Professional Documents
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Database Mining For All Departments
Database Mining For All Departments
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Database mining, or organic business development, is maximizing
the opportunities that are sitting in a dealer’s database
uncultivated or, to be frank, being ignored.
These people are not being called; they’re not getting letters.
They’re being left for the competition to call. Sure, the sales
staff or BDC will call a customer in the days or weeks after they
come in, but what about months or years later?
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• Market a promotion for a free oil change (or free oil and
charge for the labor) to sold customers who have never been in
the service department.
The old saying, “People don’t care how much we know until they
know how much we care,” applies. Nothing shows we care more than
a follow-up call. Following up with customers – sold and unsold –
also keeps your dealership fresh in their minds. Showing you care
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really provides an opportunity for a dealership to differentiate
itself from any other experience that their customers have had.
More and more dealers are cultivating the leads that are already
in their database, and more are likely to join in. It’s almost
like having a cellar that needs to be cleaned out. There’s a lot
of good stuff down there that’s worth good money. You could be
sitting on a gold mine.
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