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Big Tom LaPointe

Big Tom LaPointe Digital Marketing Consultant

Exclusive Blog Posts

10 Things in Sales that will Never Change

10 Things in Sales that will Never Change

Here is my take on 10 things that will never change in Sales.  When you have a clear understanding of how these 10 things work, you'll undoubtedly…

Are You Selling Service Contracts in the Lane?

Are You Selling Service Contracts in the Lane?

Several dealers reported record months in the service drive. With a record number of RO’s hitting the lanes each day, it is a gold mine for selling s…

Women in the Dealer Workforce: Where We Are & Where We Can Go

Women in the Dealer Workforce: Where We Are & Where We Can Go

It’s no secret that women make up a small portion of the dealer workforce and turnover among women is high. By not attracting and retaining women in the …

Car Subscriptions - Q and A with Bill Playford

Car Subscriptions - Q and A with Bill Playford

I had the chance to interview Bill Playford about car subscription services, and how they're going to change the marketplace. Take a look what this ins…

Be The Exception

Be The Exception

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Dealer Live Chat Tip: Establish chat operators, NOT salespeople

CarChat24 live chat tipIt may seem a bit counterintuitive, but if an auto dealership wants to establish a successful website live chat program in-house, it is wise to position your chat staff as online operators, and NOT as internet salespeople. There are three reasons this strategy will help create live chat success:

Allows the operator an excuse to gather lead information. Shoppers have an aversion to salesperson that is nearly encoded into DNA. When you position your staff as ‘operators’, their role is merely to provide information for the shopper and earn enough trust to gather lead information and hopefully, even an appointment.

Stops 30-minute live chats that have salespeople reading numbers off tires on used cars. If your chat staff are operators, the shopper won’t have the power to demand that they run from car to car worrying about speed rating on tires, or transmission ratios. They can stay on script moving toward a quality lead or car sales appointment.

Less likely to prejudge or sell the car online. As sales managers, we have all had sales people who ‘knew’ whether a prospect was going to buy, or avoided an appointment because they ‘knew’ the shopper couldn’t get a loan approved. Chat operators won’t have all this ‘expert knowledge’. Additionally, they won’t be focused on scheduling appointments around a shift or day off, as a salesperson might be tempted.

Numerous factors affect the success or failure of an in-house dealership website live chat program, and having proper fundamentals and training in place can make a huge difference. What is your live chat success (or lack of) story?

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Tom LaPointe CarChat24  Interactive Media Manager / Industry Analyst

www.carchat24.com/ 24/7 Interactive Automotive Dealer Website LIVE CHAT Solutions Hosted or In-House Options – FREE web chat software 727-638-0195

Tom has an MBA in Marketing and is an automotive writer and author with more than 15 years experience in virtually every aspect of the retail auto industry. He has been a performance leader in everything from sales and service, to web development and viral marketing.

 

Andrew Compton
Hey Tom, Just found out that one of our top lead generating dealers is using your chat product. I did not realize we placed your code inside our Craigslist product for him. He says you increase our leads over 10%. Strong product.
Big Tom LaPointe
Thanks Andrew! As Jeff Sterns would say, "Tell a Friend!" lol.

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