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Qualities of a Poor Lead Generation System in Dealerships

Posted on: September 5th, 2012 by credit

Although there are some problems and challenges a business like dealerships would normally face, there are obvious and ominous mistakes that dealers do which kill their business. These cause them to either stay in the doldrums or fail. See if you can identify with any of the following qualities of a poor car sales lead generation system enumerated below.


Dealers who are obsessed with filling their dealership websites and social media pages with very nice graphics and acquiring numerous likes and comments can be considered as vain. Such dealers are having too much fun designing their dealership websites and painstakingly choosing the best layout and theme for it. They would make sure that the graphics and other visual effects are highly impressive to the visitors. In social media setting, there are dealers who would pour their car sales lead generation efforts on getting as much attention as they can. Being this vain is obviously a huge mistake.

Strictly Traditional

Some dealers are not willing to diversify their car sales lead generation efforts and still opt to stick with the traditional methods or principles. This won’t get them more profit because they are already way behind the competition. Instead, they have to keep pace with the competition and with the dealers who have already revolutionized their lead generation systems. Start utilizing the available lead generation mediums and tools today. There’s more to direct mails and telemarketing. Learn how to use mobile, websites, and the social media to generate more car sales leads.

The Always-Too-Excited Sales Person

Being aggressive in sales is good as it puts you in an advantage in the competition. However, being too excited to make more sales, as in taking advantage of each and every opportunity, can be out-of-place especially with today’s technology. For example, many dealers have the wrong notion about social media. They think that it is a sales tool. The truth is, it is not. It is rather a place where you can build relationships with prospects and customers, establish good reputation, and foster customer loyalty. Increase in sales come as an effect of an excellent social media marketing efforts instead.

Empty Words

Content is vital in internet marketing strategies particularly in social media and SEO. Poor content would consist of irrelevant graphics and topics, wrong choice of keywords, pure promotion, and spelling and grammatical errors. Make sure that all types of content in your dealership websites, blogs, and social media pages are relevant to your prospects’ needs and interests. Learn how to use keyword research tools which can provide for you lists of most searched keywords that you can use for your articles to drive more traffic. Content must not also be purely promotional; your prospects need information. And lastly, and the most basic of all, make sure that your content is free from grammatical and spelling errors by proofreading it before getting it published.

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.

The Role of Social Media in Turning a Car Sales Lead Into a Loyal Customer

Posted on: June 20th, 2012 by credit

The deal went smooth. Your sales staff did well. The customer was happy and it was a good sale. But not many dealers would really care about their post-purchase relationship with their customers. What should happen after the sale?

Social media has gained popularity as a helpful and effective tool in generating leads, promoting dealerships, and establishing relationships with prospects. However, it can also work the same way in promoting customer loyalty. The results of a recent study done by online-based providers of automotive marketing solutions and car information showed that social media, especially Facebook, plays a major role in the car buying process.

There are two major factors that affect the after-purchase response of a customer. They are experience with the dealership and experience with the vehicle. If a customer is happy with the dealership’s service and with the vehicle that he bought, it is most likely that he will continue his relationship with the dealership—avail other services, purchase a new vehicle in the future, or recommend the dealership to others. However, there is also a great effect when customers are not satisfied with their car purchase experience.

In the study, a small percentage of the respondents said that they do post negative reactions and comments on Facebook when they are not satisfied with their car purchase. The fact that such car buyers exist implies that people talk about their car purchase experience in social networking sites—whether good or bad—which could affect your dealership positively or negatively.

What is this to you now? Just like what has been pointed out, people who happily bought a new car would turn to social media to share the good news—or the bad news. This very action of car buyers is an effortless word of mouth marketing on your part. According to the study, more than half post something about their new car on Facebook. Thus, if customers are happy, you get instant promotion for your dealership as your customers talk about you and their new car.

There could be other good things social media and customer loyalty could bring your dealership. But what’s the secret of gaining customer loyalty after a car sales lead turn into a happy sale? The study concluded that it is all about building trust during the purchase phase of the car buying process and immediately after that. Establish lasting relationships with your customers. Remember that if customers are satisfied with your dealership, they wouldn’t feel the need to consider other options. They’ll stick with you. Moreover, having loyal customers brings you repeat purchases. Therefore, it is never a waste to invest time, money, and effort in building a strong relationship with a car sales lead when you know it’ll eventually yield great results.

