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posted on September 24, 2009 11:31 
 Before we can elaborate on this very important question, let's first define the word "prospect." A prospect is a suspect that has engaged with you in some way, whether it be an action taken on a web visit, a phone inquiry, etc. Your goal in this stage is to qualify this prospect to the point that you know the decision-maker and you have identified an interest level in your products and/or services. But it's more than that really.
In this stage, you must quickly determine who to focus your precious marketing resources and sales time on. One of the ways to make your prospecting efforts the most efficient and effective, is to create a process for identifying your BEST prospects within the larger pool of wannabes...and it all starts by profiling your BEST customers: - Segment your current customer base. Start by analyzing your current customer base. Pull out the customers you have found to be your best. Use criteria that points to higher revenue, profitability, shorter sales cycle, etc. From this list, determine what like characteristics these customers have or had in the sales process. This would include factors such as need, buyer's title or role in buying cycle, industry, size, geography. Don't limit yourself here, brainstorm ALL like characteristics of this group of customers.
- Define a "profile" from the data you've collected. Once you've compiled the list of "ideal" customers, use this information to build a profile of the "ideal" prospect. You will need to prioritize the factors you've identified in step 1 by which factors most directly relate to why they are one of your best customers.
- Use this profile to create a lead qualification checklist. From the profile, determine the top 10 criteria for what to look for in future prospects. With this criteria, create a Lead Qualification Checklist by which you will rate all prospects that cross your path.
It's important to remember that the definition of a sales process is CONVERTING suspects to prospects, prospects to leads, and leads to customers, while DISQUALIFYING along the way. This can only be done effectively if you spend some time up-front defining a quick and methodical way to identify which prospects will be worth the investment of your time. Article reprinted from Go-To-Market Strategies
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| New SEO Engine for the MyRVAdvantage Inventory Showroom Improves Search Engine Performance Even More by Steven Webster |  The SEO (Search Engine Optimization) engine built into the MyRVAdvantage web platform is designed to deliver terrific search engine rankings right “out of the box”. By using our “built in” SEO Engine we’ve seen our dealer’s rankings improve within weeks of switching platforms or targeting specific keywords, increasing relevant traffic and increasing the leads generated from their website.
Well, we’ve been able to make this even better with our latest release of the Inventory Showroom module, ensuring that not only the dealer’s web pages and content get found and properly indexed on search engines, but their inventory does too. | | The Virtual Dealership. Smoke and Mirrors or Dealership of the Future? by Steven Webster | 
A few years ago, many of our customers scoffed at those online RV wholesalers who sold “paper units” only on order, often shipping directly from the factory to the consumer at markups that made it very difficult to compete with on the open market. Then, a couple of years ago, one of those dealers became the largest volume dealer for a major manufacturer. Today with the continued tightening of floor plan financing, the evaporation of available used inventory and the public’s increasing comfort in ordering online – some of our customer are reconsidering the is this model or at least a hybrid version of it. Could this be the future of the RV dealership? | | New Inventory Showroom Simplifies and Improves Online RV Inventory Marketing for Dealers by Steven Webster |  Our new Showroom module provides our customers with an easy to use, simply to manage, quick & painless way to market their inventory and make it look great on their site all while improving the way customers interact, search and ultimately find the unit they want. After all, it’ about selling RVs not software and uploads.
| | Tom Mattes Promoted to Vice President of Sales for MyRVAdvantage by Steven Webster | Strong Sales and Operations Leader takes the Reins at MyRVAdvantage.
Louisville, October 6th 2009: MyRVAdvantage announced today that Tom Mattes has been promoted to Vice President of Sales. “Tom has been a leading force within the MyRVAdvantage team; effectively working with dealers to develop our new performance based programs and solutions while ensuring that the company delivered on sales promises, met deadlines and generated results for our customers” said Paul O’Daniel, President of MyRVAdvantage “We’re excited to see Tom take over the entire Sales and Account Management Operations and expect even bigger things in the future” | | IntelliSite from MyRVAdvantage Allows Dealers to Target Market to Visitors based on their Google Searches by Steven Webster |  If someone walks in the front door of your dealership and asks to see a Keystone Montana, are you going to show them all of your used Class C Motorhomes first right? Of course not! So why do that on your website? IntelliSite provides the intelligence to “see” what a consumers was searching for when they arrived at your homepage and dynamically targets the most relevant promotions and even featured inventory specifically based on that visitors interests.
| | Publish Content to Your MyRVAdvantage Site using Windows Live Writer by Steven Webster |
 In my last post, I talked about our latest website updates which allowed you to post to your MyRVAdvantage website using Desktop applications like Word 2007 and Windows Live Writer. Formatting, adding images, layout out posts and much more as possible using Windows Live Writer. For example, I posted this information using Windows Live Writer.
In this post I'll show you how to connect Windows Live Writer to your MyRVAdvantage website. | | To Tweet or not to Tweet. What is Twitter Anyway? by Steven Webster |  Everyone is doing it; Celebrities, news anchors, athletes and teens. And guess what – more and more of your customers are doing it too. What are they doing? Tweeting on Twitter of course! Now you may have been living under a fifth wheel lately and you might not know what Twitter actually is, how it works and what it has to do (if anything) with selling units on your lot. We’re here to help. This is the first in a series of articles will explain what Twitter is, how it’s used and how some dealers are already using it to market their dealerships. We’ll also include some real world examples along with some do’s and don’t to keep you on track.
| | New Module Displays Twitter Feeds on RV Dealer Websites by Steven Webster |  A few of our dealers are just beginning to experiment with social media sites like facebook and twitter. Since we launched our new website a few of them noticed our twitter feed that we display on the homepage of myrvadvantage.com. Quite frankly we were surprised anyone noticed – but good catch! This is a new module that allows you to connect your website to your twitter account and display the last few posts right on your homepage (or any other page on your site).
| | RV Connections by Steven Webster |  As a current customer and user of the MyRVAdvantage dealer website solution, RV Connections in Panama City, FL was content with managing and updating their dealership website. However, when the dealer was recently approached at a networking meeting about the true status of their site’s performance, Neal Stewart and his staff took a long look at the dealer site and its productivity. After recently starting on to the new marketbridge program with MyRVAdvantage, Neal approached the team at MyRVAdvantage for some assistance. With several options for optimization being offered, and unsure of how to best approach making improvements economically, the dealer had a simple concern: Can we increase the visibility of the RV Connections website for our brands and target market?
| | MyRVAdvantage Introduces Performance Pricing for SalesBridge by Steven Webster |  MyRVAdvantage announced today that it will begin offering Performance Pricing to all current & new customers as part of the SalesBridge program. SalesBridge gives dealers a complete turn key Online Marketing & Business Development Department which when combined with Performance Pricing ensures dealers only pay for what they actually get for leads.
As part of the MyRVAdvantage SalesBridge program dealers get a package of rich services; a MyRVAdvantage website for their dealership, live online chat agents, a Lead Delivery System, ongoing Lead Cultivation through eMarketing, Engagement Marketing through the sales process and for those customers who purchase at the end up to 18 months of ongoing Loyalty Marketing along with analytics, reporting, search engine optimization and weekly support from dedicated Account Managers. |
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