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From: Jared Hamilton
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Anne Fleming

Anne Fleming President & Car Buying Advocate

Exclusive Blog Posts

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

The Biggest Mistake Dealers Make When It Comes to Customer Retention

The Biggest Mistake Dealers Make When It Comes to Customer Retention

Jim Roche is the Divisional VP of Marketing & Managed Services at Xtime. We asked him to tell us the biggest mistake he sees dealers making today when …

Is 2018 the Year of Customer Convenience?

Is 2018 the Year of Customer Convenience?

It seems that every year has a theme attached to it in terms of where dealerships’ focus will be. Which themes or buzzwords will dominate 2018? We…

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Today's customers walk into your showroom better-informed than ever before. Because they've done their research ahead of time, 89% walk into t…

3 Ways to Ensure Women Shoppers Return to Your Dealership to Buy

Surveys indicate the top reason women do not purchase at a dealership on their first visit is they are still looking. However, only 4 in 10 of those “shoppers” who leave a dealership without buying a car will ever return to the dealership. Given that women shop at 30% more dealerships than men, it is important to create an environment that welcomes a return visit. Here’s how:

1. Establish trust and respect. Women place “respect” and “trustworthiness” as the top two reasons to buy from a sales advisor. Treating a potential buyer with respect and establishing trust at the onset of the sales process will create a positive environment and relationship, which increases a woman’s confidence in her buying decision. She will remember that trust and it will create a strong reason to return to your store.

2. Understand what a woman buyer is looking for. During the initial visit, a sales advisor should ask the right questions to understand her priorities. Are certain features non-negotiable? If the right model and features are not available right away, how quickly can it be located? Taking the extra step toward finding the right fit can bring a buyer back to the showroom.

3. Create an efficient buying process. Women nationally report the average time spent purchasing a vehicle is 3 hours and 20 minutes. Reducing this time lets customers know you respect their time and creates a positive feeling that will encourage return visits, positive reviews and referrals. So can a 3-Day Guarantee Return Policy; it’s all about making customers feel safe, confident and comfortable in doing business with your store. Women have different selection criteria than men when deciding on a car. Understanding the differences can help women reach a decision more quickly, making it less likely she will feel the need to visit a competitor.2fdec47288c07a5804b44fe7d5834392.jpg?t=1

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