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Google+ Ditches Zagat Ratings, Returns to Consumer Friendly 5-Star Ratings

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Google can’t seem to make up their minds. That being said, they sneakily introduced a change that I believe most businesses (and consumers) will welcome.

In May of 2012, Google implemented their Zagat rating system which was confusing for both businesses and consumers. The 30-point system just didn’t make sense to most people including, most importantly, consumers.

As you can see by visiting any Google+ local page, they have reverted back to the 5-star rating system. Ultimately, this makes more sense as not only is it easier for the business to understand why their rating is what it is but a consumer intuitively understands what the number “means” in relation to reviews left by other customers.

The biggest thing is that it seems to have been rolled out completely in that the rating now exists inside and outside Google maps and whether you are logged into Google or not and you don’t need to have an upgraded listing as a business owner.

For the score to show, your business must have at least 5 reviews, however.

It isn’t quite updated everywhere yet. It’s still showing the Zagat score in the old version of Google Maps and in Google+ Local search results but I anticipate that this will all be conformed in due time.

I, personally, welcome this about face and think it’s good for both businesses and consumers.

What are your thoughts?

[Note: Thanks to 3GEngagement for the tip!]

Facebook Hashtags and Personal Posts

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A couple of days ago, I wrote an article about how dealerships (or any business, for that matter) can use hashtags in their social media posts to potentially increase exposure.

The biggest question I had was regarding hashtag visibility from personal posts so I thought I’d write a short article with that answer.

Facebook privacy settings trump everything.

What does that mean? If you put a hashtag in a post on your personal profile that is public, anyone clicking on (or searching) that hashtag has the ability to see your post. If your posts are limited to friends of friends, only those people can see those posts. If your privacy settings are “friends”, then only your friends would see your post in a hashtag search.. you get my point.

Unless your friends are hashtag-using people, hashtags have the most possibilities for businesses and Pages. That being said, it could be useful to create a hashtag for a conversation amongst friends (or a common interest or event.. say a birthday party or other group event) so that all of those involved in the conversation/event would have the ability to view all the posts, pictures and other related content easily.

So, there’s your answer. The visibility of your personal posts with hashtags rely completely on the privacy settings of THAT post so don’t freak out and think that everyone can see your hash tagged personal posts should you decide to use hashtags.

(Except maybe the NSA, but that’s a different story).

Facebook Hashtags and Dealership Page Marketing

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As you probably heard, Facebook has integrated hashtags into their system. This provides another way in which your dealership has to get exposure for their Page. The old rules still apply, though. If you have crappy content, it’s not going to help. However, if you’re posting good content, not only is it another way to get exposure but you might even pick up some new “likes”. Yeah, they’re not necessarily going to be people in your geographic area.. they could be from anywhere in the world. However, my guess is that Facebook users are more likely to click on an easily-clickable hashtag “just because” than to do a full on Facebook search for a brand name.

Obviously, it’s a brand new feature so who knows if people will use it or not. My guess is they will in the same way they do on Twitter, Instagram, etc.

My advice: start adding hashtags to your Facebook posts. Use hashtags that people would search for. Don’t worry about hash tagging your dealership’s name.. people will search for that if they want to see YOUR posts specifically. Hashtag your brands and model names (that are in the content posted, of course). Think about what people would be interested in and, if applicable, use those hashtags. Think minimal and relevant in your use of hashtags. Save the “reactionary” and “opinion” oriented hashtags for Twitter (ie. #justsaying or #noms or #FML) unless you’re going to try and hijack a hashtag a la Jello.

Hashtags (for me, at least) went live today. I decided to search #Ford and these are a few examples of what I saw. None of these are Pages that I “like” with my account. Keep these examples (of which there are MANY) in mind the next time you’re posting content to Facebook. Do you want your Page’s content in the mix?

