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Posts Tagged ‘automotive internet leads’

The Last Things You Want to Do with Your Internet Auto Leads

Posted on: August 30th, 2012 by credit

The last thing you want to happen with your internet auto leads is losing them. The painful truth to that is it is possible and it could already be happening in your dealership right now even if you have been converting enough leads. How could you let go of some leads and not know about it? In what ways do you lose internet auto leads? The following points answer these questions and these are the last things you want to do with your leads.

Delay Responses

The need to respond quickly follows the logic that the internet is a fast-paced world and therefore, the demands of its users have to be fulfilled in a quick manner as well. If you don’t get to your leads fast, your competitors will. Studies about automotive internet lead generation still show that there are leads which were never responded to. Moreover, some dealers take several minutes and even hours before they respond to their leads. With this response time, these dealers would not really see their internet auto leads turn into sales.

Give Up on Leads

Leads that has not responded yet with a yes or no to your offer are not yet dead leads. You need to follow them up and keep them interested in your offer. There are several reasons why a lead would not have a definite response immediately. While a lead is still in its decision-making process, take that opportunity to send emails, direct mails, text messages, and the like as follow-up efforts. Following up leads needs patience and diligence on your part. If you remain to be that way until the end, the results will be rewarding.

Be Unavailable Online

As has been pointed out, internet auto leads want quick responses and there’s no quicker response given via live chat. Live chat is among the newest technology now used by businesses in their websites to connect to their leads more conveniently. As long as you always have a sales person online, you’ll get more leads and even more sales than when you were not using live chat. Live chat allows you to attend to your prospects’ queries in real time. However, keep in mind that live chat isn’t supposed to be primarily used to sell but to establish rapport with your prospects.

Hide Important Details

Some dealers are not aware of the adverse effects of some of their strategies on car shoppers. For instance, some dealers hide the car prices in their dealership websites to compel car shoppers to call them up for the price. While this strategy works for them in some way, they should also be aware that many car shoppers get suspicious of a dealership when the prices are hidden. When your leads ask for important details such as car price, specs, reviews, and financing options, make sure that you provide them with honest and accurate answers.

Making Calls to Action That Make Automotive Internet Leads

Posted on: July 13th, 2012 by credit

An online business dictionary defines a call to action as “words that urge the reader, listener, or viewer of a sales promotion message to take an immediate action.” In other words, it answers the question, “so what?” asked by prospects after seeing your ads and compels them to act on what they saw. Some examples are “Sign up now!”, “Get the price”, and “Get approved today!” Calls to action are fundamental in advertising and must therefore be compelling and effective to move your prospects to take action. Here are some tips on how you can make your calls to action generate more automotive internet leads for you.

Location

The buttons for your calls to action must be placed above the fold of a web page. Online shoppers look at a web page in F pattern. This means that they look at what’s above, on the left, and at the middle left of the web page more than the other areas. These places, therefore, are strategic locations for calls to action. (Notice that ads are usually placed at the top part of a web page.) Do not also crowd your call to action with several contents. Give it some white space so it will still get noticed.

Design

Calls to action are meant to be noticed and one good way to do this is by making them BIG. They must grab the attention of your visitors, much like a headline in a tabloid would. However, be careful not to overdo it overwhelming the other elements of your web page. A good web designer definitely knows how to do this well. You can also use contrasting colors to make the button more attractive. Moreover, there should only be one call to action per page so as not to confuse your visitors. You should tell them to do only one thing.

Message

This refers to the message of the call to action itself and the preceding message telling your visitors why they should click on the button. The message must create a sense of urgency but not like how a car sales rep would pressure a car buyer. Your offer must be interesting and compelling enough to make the visitor turn into an auto lead. As a dealership, you would want your visitors to fill out a form, providing their information, and be your automotive internet leads. If this is your goal, make sure that your message tells them that it is worth doing so.

As a final note, you cannot achieve great results right away by merely following the tips mentioned above. You would need to take some time experimenting on which language, location, design, offer, and the like, would work best for your calls to action in effectively generating automotive internet leads.

Rejection and Purchase Reasons of Auto Internet Leads

Posted on: July 5th, 2012 by credit

When converting auto internet leads into sales, a lead may either purchase from your dealership or reject your offer and walk away. J.D. Power and Associates cited in a recent report reasons why consumers purchase and reject.

Thirty-seven percent of automotive internet users or AIUs said that they did not buy from a dealership they shopped because they realized that the car was not right for them or for their needs. The report explained that the result is somewhat ironic with the notion that online shopping should help car shoppers “eliminate models from the consideration set” so that they will be more focused when they visit the dealership. There are two possible reasons for the said result: One is that car shoppers were perhaps not confident to eliminate models with only the online information they have as the basis. Another one is car shoppers might still have collected inadequate information that they need “to make a completely informed decision on which vehicle to purchase.”

Other top reasons for rejection are too expensive car price set by the dealer, unavailability in stock of the exact model that the car buyer wants, too expensive make and model, and the buyer simply was not ready to buy yet.

On the other hand, the primary reason of auto internet leads for purchasing a vehicle from the dealer they shopped is they were treated well. In addition, more than half of AIUs who submitted online request said that they purchased from a dealership because of the low price offered them.

