You have already received the internet auto leads you have ordered from the lead generation company. The company has assured you that they have delivered quality leads. The question is: how will you turn this leads into sales now?
Internet auto leads need a more aggressive approach. Remember that everything in the internet is fast-paced. The leads have easily browsed through and sent their information in to various options online. They are now expecting an immediate response for their queries. You should be able to keep up with this demand to turn them into sales. On the contrary, if you are too slow, your competitors will surely get to them first or the lead will turn to other options instead. Even if you have ordered exclusive leads, keep in mind that there is still competition as leads often have other options besides you. Give a quick response by using auto responders or training your sales reps to be aggressive and proactive.
Internet auto leads, just like any other types of leads, also like to receive personal responses than automated. It is ideal that you make the leads feel that they are talking to a real person and not just to a computer. Making your responses personal impacts how your prospects will relate to and trust you. How about auto responders and other customer relationship management or CRM tools? These are still helpful, though. However, you should make the responses yourself as much as possible. Do away with auto responders if you are available to entertain queries.
Your communication skills also affect the lead conversion process. How you communicate with internet auto leads can make or break the sale. When talking to prospects, make sure that you understand their needs. People like talking to sales reps and dealers who show genuine concern in helping them meet their needs more than those who only want to make a sale. Do this by answering their questions honestly and providing alternatives and other helpful information. You will gain the trust of your prospects if you build a relationship with them this way. It is also important to get their preferences by asking the right questions to modify your offers, if possible, to suit their demands and get them patronize your dealership.
In summary, quick and personal response and effective communication with leads seem trivial, but they are fundamental in the lead conversion process. Lead generation companies like Approved Auto Leads can indeed guarantee and truly provide dealerships with quality leads. However, for their efforts to have a significant impact on a dealership’s success, dealers should do their part in effectively converting the leads into sales through excellent lead management and employing effective sales techniques.
You have been online for more than a couple of years already but your dealership website seems not to be picking up that much traffic. The reality is there are a lot of auto dealers like you in the world wide web and getting noticed really require much auto internet marketing efforts. Your dealership website needs to have more exposure in order for you to make more sales. Here are some online marketing strategies you can use.
PPC or pay-per-click marketing is an internet marketing strategy used to drive more traffic to a website. Advertisers here pay website owners when visitors click on their ads. These are text ads that occupy not much space in search engine results pages, websites and blogs. Advertisers have to use the right keywords in their ads so they will most likely appear if they are relevant to a visitor’s search. You can drive more traffic to your site if you can come up with the right kind of ads and partner with the right PPC network. Your chances of making sales increase when you have more people visiting your website.
Another effective auto internet marketing strategy is SEO or search engine optimization marketing. This is also widely used by businesses to drive traffic to their websites. There are many SEO techniques that you can use to improve the exposure of your dealership website in the search engine results pages. One is through keyword research and writing keyword-rich articles. Just like in PPC marketing, you should be able to use the right keywords in your content to drive more traffic. Write articles for your website and use the most searched keywords that are relevant. Another SEO technique is creating blogs. The purpose of this is to provide helpful and useful information for your visitors to help them somehow meet their needs. If visitors find your website useful and credible, they will keep on coming back to it and you can eventually gain their trust. Link building, is a more tedious and technical SEO technique. An example of this is dropping links to forums and blogs but it should be done strategically but not abusively.
Lastly, social media marketing is an aggressive way of promoting your dealership online. Social media platforms like Facebook, LinkedIn, and Twitter send information to a massive audience in just seconds. Maximize social media marketing by introducing new models, services and promos, building relationships to potential customers, and providing helpful information. Moreover, when doing auto internet marketing through social media platforms, make sure that your pages are interactive. People want their questions answered so take the time to respond to their comments. It is by this way that you can make your pages and blogs interactive and build relationships.
Building a nice website for your dealership is not enough. You need to rise above the tight and fast-paced competition in the online automotive industry by getting noticed among others. You can indeed make your dealership more profitable by performing effective auto internet marketing strategies like the ones mentioned above.
Car buyers become trigger leads once they pull out their credit reports from the credit bureaus. Car dealers can buy these leads from banks, credit unions or lead generation companies like Approved Auto Leads. Why do they still have to buy trigger leads aside from the other car leads? How do these help them increase their sales? When a car buyer pulls out his or her credit report, it means that he or she is already in the process of buying a car. It also implies that he or she is an interested car buyer and a sure prospect for car dealers. Such car buyer is indeed a hot lead.
Trigger leads are also fresh as lead generation companies would only collect those that have made transactions with credit bureaus within 24 hours. Since these leads are already interested car buyers, they have high conversion rate; they are more likely to be converted into sales. This is in contrary with other car leads that are not all guaranteed to be hot leads.