P.S. The last one’s my favorite. 😛

Why Not Paying Attention Is Costing You Money

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It’s the last few days of the month and the store is either below the number of sales they should have or they’re close to hitting a unit goal for some stair-step money. The sales manager is pushing everyone. He’s pushing the salespeople to not let any customers walk without not only a turn but also talking to a manager. He’s holding meetings to review all the deals that weren’t made during the month frantically trying to see if any can be revived. He’s listening to phone calls on their call recording service to hear if there were any phone calls that were mishandled and could be deals. He’s combing through the Internet leads to see if there were any deals that they were close on but didn’t make. Every minute of those last days matter. As stress and frustration (mixed with just a little sweat) mount, he’s fielding calls from his GM, possibly his owner and definitely his OEM rep who are continuously inquiring where the numbers are and pushing him to reach his goal, increase sales, and reduce the heat sheet. While the sales manager continues to down Red Bulls and triple-shot lattes, he’s making salespeople call everyone they’ve met this month. He’s throwing out spiffs that are higher than normal. He’s spot-delivering anything that “might” stick and throwing deals against a wall that for the first three weeks of the month he would turn away. The last day of the month comes and goes and it’s time for “the reckoning”. Maybe he made his number, maybe he didn’t. What he does know is that on the last few days of the new month, he’ll be doing it all over again.

Why did I tell this story? Because we all know that this is exactly what happens in a high percentage of dealerships across the country. Depending on ownership/management, some of the same pressures will always exist. This is the car business and no matter what you do, on those last few days of the month, more is expected.  I don’t have a magic solution to all of these problems but I believe that there are things that you can do – whether you’re a Sales Manager or an Internet Director – to avoid a few of these each and every month.

Almost every dealership does two things: use a call tracking service and buy third party leads. Both of these cost money and, in most cases, dealers might as well be lighting that money on fire. Many Sales Managers and Internet Directors don’t bother listening to their staff’s phone calls or looking at what the Internet Managers are doing with the Internet leads that they’re spending a bunch of money on. At least they don’t until those last few days of the month when, most of the time, it’s too late.

Managers should be listening to phone calls and paying attention to their Internet leads daily. I’m pretty sure that this is not an original idea. I’m also pretty sure that many managers agree and have the best of intentions to do so. However, from my experience, I also know that both the story above and the fact that these two things aren’t getting done are, in many cases, fact.

Let’s assume, for a minute, that Mr. Sales Manager truly doesn’t have the time to do some of these things. There is so much floor traffic and deals lined up to be desked that he literally doesn’t have the time to monitor everything. In these cases, the enlightened dealers will outsource some of this monitoring. The unenlightened ones will turn a blind eye… until those last few days of the month when the days magically turn longer and Tylenols transform into Tic Tacs.

For the enlightened ones that are truly under-staffed, help is available for two of the most time-consuming activities I’ve described: call monitoring and Internet lead monitoring.

The first service I would recommend is Phone Ninjas. Their service is phenomenal in not only listening to your phone calls but providing your staff training on how to handle calls through both in-store training and during each lead they review during the month. I have no idea how much the service costs but my guess is that the extra car deal or two you get every month would probably cover that expense.  You can see and hear and example of a call here. [Coaching Review]

The second service is Task Teacher by DealerKnows. This service will go into your CRM and analyze Internet leads based on a process and send you individual reports on how the Internet Managers handled the leads. The reports include valuable coaching feedback for the salespeople on how they could do better in the future and inform you of not only how well they are doing but could also help you identify deal(s) that could be saved whether they weren’t because they weren’t handled properly or because the customer had issues that were never addressed.

Dealers spend a lot of money to drive phone traffic and receive Internet leads: tens of thousands of dollars a month and, in some cases, more. If you can’t pay attention, at the very least get someone to pay attention for you….

… or you can keep buying triple-shot lattes and Red Bulls at the end  of every month while you start listening to these calls and reading these Internet leads and realize just how many deals you “could” have made had you paid attention.

