Archive for the ‘NADA C’ Category
Automotive lead providers are really helpful in making a dealership grow financially. They help car dealers a lot in generating more leads, acquiring new prospects and making more sales. However, if a lead provider is inefficient, it would only cause car dealers more trouble instead of growth. Here are some signs of a bad auto lead provider that you should watch out for.
Bad automotive lead providers do not have a screening process. The screening process is where they should verify all the information they receive from the leads and ensure their authenticity and quality. It is also where they find out if a lead is qualified or not. The screening process is important because it saves car dealers time and effort on having to qualify the leads themselves. It also ensures the quality of the leads that they will be receiving from the lead provider.
A lead provider can also be inefficient if they lack the experience in what they do. This is one of the reasons why car dealers are always advised to work with lead providers who have been in the industry for some time already. This implies that they already know the techniques well in the industry. Your lead provider then must be knowledgeable about various lead generation techniquesâ€”traditional and contemporary. Automotive lead providers are supposed to be experts in this. However, there are some who could still not adapt to new techniques and would struggle to keep up with your demands. When choosing a lead provider, call them up and ask them about the techniques they are using in generating leads for their clients.
Another sign of a bad auto lead provider is not having a return policy. The return policy provides for a money back for the bad leads that a car dealer might receive. It is not wise to work with a lead provider that does not guarantee money back for useless leads.
Likewise, a lead provider that is not registered and accredited by the Better Business Bureau cannot be trusted and relied on. Make sure that your prospective lead provider is legitimate by checking out the BBB database. You will see BBB’s rating on the company, review, summary of complaints, and other information in it. Choose a lead provider with a high BBB rating as much as possible.
Lastly, a lead provider could not be efficient if they are not capable of delivering leads quickly. It is important that leads are delivered fresh and fast. Otherwise, your prospects might lose interest in your offer or be captured away by your competitors. Make sure that your auto lead provider has an effective system for delivering fresh and quality leads at a fast rate.
Prospects often complain when they notice that they seem to be talking to computers in a dealership instead of real people. This means that they are just getting some computer-generated responses which could not provide further assistance in their concerns. This certainly turns leads off. Therefore, it is important that dealers respond to leads themselves, making them feel that they are really talking to real people and providing them with genuine and honest help. Here are some tips in doing that.
An automotive sales lead would not wait forever for you to call him or her back. He or she could easily jump to the next option or entertain other offers. Hence, you need to respond quickly to the leads’ queries to keep them interested in your dealership and win them. A quick response will also keep the leads from moving on to other options or from your competitors who are as quick and as determined as you are in converting them into sales. You can have an auto responder set up to send responses quickly. However, make the responses yourself as much as possible and use the auto responder only when you are not at your desk.
Make your responses personal as well and this is where an automotive sales lead could actually feel that he or she is communicating with a real person. Whether you are getting back to them via email or phone call, make it a point to seem to be friendly, honest and sincere. Moreover, establish connection with them by finding out their interests and jobs and using those to communicate with them well.
Aside from a quick and personal response, you can also make your leads feel that the person on the other end of the line is real by offering help and alternatives for their concerns. Do not just be focused on turning them into sales. Listen to and understand their concerns and think of how you can help them. Having this kind of approach wins an automotive sales lead more than just being an expert-in-sales-talk.
Lastly, keep on pursuing your leads until they make a decision. Communicate with them regularly by sending them promotional and informative emails and mailers, calling them up, and the like. Make sure that they are considering you as one of their options when the time comes that they are ready to buy a vehicle already. Do not give up even if it takes too long. Giving up on them easily means throwing your potential sales away.
Lead generation companies like Approved Auto Leads use Internet marketing strategies such as search engine optimization or SEO to generate quality leads for their clients. SEO is a strategy that improves the visibility of a website in the world wide web my making it appear as one of the top results in search engine results pages. It is not easy to carry out SEO techniques especially on a regular basis. That is why having a lead generation company to help you out on this part is a great relief. However, you can actually generate auto leads on your own using even simple SEO.
First, you have to create a good dealership website. In doing so, remember three things: appearance, content, and your brand. Your website should seem appealing to attract visitors. Consider the color scheme, style, theme, fonts, and layout that you are going to use. Make sure also that your visitors would not have a hard time navigating through your website. However, a good-looking website is not enough to turn your prospects into sales. The content, which adds value to your site, have to be compelling in order to achieve that. You should provide your visitors with helpful information and resources, exhibiting credibility and reliability at the same time.
