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Managing Leads for Car Dealerships

Posted on: May 6th, 2012 by credit

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.

You Can Still Make Sales Through Effective Telemarketing

Posted on: April 29th, 2012 by credit

Telemarketing is one of the most effective traditional lead generation techniques. Even with the popularity of the Internet-based lead generation techniques today, which are deemed to be more effective and cost-efficient than traditional techniques, telemarketing remains an essential part in the process of converting car dealer leads into sales. This is something that you should give attention to when working your leads. You should understand that your part of converting the leads into sales is crucial in increasing your revenue. Here are some tips on how you can effectively use telemarketing to make sales.

You may have heard of the cliché that people today are living in a fast-paced world. It is true; that is why you have to keep up by responding to car dealer leads quickly. You should not forget your competitors who can immediately steal your potential customers away if you are too slow. You cannot afford to be late as the leads can likewise easily turn to other options. Being quick will prevent you from losing the interest of the leads and increase your chances of making sales.

When the phone is picked up, do not forget to introduce yourself and the company you are representing. Prospects would hate it if you start talking about your offer right away. Begin with a little background about the company first and try your best not to sound like you are just after converting the prospect into a sale. Verify the identity of the lead first through the information that he or she has provided. You would want to make sure that you are talking to the right person and that he or she is not bogus. Be conscious of your tone and the way you express yourself. Be friendly and sincere.

Make good offers to the leads that they cannot resist. However, there are times that a lead would have too many concerns that hold them back from making a decision immediately. In such cases, offer alternatives and let them know that you are trying to help. Try to get their preferences also by asking the right questions. If possible, modify your offers to suit their needs. It is also important that your sales representatives know your products and services well to do effective telemarketing.

Lastly, strive to invite car dealer leads over to your dealership. They might not always agree with the idea as many of them could be too busy and on a tight schedule. However, it is ideal to negotiate with them and finalize the deal in a personal setting. This is also a good way of knowing who your prospects are and building a relationship with them.

Are You Buying the Right Car Leads?

Posted on: March 6th, 2012 by credit

Car dealers can generate car leads in two ways.  They can do their own marketing efforts or buy leads from lead generation companies.  The latter is much easier for car dealers as they can focus more on turning leads into sales.  However, car dealers should make sure that they are buying the right kind of car leads in order to make more sales.  The keyword is quality.

When car dealers shop for leads, they should consider the conversion rate more than the price.  The price does not necessarily determine the quality of leads.  Car dealers should purchase leads with high conversion rate.  However, there are cheap leads with low conversion rate.  If a car dealer is more concerned about his or her budget, he or she would most probably buy this kind of leads.  However, he or she would eventually find out that he or she is not getting much from the cheap leads because they hardly convert into sales.  This would just make the car dealer buy more leads.  In effect, he or she is actually spending more even if the leads are low-priced.  On the other hand, there are expensive leads with high conversion rate.  Whether or not the car dealer is concerned about his or her budget, this is the best deal to take.  Although car dealers would be spending more to purchase such leads, they would eventually get their return on investments because most of the leads, if not all, convert into sales.  It is a good investment after all.

Car dealers would also know that they are buying quality car leads if they are delivered fast.  Why is it important that leads are delivered as quickly as possible?  Car dealers should understand that a potential car buyer would not apply in one option only.  Prospective car buyers would normally try other options as well.  It is then important for car dealers to get to their leads fast before their competitors do; otherwise, they will lose the sale.  Car dealers should make sure that the leads are delivered to them almost real time.  Moreover, if leads are not delivered quickly, they might lose their interest in the offer and just entertain other offers.  This is because car dealers will not be able to respond immediately to them since they received the leads late.  This is a loss to the car dealers.

Lastly, the right car leads are those which are screened and pre-approved before they are delivered to car dealers.  The process of screening the leads ensures the validity, eligibility, authenticity and qualification of the information and applications from the interested car buyers.  It would make things easier for the car dealers as they would not have to thoroughly validate or qualify the leads themselves.  If a lead generation company has an excellent screening system, it most likely generate quality leads.  Only quality leads help car dealers improve their sales and revenue.

