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Posts Tagged ‘auto sales leads’

Get Real Leads by Showing Real People

Posted on: September 3rd, 2012 by credit

With today’s trend in marketing dealerships, generating sales leads, and even closing sales, the internet has been playing a vital role. Aside from being rapid in sharing information, the internet also features anonymity, the state of being unknown. Dealers can always hide their real names behind an alias and some of them event tell their salespeople to do the same. They communicate with an automotive sales lead without a real name and a real face. Sounds cool, isn’t it? Keeping it this way may work fine in some dealerships. However, there are already many cases where showing online car shoppers the real people behind a dealership attracts more prospects and closes more sales. If you want to rev up your automotive sales lead acquisition and conversion, start showing your prospects real faces.

Engage in conversations. This is a basic in social media marketing. Social media is all about interaction and conversations. Check your social media channels regularly and post videos, photos, and any relevant and interesting content. Answer your followers’ or fans’ questions, reply to comments, or join in discussions. Stay active in your social media channels and keep them lively. Make sure that they are always interactive.

Post real photos. Your prospects would trust your dealership more if they see that there are real things happening in your dealership. Post photos of your events, staffs, and even of yourself. You can also share photos of happy car buyers or winners of your promos. Moreover, you and your sales people should also show your real faces on your social media channels by making your own photos your profile pictures. This way, your followers would know that they are interacting with real people.

Focus on building reputation and relationship than attracting more leads and making more sales. As has been pointed out earlier, keep in mind that social media is primarily for interaction. Therefore, concentrate on establishing your dealership’s brand as credible and reputable. Work also on building rapport with your prospects and existing customers. If you focus too much on sales, you would either lose more leads or fail in your automotive sales lead generation efforts through your social media channels.

Showing your audience online that your dealership is indeed made up of real people impacts how they look at your dealership. Believe it or not, it does so much for your reputation, gaining more trust from potential car buyers. It also helps foster customer loyalty by keeping your customers updated with the affairs in your dealership and developing a stronger relationship with them. Making your social media presence automated may indeed save you a lot of time and energy. However, ponder on the cons of this decision and weigh them against the benefits of going manual and real.

Dealership Reviews Can Gain You More Sales

Posted on: July 30th, 2012 by credit

Dealership reviews are basically your customers’ opinion about your dealership’s performance. Lately, they seem to play an important role in generating auto sales leads and making more sales for dealerships.

According to Digital Air Strike in their first study on Automotive Dealership Social Media and Online Reputation, nearly 70% of the 275 car buyers they surveyed, who purchased a car in the last 6 months, said that dealership reviews influenced their decision on which dealership to visit. 50% of the car shoppers said that the reviews affirmed their decision to visit a dealership and 18% either changed their initial choice of dealership because of reviews or the reviews were the only reason for visiting a dealership. The top review sites according to the study are Edmunds, Cars.com, Yelp, and Google Reviews in their respective order.

Moreover, 68% said that dealership reviews helped them in their vehicle purchase decision with nearly 30% who said they purchased from the dealership because of the positive reviews they had read about it.

Since car shoppers give importance to dealership reviews when they shop for cars, dealership reviews then can be considered as an important factor in a dealership’s sales generation strategies. If this is the only time you realize this or if you want to improve your campaign for dealership reviews, here are some pieces of advice.

1.) When you have a customer who just bought a car from your dealership or availed of your services for the first time, ask them for feedback. Have them sign a comments/suggestions form or complete a short survey or an evaluation sheet. Make sure to get feedback from your customers so you would also know which aspects of your dealership are performing well or needs improvement.

2.) Solicit reviews. Ask your existing customers to write a review for you by writing about their experience in your dealership or the car model they have purchased from you. If there are customers who are not satisfied with your products or services, address the problem immediately before you let them go and work to improve on that.

3.) Publish the reviews. You can ask your customers to drop their reviews in to popular review sites by providing them the links. Make sure that your dealership website also has a page dedicated for reviews. You can actually show some snippets of each review on the home page. Print them also on your brochures telling your auto sales leads why they should buy from you. You can also include some reviews on your advertising materials.

4.) Publish only genuine opinions. Never fake reviews just for the sake of attracting car shoppers. Keep in mind that being online is about building reputation. You can do that by simply not faking opinions about your dealership.

Tuning Up: Is Your Dealership Doing Well Lately?

Posted on: July 12th, 2012 by credit

Have you been running well as a business lately? It is important to take a break and step back to see how your dealership is doing. You may have been unconsciously making mistakes which might be affecting your dealership already. Also, there may be a lot of opportunities and resources that you are not maximizing. Here is a short checklist for a quick dealership check-up.

1. Do visitors see the car prices in your website?

A recent study showed that one of the most requested information of internet automotive sales leads is the price of the car model that they want. This is an advantage in one way but also a disadvantage in another. When leads contact you to ask for a price, that’s already your opportunity to get their information and turn them into sales. However, some prospects would have a different response. If they don’t see car prices in your website, they could think that you are hiding something from them and would not even bother contacting you for it. They would just immediately click on another website. It is then better to show them how much each of the cars in your car lot costs. Give them the information they need that instantly.