[Disclaimer: I am not affiliated in any way with Phone Ninjas. In fact, the owner, Jerry Thibeau, won’t even invite me to dinner with the rest of the “cool kids” when those occasions arise. That doesn’t mean his service is bad (hence the recommendation), it just shows that, eventually, I’ll get voted off the island at tribal council. I am, however, affiliated with DealerKnows and while my recommendation could be interpreted as a pitch, it really isn’t intended to be. I recommend this service because I know it intimately and, as far as I know, it’s the only one of its kind.]

 

Why No Social Media Vendors Exist In Automotive

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Before you get all huffy (especially the social media vendors that may read this), I want to narrow my definition of “social media” for the purposes of this article down. Social media encompasses a lot of things but I’m specifically talking about Facebook and Twitter management.

There are not many people who would argue that, given the choice and means, any company has the ability to do their own social media better than any vendor. You know your company better than anyone. You have the access and availability to create instant, company-specific content on-site and all the content you need to do it.

That being said, if you find yourself either in a position where you don’t have anyone to do it in house, or you don’t have the time to do it yourself and you are considering outsourcing your social media, consider a few things.

Being familiar with many of the social media services directed specifically at the automotive industry, whether those services are from a company that only does social media or as a service offered by a vendor that has multiple services, in my opinion, there aren’t any social media companies and/or any true social media services offered by companies.

What, exactly, do I mean by that?

In my opinion, every company that exists and works within the automotive space that offers social media services are, in reality, offering content marketing services. The basic idea is that they will set-up and/or manage your social media properties and provide content for those properties on a daily (or less) basis. Yes, chances are that they will respond to comments left (hopefully) and engage with fans when fans engage with you. They may offer to help you grow your fan base and followers – some via methods with which I agree and some using methods which I think are idiotic. Keeping in mind that I’m only talking about Facebook and Twitter management (not reputation, location-based services, etc.) that typically encompass the scope of work.

Content marketing is NOT social media.

I’m certainly not trying to imply that there is no value in content marketing. There are lots of benefits to it especially with well run blogs with great, relevant content… but it’s not social media (at least as defined for the purposes of this article).

So, what is social media?

In my opinion, if someone says they will manage your social media properties, these are the types of things they should be doing:

  1. They should be optimizing your pages/profiles to achieve maximum exposure via search engines.
  2. They should be teaching you how and helping you grow your fan base organically through in store signage, marketing integration and other means in which to capture your existing customers.
  3. They should be providing fresh, relevant and timely content and posting this content to your properties on a daily basis.
  4. They should be creating, finding and seeking this content daily. Yes, every day. Not creating some monthly calendar of content 30 days in advance, re-using content amongst clients (whether they are geographically close or are competitors doesn’t matter)… and they certainly should not be using a “content library” of canned posts.
  5. They should be analyzing the performance of different content types on a daily basis and tailoring the content they are posting to what the page audience wants to hear, not what they want to tell them… on a daily basis.
  6. They should be available and ready to react almost instantaneously to any issue, event, request, problem, comment.. anything and everything… on a moment’s notice. If a customer tweets or posts a complaint, there better be someone to respond.. and fast. Not just between the hours of 9am and 5pm.
  7. Most social media companies are reactive in their engagement. Their engagement is in response to an action taken by a fan or follower. Social media companies should be proactive in their engagement. They should be seeking out relevant conversations happening in your market area (whether that’s by region, state or national) and trying to insert themselves into relevant conversations in a non-threatening and engaging way.
  8. Anyone that tells you that social media is all about branding and that “selling” shouldn’t and/or can’t happen is an idiot and you should run away from them. Bottom line is that everything you do – whether its traditional or digital advertising – is about selling your product or service. Sales can be, and are, made on social media all the time. Revenue is there. There is an ROI (albeit it’s hard to track). Anyone trying to convince you otherwise is setting you up for that future conversation where you say you’re not selling anything from it and they say social media isn’t about selling. I’m pretty certain you’re not in business to not make money.
  9. When people follow you on Twitter, they should be thanking those people and, if appropriate, following them back. In addition, they should be finding new and relevant people to follow on your behalf. On top of those two things, they should be identifying your influencers as best as they can (and that doesn’t necessarily mean the ones with the highest Klout scores) and seeking to engage with them.
  10. They should be using methods and techniques designed to maximize your reach on both Facebook and Twitter. There are many things you can do that are free. Some that cost money. There are some things that I believe are worth the money they cost and some that I believe you might as well be lighting your money on fire if you use them. Whatever the case may be, they should be including these in their offerings to you. They should be doing this in real-time as the situation warrants.
  11. They should be providing you with detailed analytics monthly including detailed Facebook reports, Twitter reports, overall performance reports, response times, interactions, and even be able to show you how your social media may have influenced website traffic (which it can, and is possible, if you provide your Google Analytics code to them). These reports should NOT be simply how many new fans/followers you got, how many pieces of content they posted and the engagement metrics associated with that content (likes, comments, shares, etc.)