These findings in current consumer behavior trend could be helpful in making your sales tactics and lead generation techniques more effective. It is important for every dealer to understand trends such as this to improve their marketing and sales systems. For example, knowing that 66% of auto internet leads consider the total price paid more than the monthly payment will help you in negotiating with your prospects more effectively.

Therefore, J.D. Power and Associates offer the following tips to dealers:

1. Respond immediately with personal email messages and keep in mind that you are not the only dealership being shopped.

2. Don’t think that once an online car shopper contacted you, you have already won him. Although you should be eager to convert him into a sale, keep in mind that he can change his mind and look at other options anytime.

3. Set an appointment with the shopper. The same salesperson communicating with the shopper online must also be the one to meet the shopper in person.

4. If the shopper has already agreed with the price, make sure that the vehicle is ready when they come over.

5. Be proactive. Ask the shopper to send you via email the necessary documents for sales and F&I processes before he visits your dealership.

Basic Concepts in Internet Automotive Lead Generation

Posted on: June 25th, 2012 by credit

Leads internet generation is the process of acquiring sales leads through the use of various internet marketing strategies. Generating leads using the internet has grown in popularity and made the automotive industry more competitive, especially as it recovers from the recent recession. Here are some terms and concepts that are important to understand especially for new dealers who are just beginning to build their dealership’s presence online.

Blogs

Blogs are essential in online dealership marketing. Your dealership website should include a blog page where your visitors could find helpful information. The content of your blog must be informative rather than promotional. This means that although keeping a blog is part of your internet marketing strategy, its main purpose should not be to promote. Providing fresh, quality, genuine, and useful content for your visitors will build an image of your dealership that is trustworthy and credible. A dealership blog also helps a lot in driving more traffic to your site.

Keyword Research

This is an important skill to learn when marketing your dealership and generating leads online. Keyword research is done by using an online tool or software to find out what keywords are commonly keyed in by users in search engines. Once you obtained a list of these keywords, use them in your content—photos, videos, and articles—in your dealership website or blogs. The keywords and the content always have to be relevant to your business. Also, observe the regulations set by search engines in using most searched keywords in your content.

SEO

SEO or search engine optimization is the process of improving your dealership website’s visibility in search engine results pages, making it appear as one of the top results. The end result would be an increase in traffic as people see your website right away as one of their search results. Some of the techniques used are directory listing, link building, forum marketing, and anchor texts. SEO does not yield results overnight. Although you would have to invest time, money, and effort, you will eventually reap a rich harvest from your SEO campaign. This is one of the most important and basic leads internet generation techniques that you have to learn, and perhaps master, in order to firmly establish your online presence.

Landing Pages

Landing pages are where your visitors will be directed when they click on an ad or link. These are essential in winning your visitors and turning them into leads successfully. Landing pages do not have to be grand but they just need to be simple enough not to confuse your visitors and to effectively cause them to take action. Moreover, they have to be engaging so as not to lose your prospects who are already in the verge of turning into sales.

Easy Guide to Converting Automotive Internet Leads

Posted on: April 11th, 2012 by credit

Achieving an increase in sales has been a struggle for car dealers for many years, especially during the time when the Internet has not yet been discovered, even with the help of a third-party like the lead providers today. Car dealers have to really work their way in making sales. Today, lead generation companies can efficiently work hand in hand with car dealers with the help of the Internet. However, even if they do their job well, their efforts would not make much impact on a dealership’s success if the car dealer ineffectively converts leads into sales. Automotive Internet leads require a slightly different approach from other types of leads in order to convert them into sales. Here are the guidelines.

The Internet is fast-paced. People get information from and make transactions with it quickly. In the same way, car dealers should also respond to automotive Internet leads quickly if they want to convert them into sales. There is an importance in speed because of the tight competition online. Competitors can easily steal potential customers away especially that the audience’s attention in the online setting is highly fragmented. They can easily jump to the other option if the response is taking too long. People who turn to online sources want information in a snap and car dealers have to keep up with this demand in order to close leads. Moreover, voice mails and messages by auto responders should be avoided when responding to the leads’ queries. Car dealers should make the response personal as much as possible.

They should also strive to be the kind of car dealer that automotive Internet leads are looking for. Aside from making sales, car dealers should also be concerned about meeting the needs of their potential customers. They should provide helpful tips and advice to them. They should also answer the questions honestly and genuinely. Car dealers should also have good communication skills. These include choosing the right words in making an offer, expressing genuine concern, and asking the right questions to understand a lead’s demands and preferences.

If despite all the efforts of responding quickly to and communication well with automotive Internet leads, they have not made their decision yet, car dealers should diligently follow them up. They should remember that not all leads can make a decision fast. They may have too many choices and they are taking the time comparing one from another. In following up leads, car dealers should have a plan which includes time allotment for each task, a viable schedule, and strategies. Approved Auto Leads is a lead generation company that can surely help car dealers create strategies to meet their goals. It has been in the business of boosting dealership sales for years already. The goal of follow up is to keep the prospects interested. Car dealers should also strive to have a lead come over to their office to further talk about and eventually finalize the deal.

 
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