Used cars are an automotive dealer’s lifeblood and competition for stock is fiercer than ever. With the stakes so high, you have to sharpen your process of sourcing and selling second-hand vehicles. Our seven tips will help you do just that.
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.