How do I know that there are NO social media companies that do this? Well, I’ve talked to many of them. Heck, it was my JOB to research competitors. I also attend trade shows and pay attention.

The reason they don’t do it is that it is not a scalable business model. Bottom line. I get that and agree that it probably isn’t but that doesn’t mean they’re providing social media services.. they’re providing content marketing. That’s all well and good but let’s keep it real.

Just because doing it right isn’t “scalable”, that doesn’t justify calling your service something that it isn’t. Many dealers don’t “get” social media. Some “kind of” get it. The ones that actually “get it” will agree with everything I’ve just written (or at least I hope they will).

So, remember two things about your social media: First, that you can do it better than any vendor whether you believe that’s true or not and second, that, IF you’re going to outsource this to a company, at the very least know the difference between a company offering you social media and one offering you content marketing.

[Note: If you know of a vendor that does all of the things I described above and/or even more, I’d love to hear who they are.]

Are You Being Cheated By Facebook Promoted Posts?

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Cheater

Let me start by saying that I’m a fan of Facebook’s Promoted Post feature in general. If your goal is to increase your Page exposure and reach not only more of your fans but penetrate their networks as well, I’ve found that they accomplish that goal. They are especially useful for smaller pages with a fan count under 1500 where the typical cost to promote a post will be in the $5-$10 range.

In the past, on a particular Page which has 164 fans, the options available for promoting a post were $5 and $10 with an “estimated” reach of usually in the 2,000 range for the $10 option. Considering that a typical Page post will reach an estimated 16% of the Page’s fans (in this case approximately 27 people), this is a considerable difference. This Page typically gets good engagement and has a slightly large reach per post – typically between 40-100 with some posts even reaching into the 700 range without promotion (although this is rare).

Recently, Facebook decided to increase the available options to Pages with a smaller number of fans. I noticed this and decided to try testing it out to see what the results were.

Here were my options:

Facebook Promoted Post OptionsAs you can see, the potential reach increased from a maximum of 2,000 I was offered previously to 17,000. I decided to take the plunge and test out the $50 option and let the ad run its course over the 3 days (which, in case you didn’t know, is how long a single post will run in a promotion) so that I could see what the results were.

Here were the results:

Facebook Promoted Post ResultsAs you can see, this is considerably less than the estimated exposure Facebook promised me in their “estimate” of between 9,100-17,000 for $50. In fact, this should have been the results if I had chosen the $20 option.

I find it completely unacceptable (and false advertising) that Facebook would deliver the post to about 33%-50% of the estimate I was promised for my $50. I have noticed this disparity in the past but since I’m working with some Pages that have a smaller audience and the reach promised was much less, the disparity between the “estimated” reach and the final number has never been that large.

Bottom line is that, while I still think Facebook’s Promoted Post (or Boost Post as they’re now calling it) option is a good value for exposure, I will no longer have any confidence in the “estimated reach” promised.

