Getting more prospects for car dealerships have now become easy with the advancement of technology, auto-dialers, customer relationship management programs, web tools, and social media. These tools help automotive dealers to improve sales figures and earn greater revenues. However, this should not make vehicle sellers complacent and ignore the basics of auto lead generation.
Here are some useful tips to help you out:
Set a Fixed Time
Dealers should note that a fixed time should be set for the purpose of attracting prospects. At least, an hour’s time should be allocated for making calls to prospective buyers and related activities. For generating new car leads, do some hard work by dialing the numbers of potential customers in your locality. Do not be complacent, and think that lead generation will simply happen! No, it will not, if you do not prepare the ground in advance.
Keep Talking to Prospects
Do you know why inexperienced sales people fail? That’s because they stop communicating with buyers once they refuse for the first time. To convert prospects into well-paying customers, you have to keep talking to them. It doesn’t matter if a month has elapsed since the time you have spoken to a buyer. In simple words, by following-up, you will be remembered by potential buyers. A person who had refused initially to invest in a vehicle might agree to listen to you after a month or two. The rule of the game is following-up and fixing an appointment.
Study and Examine Your Numbers
This is most important. In an hour, you made calls to a number of customers. Out of these, how many you were able to reach, how many agreed for an appointment, and how many refused. You need to keep track and analyze these numbers. The numbers will show how good you are with the sales calls. Monitor your lead conversion ratios regularly to understand how you can improve in the future.
Continue Building Healthy Customer Relationships
It’s true that technology has drastically improved in the recent years, but it cannot replace the human qualities of building rapport, developing customer relationships, gaining trust, and entering into a mutually beneficial business relationship. Do not take the obvious path but walk the extra mile, and add value to prospects. You can offer business intelligence ideas and some useful tips about the problem your solution helps to resolve. These little ideas will make potential buyers remember you. So, when they wish genuinely investing in a car, your dealership’s name will ring in the customer’s mind.
Rank your Leads Based on Priority
When it comes to auto lead, not all are alike. That’s why you must rank leads based on priority. Also, rank them in terms of your judgment whether the prospective consumer is eager to buy or not. In case, they delay, how long will they postpone the buying process? And, how soon they will agree to an appointment? The prospects that rank high should be given more time and attention to convert to successful sales. On the other hand, the not-so-sure customers can be nurtured and followed-up.
Though the lead generation process has improved with tools and technology, but dealers should not forget the basics.
Learn about the Rudiments of Successful Auto Lead Generation