Internet auto leads are basically web-generated leads who have visited your dealership website, got interested in what they saw, and filled out a form, expecting a response from you. You have to understand many things about internet auto leads in order to better your response system so that you can more effectively convert them into sales.
The Internet is all about speed in sharing and acquiring information. People are living in a fast-paced world now and in one way or the other, the Internet caused, triggered, or contributed to it. Therefore, you must keep pace and that is why, it is necessary for you to respond to internet leads quickly. Aside from that, internet auto leads themselves also want things fast and instant. The very act of them searching for dealerships or auto loans online means that they do not have that much time and want results fast. Therefore, keep up with their demand by getting back to them the soonest time possible. What if you do not respond quickly? You have to realize that it is possible that your leads have other options to which they can jump easily anytime. Moreover, their attention is fragmented as there are many options available in the Internet. Lastly, your competitors also want to get to leads as fast as you want to. They can easily cut in to make your lead their sale. You definitely would not want this to happen.
How then can you achieve having a quick response to your internet leads? One way is employing an auto responder software that can immediately send out responses to your leads’ queries. However, responses are computer-generated and your leads could tell that they are not communicating with real people. It is still better to be at your desk to respond to them and make it personal. You can also train your sales team to be aggressive. Again, the Internet is all about speed and it is not just you who needs to keep up. Your front liners, who are your sales representatives, should also do. You can also use the latest program used in business websites today to address the concerns and queries of your prospects right there and then at your website. It is called live chat where you just have to have someone stay online for several hours to communicate with the visitors in your website.
Keep in mind that a quick response is not just important but also necessary in successfully converting internet auto leads into sales. Having speed also pushes you to get to your leads first, giving you a competitive edge in the industry.
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.