Making More Sales Through Your Virtual Showroom

Posted on: June 15th, 2012 by credit

Dealers create dealership websites to reach millions of prospects who are too busy to personally visit dealerships and only have the time to shop online. Dealership websites are online counterparts of on-site dealerships. So, if there is a huge market online, dealers should all the more better their websites as much as they improve their on-site dealerships to attract more prospects and generate more leads.

One of the most important parts of your dealership website that could instantly turn visitors into car sale leads is the inventory page or your virtual showroom. It is one of the places in your website that a car shopper would need to really see. Your inventory page should contain all the car models available in your lot. Having an excellent online showroom in your website will surely draw you more car sale leads. Here are some tips on how to make that happen.

Photos are essential in making your online inventory page effective in making more sales. It is boring and not enough to just tell your visitors how your car lot looks like, what car models are displayed, and why should they buy a certain car from your dealership. Photos are the ones who give life and meaning to your virtual showroom. You have to show them what you’ve got. Moreover, some prospects would go by the photo rather than the description of a vehicle when selecting a car model. Provide at least 3 interior and exterior shots of every car available in your car lot. Remember that photos do attract car sale leads.

Complement the photos with descriptions of each car model. Talk about the car’s features, specifications, warranties, and the like. You can also say something about the promos or perks that go with buying a particular car model. You can also provide links to car reviews or you can even provide your own. Include as much details as you deem important for car shoppers to know about a car model.

Another essential part of your inventory page, which should not be really omitted, are the prices of your cars. Remember that car shoppers turn to various dealership websites as they do some research. Without the car prices, you are not helping them in making a decision. Moreover, it creates a notion that the cars might be too expensive. Do not be afraid to indicate the prices of your cars. However, make sure that your prices are competitive, although they do not necessarily have to be impressively cheap.

Your dealership website is just as important as its on-site counterpart. Therefore, make sure that your virtual showroom is well-created and well-maintained so that it just keeps on serving its function well of converting visitors into car sale leads, and then into sales.


Generate More Car Sales Leads by Driving Traffic to Your Site at Low Cost

Posted on: March 20th, 2012 by credit

Search engine optimization or SEO techniques are supposed to make the website more visible in the search results to drive more traffic to the site.  However, this is not an easy task to accomplish and may even cost car dealers a lot.  If you are just starting to compete in the online automotive industry, consider employing the following low cost and free SEO techniques to drive traffic to your website and generate more car sales leads.

Web directories are depositories of websites arranged according to categories.  Some visitors go to these sites to conveniently find what they are looking for.  You should have your site listed in directories.  There are free and paid listings.  You can start with free listings first and see what happens.  When submitting your site to directories, always remember to supply all the required information and then place your site under the appropriate category.

Putting up a blog is also not expensive and there are also free blog providers.  You can start by posting articles about any topics relevant to automotives.  You can be creative by putting some videos and photos on your blog to make it more appealing to visitors.  Also make it simple and reader-friendly by employing a good layout and a nice theme.  Blogs should be maintained by regularly posting new articles.  To keep the blog alive, it should be maintained by regularly posting new articles.  It is also important that the articles are fresh so visitors always have something new to read.  The blog can generate car sales leads if visitors can find compelling and helpful information in it.

You can also try promoting your site in social networking sites like Facebook, Twittter and LinkedIn.  All you have to do is create an account and create a page for your dealership  By doing this, you are enabling people to interact with you and learn more about your offers.  This also gains you more exposure and opportunities to reach out to car sales leads.

Participating in forums can also drive traffic to your site.  However, this should be done carefully as there are many forums which could ban you if they detected you as spam.  To avoid this, keep your comments relevant and make them genuine and intelligent.  It is too obvious if you will immediately direct the conversation to your dealership or mention the dealership name.  Forums with strict policies consider these actions as spam already.  However, since you are talking to real people, you can possibly turn them into leads and eventually into sales if you have earned their trust and were able to convince them to try your offer.  You can earn their trust by sounding like an expert.

As a beginner, you should understand that you will not immediately see the results of your SEO efforts because it will really take time.  However, you should still monitor the traffic driven to your website and the progress of your efforts.


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