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Posts Tagged ‘new car sales leads’

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.

The Internet’s Role in Generating New Car Sales Leads

Posted on: June 29th, 2012 by credit

 

Car dealers should realize that as the automotive industry recovers, the market for new vehicles remains lively. A recent study done by J.D. Power showed that 77% of new car buyers use the Internet to help them in the car shopping process. The Internet has been a great contributing factor in making the competition in the industry livelier and tighter. Thus, car dealers need to be more aggressive in catching new car sales leads.

Based on the study, some of the factors that affect the generation of new car leads in the Internet are the age of the car shopper and customer loyalty. The study found that the likeliness of a car shopper to use the Internet to shop for cars decreases as the age increases. Car shoppers who are in their 30s and 40s are most likely to use the Internet to shop for cars while those who are aged above 70 years are unlikely to use the Internet to shop for cars. In terms of submitting an online request or turning into new car sales leads, the same age groups who are most likely to use the Internet for car shopping are also the ones who are most likely to submit an online request. Interestingly, car shoppers aged more than 70 years, together with those who are under 30 years old, are the groups who are unlikely to submit an online request.

The study also compared the likeliness of existing or loyal dealership customers to turn into new car sales leads with that of new customers. It would be easy to assume that those who have an existing relationship with a dealership would not be interested anymore to look at other options. However, the results showed that there is a considerable number of loyal customers who are still using the Internet for car shopping, although they are still less likely to submit an online request.

Car dealers should consider these trends well in automotive consumer behavior. To keep pace, they should use all available and possible online marketing strategies to generate more new car sales leads. Moreover, the study implies that car dealers need to take care of their existing customers as customer loyalty plays an important role in keeping a dealership alive. According to the study, the common reasons why new car buyers purchase from a certain dealership are their prior experience with it, recommended by friends, and the information they got from the Internet, which appears to be the most influential reason outside dealership experience.

Excellent Dealer Response: Key Element to Satisfy New Car Leads

Posted on: June 27th, 2012 by credit

One of the most important aspects in converting internet new car leads is your response to them. It doesn’t take a rocket scientist anymore to figure out that your response must be quick. Here are some facts to give you more concrete reasons why you should take your internet-generated leads seriously.

Response Time

Customer satisfaction is a vital element in keeping your leads and having consistent growth in sales. One way to achieve that is to have excellent responses to each query.

Based on a J.D. Power study, customers love receiving responses within an hour or less. In a 10-point scale, an 8.6 satisfaction rating was given by car shoppers to such response time. So far, dealers have been doing a great job responding to online queries almost all the time. The study also noted that car shoppers most likely buy from dealerships who responded to their queries.

Sufficient Information

Aside from being quick, satisfy your leads by giving them the information they have requested. In the study, a small percentage of the respondents said that some dealerships do respond but only answer with limited information. Apparently, this kind of response pushes customer satisfaction rating down. The study noted that some dealers only give limited information because they prefer disclosing more information when the new car lead visits their dealership.

According to the study, the information that leads often request for are the car price and the availability, features and specifications of a car model. Among these, the car price is the most requested information. It is therefore important to respond to your leads by providing them with the information they have requested for to win their satisfaction.

Other Contributing Factors

The study also showed that internet leads must be contacted immediately. The sales process or the lead conversion process does not start when the new car lead has visited your dealership. It starts at your first contact with them. This is also where you have the opportunity to establish good relationships with your prospects. In addition, sending the same sales staff to help a customer until the end of the purchase boosts customer satisfaction rating.

Customer Satisfaction

Why is customer satisfaction a big deal? You could only produce loyal customers when they are satisfied with you, your service, and your dealership. Loyal customers would keep coming back to you for future vehicle purchase, your services, and even recommend you to their network of influence. Moreover, satisfied and loyal customers would not turn to other options, giving you guaranteed sales. Keep in mind that good dealership and vehicle experience will result in customer loyalty. Thus, take care of new car leads well and always strive to meet their expectations.

New Car Sales Leads – Capturing Leads with Engaging Content

Posted on: February 29th, 2012 by credit

 

Several car dealers now are doing away with radio and television ads, billboards, jingles, and other traditional marketing styles to promote their dealership.  Most have already learned the dynamics of Internet and the different marketing strategies they can employ involving it. As these new techniques proved to be effective in attracting prospective car buyers, automotive dealership marketing has been thriving ever since.  Here are some tips for car dealers in engaging new car sales leads through content.