Next is you have to spread the word about your dealership website and work through increasing its visibility in search engine results pages. The key element in making this possible is keywords and this is where SEO techniques will come in. Research on the most searched keywords relevant to your business and use them in your content in your blogs and website. When writing content, do not just write for the sake of SEO but write informatively and think about what your prospects might be needing to know or learn about. Some ideas of useful content are news, tips, research, and reviews.
You can then try other SEO techniques to boost your presence online. You can have your website listed on web directories, for example, for free. Some people turn to web directories to easily find the websites they are looking for. Websites here are listed according to categories. As a reminder, when registering to get your website listed, make sure that you choose the most appropriate category for your dealership website to ensure listing success. There are also some web directories that only require paid listings. Other SEO techniques which you can also learn and use are link building, anchor texts, and forum marketing.
In brief, you can generate quality auto leads on your own by just employing basic SEO techniques. You can learn more about the other techniques and begin formulating strategies as you go through the process. However, if the tasks are too overwhelming, you can always ask help from a lead generation company.
Lead generation is easier today with the help of lead generation companies like Approved Auto Leads. Car dealers would simply have to place their orders, dictate how many leads for car dealerships they want to receive, and pay for them. They do not have to go through the tedious task of finding prospects and implementing marketing campaigns to attract them. However, if their goal is always to increase their revenue, car dealers should make sure that both lead generation and lead conversion systems are both functioning excellently. The former can be easy with the help of a lead generation company while the latter could be a bit more challenging as it also requires efficient lead management system.
There are three essential phases in lead management namely, lead nurturing, lead scoring, and lead distribution. Lead nurturing is the phase where a car dealer builds relationships with the leads who are not yet sales ready. Car dealers can use email, phone, direct mail, or the social media to reach out to them. The challenge here is for car dealers to make themselves seem that they are not just salesmen but also someone who can help prospects with their concerns. They should also be able to successfully build trust and credibility in this phase.
The second phase is lead scoring. Lead scoring is basically determining whether the leads for car dealerships are already sales ready or not yet by monitoring their interest level and online activities. Lead scoring involves using criteria comprising the demographic, behavioral, and lead source information of a lead. Demographic information include the details provided by the prospects in the application form they have filled out. Meanwhile, behavioral information include the activity of the lead such as email opens, website clicks or visits, keywords searched, downloads, and the like. This also sometimes include the lead source information such as ads clicked.
The third and last phase is lead distribution. This is where car dealers pass the leads for car dealerships on to their sales team. In this transition phase, car dealers should provide all the necessary details that their sales reps would need about the leads. This does not mean, though, that they would totally leave the work to them. Car dealers should still be monitoring sales follow-up and results. Furthermore, they should also update their lead scoring criteria as the leads’ behavior and response change over time. This also allows them to make some improvements in their lead management and lead conversion systems considering the shifting and growing demands of the leads.
Aside from lead conversion, lead generation is another challenging task for dealers especially when they only have the traditional techniques to use. However, dealers today can simply hire the services of a lead generation company like Approved Auto Leads not only to generate leads for them but also to promote their dealership by using various auto marketing strategies. Here are some ways by how lead generation services help dealers a lot.
Lead generation services give dealers an easy access to hot leads. In general, lead generation companies employ a screening process where they make sure that the leads they generate are of good quality. Leads are good if they are from people who are interested in buying a vehicle. Pre-screened leads spare dealers from having to qualify leads and verify all the information provided by the prospects. Moreover, these are already people who are most likely to turn into sales which dealers can acquire effortlessly.
Dealers will also have more time to spend on converting leads into sales if they hire lead generation services. They will not have to put much effort in generating leads in expense of other important tasks. Lead generation companies can take that bulk of work off from the dealer’s shoulders and allow them to just focus on making more sales.
Dealers can also have a more controlled and accurate budgeting. When buying leads from a lead generation company, they can specify the number of leads that they only want to receive in respect with their budget, controlling also the influx of leads in their database. They can also choose the price per lead and pay only for the leads they receive. The return policy of lead generation companies guarantees a money-back for the bad leads that the dealer might accidentally receive.
Lead generation services also help dealers target prospects more effectively. In contrast with telemarketing where dealers have to cold call random prospects and have a high chance of being rejected over and over, lead generation companies can target a specific market. Dealers can specify the geographical and demographic scopes of the prospects they want their auto marketing efforts to zero in.
For the most part, aside from making a dealer’s auto marketing campaigns cost-efficient and more effective, lead generation services help increase a dealership’s revenue. Since dealers can deal with hot and targeted leads, there are more chances of them to make sales out of such leads.