Given the speed at which the internet develops, customers increasingly expect more from retailers on the web. The breadth and flexibility of available digital tools means there’s always more you can do to sharpen your dealership’s website. There are fundamental must-haves every dealer needs to create a successful website. But there are a few advanced tools and methodologies dealers can use to lure in customers and sharpen their online operations.
In an ideal world, dealers would never be short of sales leads and they’d all be from buyers chomping at the bit to hand over their cash. The reality is often different. We’ve discussed ways of increasing your number of leads, but as dealers know, quantity doesn’t always equal quality, and you can find yourself inundated with dead-end duds. Or leads might just be in short supply.
It’s crucial that sales executives follow up on leads—especially the best quality ones. Even the most successful dealer groups admit that getting sales staff to diligently chase down leads is not the easiest of tasks, and they need cast-iron processes to make sure it happens. Here are some of the best ways to make sure your staff follows up.
Sales leads are the lifeblood of any retail operation. Without them, you have no customers and no business, so it’s imperative for dealers to attract as many good quality leads as possible. The digital age has introduced a wealth of new ways to reel in customers, but there’s also no substitute for old-fashioned market knowledge and a reputation for quick and friendly responses.
Our top three tried and tested methods explain how you can boost your sales leads for the better.
It’s hard to believe that the decade is almost over. As we inch closer to 2020, we searched our archive to find our top five favorite dealer resources, stories, and highlights from the past year. We hope to continue sharing stories and best practices like these well into 2020. In no particular order, here are the top five dealer stories and resources we shared on the Dealer Resource Centre in 2019.
Your business hours might be nine to five, but your customers are not. More and more are doing their homework online – used car buyers spend an average of six hours online searching for vehicle and dealership information* – and it’s increasingly likely that their first contact with a dealership will be outside of normal working hours.
Stagnation is a killer for customer leads, so there’s extra pressure on retailers to respond when the physical business is off the clock. Here are five ways to tackle those late night or early morning queries.
The car business attracts all types of buyers: some people buy cars on impulse, like a bar of chocolate in the queue, while others spend days, weeks, or even months searching for the right car, deal, and dealership. Regardless of the type of buyer though, life can get in the way sometimes, causing car shopping to get put on the back burner.
In my former life handling leads at a six-store dealer group, I found that timing was one of the main reasons why even our most effective lead sources converted at only 10%-12%. It wasn’t because the customers weren’t serious or decided to buy elsewhere—it was because they didn’t have time, and my dealership was giving up too soon.
Why does that matter to you? If you want to drive more sales from existing leads, you need to optimise your lead follow-up strategy.