahead leave a comment down below I feel happy to make any um you know videos that would help you guys out in the future if you would like to see if I can personally help you out with this in the future then book with the link down below onto my calendar and I and see if I can personally help you out build something like this for yourself and learn how to use all these tools Market yourself in the automotive space and really take yourself to the next level but otherwise I really genuinely hope that you appreciate the the value that I spend the time to put out and that you learn more about marketing itself but other than that I will catch you in another video peace