Yo, Facebook. You owe me $30.

The ‘Car Dealership Expose’ Book You’ve All Been Waiting For!

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In the car business, just about every dealership has “that” employee. You know, the one that complains about everything. The one that’s never happy. The one most sales trainers, consultants and managers would call “cancer”. The advice that 99% would give in regards to “that guy” who, no matter what you tried, just isn’t positive and seems to hate everything would be to fire him. The last thing you need is some jaded veteran salesman spreading dissension and negativity around your dealership.

The guy who says things like these:

“Any sales managers know if the car dealer or general manager are screwing the salespeople by using hidden packs or inflating reconditioning costs of used vehicles, but they do not have the balls to say anything. Their balls have been cut off by the dealer or his puppet general manager before they get their titles.”

“25% commission after the $500 pack means, your dealer is taking away $125 of your hard earned money on every vehicle that you sell. If you are selling 12 units, you get screwed $1500 a month which translates to $18,000 a year, just like that!”

“Car dealers do not allow salesmen in the business office not because they are afraid that the salesmen may screw the girls that are working there, they are not allowed because dealers are afraid the salesmen may look at the files and figure out how they are getting screwed on their commissions.”

Do you know this guy? Do you have one at your dealership? Have you heard of this Great White Shark who lives in car dealerships?

Well, Jaws wrote a book. No kidding.

The book, titled “Kar Guys” and written by Mehdi Roufougar is scheduled for release (according to his Facebook page and Twitter account) .. “soon”.

[Note: There are more choice quotes that I didn’t mention as well as a glowing recommendation of the book from somebody.. probably his neighbor.. on his website if you feel the need to spit your coffee at your computer monitor.]

It’s target audience isn’t consumers. It’s not meant to “educate” people how to buy cars or anything like that. This book’s sole purpose is to “enlighten” commissioned employees of car dealerships in the many ways they are, have been, and will continue to get screwed by their employer.

I was going to contact the author to talk to him regarding his book but his website advised that:

“Any dishonest car dealer,corrupted general manager,crooked sales manager or kinky closer who got offended from the kar guys book or this website feel free to call 1-800-kiss my ass.If the phone is busy,hang up and try again may be away from my desk or on the other line talking to another asshole.”

…so I changed my mind.

Someone this jaded, bitter and hostile would never believe that I really just wanted to talk to him about his book, motivations to write it, and what he hopes to accomplish.

My guess is that it was cheaper to write a book than to continue therapy.

:: face palm ::

Twitter Tip: Why Do People Put Periods In Front of Tweets

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In the past month or so, I’ve seen several people that are very socially active make a simple faux-paus in their tweeting that is restricting the audience of their tweets. After explaining the action (as it wasn’t really an ‘error’) all of them said something along the lines of “I never knew that” so I thought I’d write a quick blog post to let everyone in on the secret that’s not a secret.

When you compose a tweet that begins with a mention (@), Twitter considers it a conversation between you and that user.

An example tweet: @VelocitySales Bacon is king! It is so yummy! #bacon #nom

In this tweet, because it starts with a mention (@VelocitySales), Twitter interprets this as a conversation between the tweeter and that user. This is true even if the tweet is meant as a tweet and not as a reply like if you are simply mentioning a company/person in your post as in:

@Ford has the best cars in the universe!

You may just be tweeting your general sentiment about Ford cars but Twitter thinks you are having a conversation with Ford.

Why is this important?

The only people that see those tweets in their Twitter stream are COMMON FOLLOWERS (i.e. people that follow both you and whomever you mentioned), NOT everyone who follows you.

This obviously decreases the visibility of the tweet.

Don’t fret though. There is a very simple solution to this:

Put a period at the beginning of the tweet, like so:

.@VelocitySales Bacon is king! It is so yummy! #bacon #nom

OR

.@Ford has the best cars in the universe!