2. Are you doing well with your response time?

According to a recent study, customer satisfaction rating is high when automotive sales leads get a response within 24 hours. This tells you that you and your sales team should be fast—almost real-time even—in responding to the queries of your leads. Don’t keep the leads waiting. Keep in mind that the competition is now fiercer than before and your competitors can get to them quickly. Moreover, don’t think that you’re the only dealership being shopped by a single lead. A prospect can always look at and consider other options. Therefore, work double time.

3. Is your sales team getting enough training?

While sales and marketing skills are important for an efficient sales team, you also need to teach them how to communicate well to prospects. Sales people should be friendly and welcoming so prospects would want to enter your dealership. This is easy to do in online and phone setting. However, keep in mind that there are still some car shoppers today who would visit dealerships personally to look at cars and inquire about financing. Make sure that your sales team, who are always at the front line, are able to create a pleasing ambiance that will make prospects want to do business with your dealership.

4. Have you been maximizing the current trends in automotive marketing and lead generation?

Have you been maximizing the internet, exploring newer marketing techniques and getting social?Internet marketing is still hot in the auto industry and more and more dealers, and even car makers, have been experiencing good cash flow from their internet marketing efforts. Consider also growing trends like automotive mobile marketing which can be employed in collaboration with internet and traditional marketing strategies.

Lead Generation – Cold Calling, Internet Marketing, and Lead Providers

Posted on: June 6th, 2012 by credit

Generating automotive sales leads is a task of car dealers that has become easier as technology continues to get more advanced. Car dealers can gain more exposure for their dealerships by utilizing the Internet to advertise their dealerships. However, even if these new lead generation techniques have been thriving in the industry, some of the classic ones still remain effective.

Cold calling, for example, had been one of the most effective lead generation techniques back then when internet marketing strategies have not been developed yet. Although it involved making random calls, which means having a quite undefined target market, it often turned in positive results. However, one major disadvantage that car dealers faced then was getting rejected over and over. This is because automotive sales leads do not like to be called on an average of more than 4 times in a week. Moreover, if sales are insisted on uninterested prospects, they will surely get annoyed eventually.

However, with the discovery of the capability of the Internet to be used as a medium to effectively generate automotive sales leads, cold calling eventually faded into background but remains to be an integral part of converting leads into sales. Using the Internet to generate leads involves creation of dealership websites and promoting these websites in the world wide web. Moreover, email marketing, which is a counterpart of the traditional direct mail marketing, also proves to be effective in reaching prospects more effectively and causing them to respond to dealers’ calls to action. Other techniques that car dealers can use in generating leads through the Internet are search engine optimization or SEO, which improves a website’s visibility in search engine results pages to drive more traffic, blogging, article marketing, and social media marketing.

Apart from the two lead generation techniques mentioned, another new way of generating leads is hiring a lead generation company like Approved Auto Leads to generate leads for car dealers. Automotive sales leads did not just become easier to generate but also became a business opportunity for the members of the industry. Lead providers work by promoting their clients’ websites through internet or traditional marketing to attract prospects. The leads they will be generating will then be delivered to their clients after they have been screened. Car dealers pay for the number of leads that they get.

Aside from cold calling, internet marketing strategies, and lead providers, there are still many ways by which car dealers can effectively generate leads in today’s context. They just have to know which are the most applicable and cost-effective ones for their dealership and be knowledgeable on using them.

Cold Calling Auto Sales Leads: Are You Sure You’re Doing It Right?

Posted on: May 23rd, 2012 by credit

Opposing views on cold calling have been boldly expressed online and even in books. Some say that cold calling is no longer effective and that businesses should stop doing it. Others say that although it is a traditional lead generation technique, it remains effective despite being overpowered by Internet marketing strategies. Nevertheless, cold calling is still used by some businesses, including dealerships, today. However, you have to understand that some adjustments should be made when doing cold calling in today’s context.

Don’t Really Sell

Yes, it’s true especially on the first contact with an auto sales lead. Cold calling is no longer used that much to convince prospects to buy. The approach is different now. Rather than being an irritating sales person at the other end of the line, be a sincere car dealer who wants to help auto sales leads with their concerns, making the contact personal and interactive at the same time. It is your chance of making yourself appear credible and reliable to your prospects.

Don’t End There

It is less likely that auto sales leads are ready to buy immediately at first contact. It would normally take several calls or emails before they make a decision. Thus, when you have made the first contact already, make a follow up immediately by sending them an email. Make the message personal by doing it yourself. Provide them with all the necessary information and you can also make an irresistible offer if possible. Do not forget to put a link to your website.

You can also make another phone call with a reasonable time difference from your first call. There have been debates on how many times should leads be called. Even if in most cases, leads get irritated with so many sales calls, some marketing experts say that as many as 6 phone calls in almost 2 weeks is optimal. However, others protest by saying that there are many other lead generation and conversion techniques available now which can be used as alternatives to cold calling.

Don’t Expect Immediate Results

As has been mentioned, it will take time before auto sales leads make a decision or even turn into sales. Try to understand them: Cars are expensive and with the global economic crisis today, buying one is not financially easy. It is also a major decision where car buyers need to take time choosing the right car model, dealership, and loan provider. While waiting for auto sales leads to make a decision, be productive by sending them promotional and informative emails. Keep them interested and never lose contact with them.

In closing, train your sales team to be aggressive and efficient in order for you to be successful in converting auto leads into sales through cold calling. You can also hire the services of a lead generation company like Approved Auto Leads which can also provide training for your sales staff.

 

 
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