We live in an age where technology provides dealerships with an immense amount of data about what customers want—but only if they read their buying signals correctly. Even though this data is available to the sales staff, salespeople don’t always know the best way to capitalize on it, missing key opportunities to improve the customer’s experience and close the deal. So, … [Read more...] about How to Convert on the 3 Customer Buying Signals
Big changes are happening in our industry. New technologies are injecting incredible insight and efficiency into our everyday workflow. Customers now demand faster transactions; less than half of consumers are satisfied with the length of the car-buying process, according to the Cox Automotive Future of Digital Retail Study. And dealerships are consolidating like never … [Read more...] about 3 Reasons Why Dealerships Should Shift to a Single View of the Customer
If there’s one thing that every dealership—large and small, independent and franchise—has in common, it’s that it is constantly looking for ways to convert more leads to appointments—and ultimately, to sales. Most dealers know there is more they could be doing to improve lead-to-appointment ratios, but many fail to recognize the opportunities right under their nose. Most … [Read more...] about 2 Steps Toward Increasing Your Sales By Redefining Leads
Less is more. It’s a saying we’ve all heard applied to so many facets of our lives, from candy consumption to the amount of cologne to apply. But are you embracing this philosophy in your dealership marketing? When creating dealership marketing campaigns, it’s easy to fall into the trap of sending all your emails to all your customers. You’ve already spent the time and … [Read more...] about How Turning Down the Volume on Dealership Marketing Can Increase Its Effectiveness
Remember the game “telephone” you played in elementary school? Everyone sat in a circle, and the first player whispered a phrase in the next player’s ear only once. The second player repeated what he or she heard to the third player, and this continued until the phrase made it to the final player. For children, the game was hilarious because the last player often heard a … [Read more...] about Customer Data: Is Double Entry Dragging Down Your Bottom Line?