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3 Important Lead Generation Techniques Every Car Dealer Should Use

Posted on: July 24th, 2012 by credit

If you have been keeping yourself abreast with the latest trends in the automotive industry, you should notice that trends, such as in car shoppers’ behavior, dealership marketing, car sales, and auto lending, have been shifting more frequently than before. These trends dictate how dealers like you should now generate car leads and convert them into sales. Based also on those trends, the following lead generation strategies now seem necessary for every car dealer to use.


Search engine optimization or SEO is the process of improving the visibility of a website in the world wide web by driving traffic to it using various techniques. Creating a dealership website is the first step to start with SEO dealership marketing. Your dealership website serves as the counterpart of and is equally important as your on-site dealership. The reason why there is a need for dealerships to be online is competitors and potential customers are already online.

One of the important skills in SEO marketing is keyword research. Through the help of a software or online tools, you can find out what keywords relevant to your website are most searched. These are the keywords that you should use in your content so that search engines will detect your content as relevant to the search.

Speaking of content, you also drive traffic to your website through blogs or by providing online car shoppers with helpful content. Some helpful information are car reviews, tips and advice, and news. They create for your dealership an image of trust and credibility.

Social Media

Social media has become a popular lead generation platform as it spreads information rapidly while reaching millions of recipients. However, social media experts have spoken warnings for dealers not to use social media too much to sell their products but to interact with prospects instead. Social networking sites were basically created for interaction and dealers can take advantage of that to reach prospects and foster customer loyalty.

You can generate car leads through social media marketing efforts by regularly posting updates on your page or account. You can start building relationships by simply replying to comments and messages. Share also interesting photos, like photos of happy car buyers in your dealership, and videos.

Mobile Marketing

Mobile marketing is gaining popularity now as it seems to be the easiest way to reach potential car buyers because people always carry with them their mobile phones wherever they go. Mobile marketing can be in a form of SMS or text messaging, mobile websites, applications, multimedia messaging or MMS, and quick response or QR codes. Text messaging is cheaper than direct mail marketing. Also, in a recent study, more than 30% prefer offers communicated through text messages. Although this type of marketing is yet to be further studies and developed, surveys have already shown that car shoppers are not just online but also on mobile.

Increasing Auto Internet Sales Through Simple Internet Strategies

Posted on: July 23rd, 2012 by credit

It is necessary for car dealers now to learn various internet marketing strategies to gain more auto internet sales and keep up with the competition. It may seem overwhelming, especially for starters, but each step doesn’t have to be grand in order to reach the top. If you’re a starter, you can start with simple ways to be visible in the world wide web. Check out the following tips.

Simple SEO

Search engine optimization or SEO is the process of improving a website’s rank in the search engine results pages by driving traffic to it. Its goal can be achieved by employing various SEO techniques such as directory listing, keyword research, and forum marketing.

You can list your website in various web directories for free. Web directories compile different websites of various categories so one could conveniently find what he is looking for. Google Local Business Listing is a place where you can have your website listed. Meanwhile, keyword research is important for you to know what keywords should you use in your content. Your ranking could be higher if you use most searched keywords. You can also promote your website and drive traffic to it by participating in forums and directing the members to visit your website. However, you should first be familiar with the rules of every forum for you to successfully drive more traffic through it and establish the credibility of your brand.


Your website won’t drive traffic if visitors don’t get anything from it. If you want your website, and essentially your brand, to be more visible in the world wide web, provide information that are helpful to your prospects. Your inventory page or virtual showroom must have the price, photos, and specifications or features of each car model. Aside from that, make sure that you also have About Us, Contact Us, Home, and even specialized pages like Services, Promos, Top 100, and the like. Make sure that you also have calls to actions in your website which turn your visitors into leads and eventually into auto internet sales.

Social Media

The social media is a popular lead generation platform now for many industries as it proves to be effective. A large population of the earth are into social networking sites, which implies that many potential auto internet sales are online. Therefore, you should also be online to reach them and interact with them. You can start by creating an account in various social networking sites. Build a page for your dealership and post updates regularly. Keep in mind that social media marketing is not about selling but interacting with prospects. Although your efforts might not quickly translate into sales, it is important that they are sustained.

The Smart Choice: Investing in an Auto Finance Lead

Posted on: July 20th, 2012 by credit

In today’s hard financial times, it is getting harder and harder to sell expensive things such as cars. After all, people will not part with a huge amount of money just on a whim. Nevertheless, car dealers need to make an income and they have quotas to fill so they should not rely only on customers that actually visit the dealership. This is where the auto finance lead enters the picture.

Investing in Auto Finance Leads

An auto finance lead is a collection of information about people who have shown interest in buying cars recently and in the past. Because of the crisis that gripped the automotive industry back in 2008 which was followed by a worldwide recession, auto dealerships suffered a dramatic decline in sales. However, things are looking up because they are now investing in auto finance leads.

These are very useful because the leads often translate into a sale. The leads are real people who truly want to purchase a car. Using sales leads is seen as a good investment because car dealers are able to attract customers right away. They can do away with expensive advertisements in newspapers and billboards that do not produce a good return of investment. Furthermore, they do not have to come up with fresh ideas for their marketing efforts just to be able to attract customers. Planning and implementing different marketing strategies are often time consuming and the results are not always guaranteed.