Now, Twitter interprets these as actual tweets (vs. a reply or conversation) and will show these to all of your followers.

Sometimes, it is appropriate to have a conversation with a person and only include yourselves and common followers. However, there are many businesses who think that when they are tweeting back to consumers or answering a question to a tweeter that all of their followers are seeing it… and they’re not.

I see many people doing this in tweets that are obviously meant for a general audience (their followers) … some very prominent social media personalities.. so don’t feel bad or stupid because you didn’t know this. Who knows how many informative or interesting tweets I’ve missed because of this…

Don’t make yours one of them.

 

 

 

Facebook Threaded Comments – Replies – Not Necessarily Limited to Pages with 10k Fans

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Facebook is rolling out a new feature in which people are able to “reply” to comments on your Page’s posts creating a threaded comment so that replies to other comments aren’t mixed in with this big long (hopefully) chain of comments. This is great for Facebook pages with a ton of fans and is designed to help those Page administrators manage the conversations better.

To qualify, you are supposed to have a Page with over 10,000+ fans BUT, I was able to turn it on for my blog’s Facebook page and it only has (at this point) 624 fans.

If you’re a Page administrator, you may want to go into your Admin settings and see if you can turn this feature on or not. It’s super helpful in encouraging comments and keeping track of who is responding to whom and managing, responding and engaging in these conversations.

This is how you do it:

  1. Go to your Facebook Page.
  2. Click “Admin Panel”
  3. Click “Edit Page”
  4. Click “Manage Permissions”
  5. Scroll down and you will see a checkbox that says “Replies”, check that box and click “Save”.
If the feature is turned on, you should have “Replies” enabled. Find one of your posts and comment on your own post. If replies are enabled, an additional option to the comment will be “Reply”.. Ouila! Let me know if this is working for you or if I just won some sort of Facebook lottery or they consider me a superstar and are just getting me ready for this huge influx of fans in advance. (crossing fingers).

This is what your post comments will look like if you’re able to activate this feature on your Facebook page:

Or you can watch this video (or read this article) by Christian Karasiewicz that will walk you through it.

Can You Hear the Words That Are Coming Out Of My Mouth?

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Blogging, in general, is about sharing information. There are many ways to do that in writing and it certainly depends on the type of information you share but no matter what the purpose of your writing, it should, in my opinion, accomplish a few goals.

First, it should be timely. People don’t want to read about things that happened 2 years ago unless you happened to find Jimmy Hoffa or discover evidence of a second gunman. I tend to get inspiration from social media. I don’t mean that social media alone as a subject inspires me, I mean that I use social media as a tool to find out what’s going on in the world, what people are talking about, and how those things may apply to my industry or profession.

Second, other than the fundamental goal of sharing information, I share how the current event, news article, etc. applies to social media, digital marketing or the automotive industry and what kind of takeaways or lessons can be learned from it.

Third, and sometimes most important, I try to be entertaining. Sometimes I aim for profound but that’s quite lofty unless you’re Seth Godin who could probably share his grocery list in a profound way. My ability to change lives through my writing is something that, while I would like to think I do, is probably minimal at best, delusional at worst (or vice versa). You can be the greatest thought-leader in the universe with the most intelligent and timely insight but if your message is only being heard by your goldfish, you might as well go play some video games.

I’ve read some super smart, well-crafted blog articles that are visionary and enlightening that, at the same time, make me feel like I was forced to read the ingredients of every box of cereal in the grocery store.  Dry reading (get it?) isn’t going to capture your audience and keep them paying attention. If you’re lucky, they’ll read the first paragraph, get bored, and click on the “Read Later” button that sends your wisdom into the desert of Instapaper that will, ultimately, never get read.

So, listen to your audience, no… really.. listen. Don’t write what YOU want to write, write what THEY want to hear but, at the same time, do it in a way that makes them want to keep reading.

If you don’t care what your audience thinks, why should they care what you have to say? Write for your audience, don’t write to them.

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