When It Comes to Car Leads, Quality Counts

Posted on: January 9th, 2012 by credit



Because traditional marketing campaigns have ceased to be effective, car dealers resort to other ways to bring customers to their showrooms.  Radio and television advertising no longer sell vehicles, so car dealers are relying on car leads to make profits.  The dealers are buying the leads from online lead generators, which locate prospective buyers and obtain their contact information. 

Car leads are actually potential customers.  These individuals are in search of a car and financing to purchase the car.  They may have visited a number of dealerships in their search.  Lead generation companies use several techniques to find these potential car buyers and get important details such as name, address, contact number and car preference.  These firms usually have a network of car dealers and they utilize this to locate potential customers.  The aforementioned details about the customer are contained in a car lead, which is then given to the appropriate car dealer.  The leads to be sent to the car dealer depend on the dealer’s criteria as well as location. 

Car leads create sales for dealerships because these enable the sellers to access their desired market.  With leads, car dealers can directly contact the individual and provide an offer regarding the individual’s car of choice.  Because the only people being pursued are those who are truly interested to buy a vehicle, the dealer has higher chances to close a deal.  One may then assume that in order to sell more cars, car dealers simply have to increase their lead count.  To improve their profit margins, they only have to get more leads from a car lead generator.  However, this assumption is wrong.  When it comes to such leads, quality—not quantity—counts.

The quality of the car leads is always more important than its quantity.  If a car dealer wants a boost in sales, the number of the leads should not be the consideration.  It is better to have just 250 leads instead of a thousand, if all 250 leads result in sales.  Leads that have higher chances of sales conversion are those which are real time and exclusive: this means that the information provided to the car dealer are fresh and updated, and not provided to other dealers.  Leads that are old and recycled would not result  in a sale.  A car dealer also would not profit from auto leads that are given to other dealers because the competition may have already pursued the potential customer. 

Approved Auto Leads is a lead generation company that prides itself in providing only real time and exclusive leads to car dealers.  This is the reason why it is considered by many dealerships as a top car lead provider.  Hence, if a car dealer chooses to buy the leads from Approved Auto Leads, an increase in sales can already be expected.

How to Find New Car Leads

Posted on: December 22nd, 2011 by credit

New car leads are not easy to find especially now that the automotive industry has become more competitive.  Although there have been new ways of generating leads that have arisen, car dealers should still not forget the old ways by which car dealers then generate their own leads.  Here are still some effective ways by which car dealers can find new leads.

Telemarketing is one of the most traditional way of finding car leads.  Car dealers here call up each lead from a list of selected names and phone numbers.  This could be tedious for car dealers but they have proven this method to be effective in reaching out to prospective customers.  In this manner, the dealer and the customer are able to talk about the offer clearly.   However, it is still advisable to finalize a deal personally and not over the phone.

Creative offers by car dealers are also effective in making new car leads take the offer.  This technique requires a lot of marketing skills.  The car dealer should come up with an offer that is attractive and something which can not be refused by the dealers or lenders.  This is done to convince the prospective client to take the offer.

Another effective lead generation technique is referral programs.  Through referrals, a car dealer can gain more clients through their existing clients who encourage people from their circle of influence to go for the company’s offer.  The existing clients here receive a certain percentage from the profit if they were able to pull a friend in to the deal.

This is one of the reasons why car dealers should not lose their contact with their existing clients.  Likewise, they should not also lose contact with their prospective customers.  The competition is tough as was mentioned earlier.  Car dealers then should protect their leads from being stolen away by competitors.  They should also never give up on a lead.   A car buyer may really need some time to plan his or her finances or to think about the offer.  While waiting for the lead’s decision, the car dealer can continue sending newsletters or other promotional materials to the lead to further convince him or her.

The newest lead generation technique is through the help of the lead generation companies which largely utilizes the Internet in generating new car leads.  They work by generating leads through their website and selling these to car dealers or lenders.  This is convenient for the dealerships because they do not have too much effort on their part in recruiting more leads.

The same is true with Approved Auto Leads which only provides its clients with quality new auto leads.   It has proven fast but reliable performance where car dealers do not have to worry about marketing solutions anymore.

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