Niche Marketing: Special Auto Finance Leads

Car dealers should not disregard people with bad credit or no credit. They can generate a lot of business if they invest in special auto finance leads. This type of auto finance lead, also known as subprime auto sales lead, is a collection of information of people with bad or no credit. The credit ratings of these people are low due to not paying bills on time, having credit card debt or they have yet to establish their credit history. Nevertheless, just because they have bad or no credit does not mean they are unable to finance a car. Most of these people work hard to improve their credit rating so car dealers should tap into this particular market segment.

Car dealers should exploit all the possible options if they want to reach their sales quotas. Investing in an auto finance lead is a good business strategy because they are able to contact potential customers in different key demographic areas. Today, selling cars is not about making offers only to the people who visit the dealership. It is about investing in different types of auto finance leads and taking advantage of the tools that can help them in their business.

Communicating with Car Sales Leads Through Dealer Live Chat

Posted on: July 19th, 2012 by credit

Dealer live chat is one of the newest lead generation tool in dealership websites. It offers several benefits for dealers: One is finding out what your leads’ preferences and interests are. Another is being able to provide quick, instant response to leads which car shoppers love. A recent study showed that customers are well-satisfied with a dealership that responds within 24 hours. Being able to respond quickly also avoids losing potential customers. Lastly, live chat is an opportunity for you to invite leads over to your office. Here are some reminders on how you can generate car sales leads effectively through live chat.

1. Keep in mind what a live chat is and what it is not. Live chat is not a promotion or advertising tool. The chat window is not also the place to convince a prospect to buy from your dealership. Use live chat instead to establish rapport with your prospects and to build trust and credibility for the dealership. Also, although live chat resembles some aspects of telemarketing, you should not use it as a commercial tool.

2. Do not forget to ask for the leads’ contact details and other important information. Keep in mind, though, that you should not ask for their information right away before answering their question. Address their concerns and respond to their queries first before getting their information.

3. Excellent communication skills are important in communicating with and winning car sales leads. Do not ask more than one question at the same time. It will confuse the lead. You should also watch the language, tone, and fonts that you are using. Make sure that you sound friendly and willing to help. In addition, be prepared for some negotiation.

4. Make your live chat button obvious. Make sure that the color of the background, or the design, or the other contents of the web page do not eat up the button. Make it slightly big—just enough to be noticed—and use a color that contrasts the background color. Moreover, it is important that you always have an agent on standby so there will always be someone to respond anytime a query comes in.

The success of employing live chat in your dealership website depends on how well you use it, especially in collaboration with your other lead generation efforts. Train also your sales agents on how to communicate well with prospects. You can ask BDC training assistance from lead generation companies like Approved Auto Leads to equip your staff and make them more competent.

Be in the Know: Current New Car Buying Trends

Posted on: July 18th, 2012 by credit

It is important for dealers to understand how car shoppers think and behave when they buy a new car. Understanding current consumer behavior trends in the automotive industry is one important element in causing your dealership to prosper. Through studies and research findings, you would know how you could more effectively capture new car leads despite frequent shifts in car shoppers’ behavior. Consider the following findings from a few researches.

Kelley Blue Book (KBB) asked their visitors through a poll about their thoughts on different aspects of buying a new car. Here’s what they found:

  • Nearly 60% of Americans do not like haggling the price when buying a new car.
  • 67% of the respondents said that they are more likely to test drive a vehicle if they will not be required to do it with a salesperson. They prefer doing the test drive alone.
  • Car manufacturers usually come all-out in their end-of year clearance promotions. However, KBB’s poll results showed that majority (60%) said that end-of-year clearance promotions do not affect their car buying decision.
  • The poll results showed that most (42%) of the respondents will never buy a car online. This is despite what other recent surveys showed that most car buyers now turn to the Internet, and even access it through their phones, to shop for cars.
  • Most of the respondents defined vehicle quality as a vehicle with a long life span that is able to withstand “wear and tear.”
  • Despite the new technology set up in new vehicles now, majority (29%) said that they do not need any hi-tech features in the new car they are going to buy.

Meanwhile, Ad-ology also found interesting and significant facts from their 2012 Auto Shoppers Forecast. The study found that 36% of U.S. Consumers plan to buy a new car in the next 12 months. Comparing that to last year’s result, it shows a 64% increment. Moreover, the study also found factors that affect or influence the car purchase process.

  • Websites of auto makers and dealers appeared to be as influential as the dealer’s sales people in a car shopper’s car buying decision.
  • The dealership’s service department ranked 4th most important factor that car shoppers consider in choosing a dealership. At the top of dealership’s service department are willingness to negotiate, dealership reputation, and selection of vehicle available.
  • Automotive advertising was found to be more influential than the prospective buyer’s friends or parents.
  • More than half of the respondents said that television advertising caused them to take action than newspaper and Internet banner ads which ranked only 2nd and 3rd, respectively.

These findings, and others as you do more research, can greatly help you in creating more efficient strategies in generating and converting more new car leads into sales.

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