However, these leads also have high possibility of rejection. It is because car dealers can always come across leads that have bought a car already or would simply not entertain other calls. If a car dealer is too late, he or she does not have any chance anymore to turn the lead into a sale because a purchase has already been made. Moreover, some leads would not entertain any calls or sales talks from anyone other than the ones they have contacted. Trigger leads also usually wonder how other dealerships got their information and would opt not to entertain the call for safety reasons. Others sometimes even get mad at lenders, blaming them for spilling out their information without their permission. Car dealers then should be really quick in contacting the leads to successfully make sales out of them.
Other than being fast, car dealers should also practice right and skillful sales techniques in handling such leads. They should call them immediately upon receipt. Car dealers should remember that the leads are already in the process of buying a car. Any later response would cost them potential customers especially that they can already decide anytime sooner. Car dealers should also be good in convincing the prospects to at least consider their offers. Trigger car leads can only be cold called most of the time as lead generation companies do not usually provide other contact details than the phone numbers. Lastly, car dealers must have an aggressive sales department to successfully turn trigger car leads into sales.
Special finance auto leads are information of people who are seeking auto financing but could not get a decent loan offer because of their bad credit. These benefit both dealers and people with bad credit. Dealers can increase their sales by converting special finance auto leads into sales while helping people with bad credit by giving them a chance to get behind the wheel and improve their credit.
However, the automotive industry experienced a crisis in 2008 that lasted until 2010 following the global economic recession. The crisis was caused by the increase in prices of fuel which discouraged people in buying vehicles that are not fuel-efficient. Since there were few fuel-efficient vehicles available in the market, the sales of automotive industry sharply declined. This has also affected sub prime lending to the point that special finance leads and the special finance departments of dealerships seemed to be of no use anymore. Nevertheless, the automotive industry has been progressively recovering from the downturn and is now becoming more competitive.
Special finance auto leads have been a great help for dealerships before the crisis and even today. Auto dealers may face risks in dealing with people with bad credit but they can indeed boost their revenues if they successfully turn them into sales. People with bad credit are still potential customers for auto dealers. In fact, they are more likely to turn into sales because, in general, they are more serious and more interested in buying a vehicle than those with good credit. Auto dealers can also meet their sales quota while increasing their sales with special finance leads. Moreover, auto dealers can save more money on buying special finance leads instead of spending so much on mainstream advertisements which deals with a less specific target market. With special finance leads, auto dealers are able to gear their marketing efforts toward only a more specific target.
Special finance auto leads indeed help dealerships today in making more sales. Auto dealers just have to be wise in generating and buying special finance leads. Gathering this type of leads was not an easy job for auto dealers before especially with the absence of computers and the Internet. Today, they can easily buy special finance leads from lead providers like Approved Auto Leads. When buying leads, auto dealers should choose the exclusive type to ensure higher closing rate. Auto dealers should also check the legitimacy of the lead generation company they will be working with. Lastly, they should also ensure that the leads are of good quality. Special finance leads need more thorough verification and screening than other types of leads.
There are two ways by which auto dealers can generate leads. One is through their own marketing efforts and the other is by hiring the services of a lead generation company like Approved Auto Leads. Auto dealers can generate quality leads by employing either or both ways. However, there are many of them who do not know how to handle leads well. They often end up failing to convert the leads they have obtained into sales. Auto dealers can reverse this cycle by coming up with a well-planned automotive lead management system which includes effective lead scoring, lead nurturing and lead distribution.
Auto dealers should build criteria for leads to know which ones are already sales ready. This is called lead scoring. It is also the phase in automotive lead management where the levels of interest of the leads to the services or products of a dealership are defined. This can be done by collecting demographic and behavioral information from the leads. Demographic information usually include the geographic location, company size or number of employees, job title or role, and company type or industry. On the other hand, behavioral information can be culled by observing the activities of leads through analyzing data such as number of pages viewed, number of forms filled out and submitted, emails opened, relevant keywords searched, and the like. The criteria and the definition of each category can be customized by an auto dealer according to his or her needs.
Lead nurturing is more than just keeping the leads interested. It must also be about building relationships with them. Auto dealers should understand that leads are not just prospects but also real people. They should be able to understand their needs and preferences, giving genuine advice and help, during the process of lead nurturing. The process mainly includes sending emails to all leads regularly and making phone calls to all leads in an auto dealer’s database. The goal of lead nurturing is to keep the leads’ knowledge of the auto dealership and to make it as one of the first options that a lead would consider checking out when he or she is ready to entertain sales representatives.
Lastly, when leads are already sales ready, auto dealers should now be able to make a smooth transition to turn the leads over to the sales team. This is called lead distribution. Auto dealers can smoothly turn over the task to sales reps by giving them complete details of all the leads and all the necessary information that the sales reps might be needing. Despite the turn over, auto dealers should still be hands on by keeping track of the leads’ statuses and supervising follow up activities. They should also have regular updates about the leads so they can modify their lead scoring and other automotive lead management techniques to more effectively manage leads in the future.