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Posts Tagged ‘sales leads’

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.

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.

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.

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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