The truth is, many people are not fond of reading long texts either in print or online.  This is perhaps due to this fast-paced world and the demand for urgency and instantaneity.  This implies that car dealers should maintain their contents in their websites to be short but substantial and interesting.

Before anything else, car dealers should be able to put up an appealing business website.  The website should be pleasing to the eyes, easy to navigate, and functional.  Some important contents that should be present are the contact details, company location, inventory, company profile, offers and promos, and some helpful articles.  Car dealers should keep in mind the things that a prospective car buyer would want to see in a car dealership’s website.  The website should also be as interactive as possible, especially the inventory page.

Car dealers should never forget to provide content about their expertise or the features of their offers that separate them from other car dealerships.  Most visitors would want to find out what is something special about a car dealership by looking at what they have to offer and guarantee their customers.  If they find these offers to be promising, they would consider the dealership as a prospect.

Aside from the website, car dealers can also put up a blog.  The blog can either be incorporated in the business website or put up separately.  It should contain helpful information which new car sales leads might be looking for.  This is where most of the content issues would come in.  A blog should naturally have fresh and new content all the time.  Obviously, it is an added workload for car dealers to always provide new content for the blog.  However, blogs are really helpful in driving traffic to the car dealer’s business website.  Moreover, the content should be informative, useful, genuine and consistent.

In another context, when car dealers answer queries via email, they should provide answers truthfully.  This is better than trying to please the prospect customer with flowery words and claims that are not true.  In the end, the car dealer might just lose the car sales lead.  Moreover, car dealers should also be careful when sending promotional materials to the leads.  Car dealers can send emails about special offers, promos, discounts, car models and the like.  They should just make sure that the contents sound believable and realistic.  It is better if these are written in a personal and sincere way than just in general promotional tone.  They should be sent in a certain manner as not to bombard leads.

How about Approved Auto Leads?  Approved Auto Leads understands the position of interested car buyers.  That is why, it has mastered on lead generation techniques including providing quality content that engages new car sales leads.  Car dealers can rely on Approved Auto Leads when it comes to that.

Things to Remember When Closing A Deal

Posted on: January 16th, 2012 by credit

 

New Car leads

 

Lead generation companies can indeed provide quality new car sales leads–people who are really serious about purchasing a car– to its clients.  However, this would not fully happen if car dealers would not be able to do their part well.  Increasing the car dealer’s revenues is not just the lead generation company’s task.  In fact, it requires largely from the dealer’s part.  What then should car dealers do upon receiving the leads from a lead generation company?

Car dealers should call up their prospects immediately.  These leads are hot leads since they took the initiative to apply for the car dealer’s program.  Since they showed interest on the offer, they are most likely going to make a purchase.  Therefore, car dealers should take advantage of this by responding to their queries as fast as they could.  They can utilize auto-responders which can quickly send an email or text message to the lead to acknowledge the receipt of the application.

In making the call, car dealers should keep in mind that this is the part where they should be displaying a good impression.  They should train their sales representatives in this aspect as it can make or break a sale.  It is better to start with a warm and smart greeting.  The sales representative or car dealer do not have to make long speeches before getting to his or her point.  The truth is, the prospects do not want to hear anything else more than the offer.  So, car dealers should be sensitive to this and should start laying out the agenda right away. 

However, car dealers should not close deals over the phone.  The call only serves as a preliminary to the actual conversation.  The purpose of the call is to get to know the prospective customer first, especially his or her preferences in a vehicle.  In this way, the car dealer can prepare how to negotiate and win the deal when he or she meets with the prospective customer.

If the prospect would not give in to the offer right there and then, car dealers should not worry about it.  Although they are hot new car sales leads, they might have other concerns that hinder them from making a decision immediately.  Instead of worrying about this scenario, car dealers can ask about the prospect’s concerns.  Perhaps, adjustments that suit his or her needs can be made in the offer in order to close the deal.

Approved Auto Leads does not want its partners to lose income whenever new car sales leads do not turn into a sale.  That is why, we make sure  the lead provided are people who are really serious about buying a car.  It is now just for the car dealers to be diligent in pursuing the leads.

 
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