Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Amy Taggart

Amy Taggart Marketing Manager

Exclusive Blog Posts

Top 6 Things Car Dealers Do To Make Car Buying Difficult

Top 6 Things Car Dealers Do To Make Car Buying Difficult

[youtube https://www.youtube.com/watch?v=3R7Y3kZIDVg] Your Turn To Drive discusses Top 6 Things Car Dealers Do To Make Car Buying Difficult.  Jim D…

Choose the correct CRM for your dealership OR pay dearly

Choose the correct CRM for your dealership OR pay dearly

With all the CRMs on the market today, finding the right one for your dealership is becoming more challenging than ever. There have been massive changes in…

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

Looking for a new way to win over people more likely to send a text message than to call? Set up this free message extension for your text ads on the Googl…

Must-See NADA 100 Expo Displays for Fixed Ops

Must-See NADA 100 Expo Displays for Fixed Ops

New Orleans is ramping up for the 100th anniversary of NADA, and the convention promises to be outstanding. You’ll be entertained at the NADA100 Carn…

Why Social Media Marketers Won’t Replace Your Sales Team

Why Social Media Marketers Won’t Replace Your Sales Team

Social media is changing the marketing profession in remarkable ways. According to the Public Relations Society of America (PRSA), the social media analyti…

Are You Monitoring Your Process for Working Finance Leads?

Over the past several weeks, I've been writing about best practices for working auto finance leads. We've covered setting the appointmenttraining your team, and getting folks in the door before pulling their credit.

You've walked your team through this initial part of the sales process, and they all understand how important it is to follow these steps.

Theoretically.

What are you doing to make sure they're making the calls and following the process? Do you have a CRM? Do you have access to your call switch data, or do your sales people self-report their call and pipeline activity?

We encourage our partners in the Carloan.com Dealer Network to use a combination of all three, if they can, in order to get a full picture of how their sales team is using the finance leads they're getting from us.

[Full disclosure: we've got this great ILM called DOLLAR that has fantastic reporting capabilities that we train all our dealers to use. Just sayin'.]

What it really allows you to do is identify any gaps in your process. If you know what your sales process steps are and keep track of the numbers, you can figure out where you're falling short. Not setting enough appointments? Too many no-shows? Dig in and find out what's going on.

And fresh intel out of Digital Dealer 12 (#DD12) last week: "every two no-shows equals a lost sale."

Missed opportunities right there.

You're already spending the money to feed your sales people leads. Make sure you're the first to know if there's something going on with the way they're working their pipeline that's impeding their ability to sell cars.

Jim Bell
Great points Amy. The one thing that we run into is on credit apps submitted out of the blue, our contact rate is really low. We try to get a hold of the customer to confirm that it is them and what they are trying to buy and accomplish. Any ideas?
Amy Taggart
Hmmm...three things come to mind. First, try to make contact early in the morning or later in the afternoon, when they're more likely to not be in the middle of a workday. Second, try using text messages if you have their mobile number. Third, follow up a call with an email, if you have their email address. How long is your team trying to make contact before they set it aside? 24 hours? A couple of days?
Jim Bell
We have a 2 week press which is where the customer is touched day 1,2,3,5,7,10,14. We try different times of the day and texts if we can tell if it is a cell.

 Unlock all of the community & features  Join Now