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Automotive Internet Sales - Example of How to Handle "Bought Elsewhere" / Dead Deals - Don't WASTE Opportunities!

 

 

 

http://www.dealersynergy.com

Automotive Internet Sales - Example of How to Handle "Bought Elsewhere" / Dead Deals - Don't WASTE Opportunities!

Everyone knows that the hardest part of Automotive Internet Sales is getting someone on the phone... I get it. As a matter of fact on average you will only connect with approximately 11- 14 percent on the phone. Meaning that if you make 120 Out bound phone calls, you will connect with 14-17 people on the phone (Not a very good ROI on your efforts). But, it is what it is... 

Now it gets EVEN more frustrating when you FINALLY get someone on the phone after following up with them for days or sometimes even weeks / months and hearing "Sorry, I bought elsewhere". You have to FIGHT the urge of getting mad, or even being rude. Or worse, being indifferent and just letting it slip into the "Dead Deal" folder on your CRM.

Even though you lost the opportunity to sell a vehicle, you can turn that prospect into a service opportunity. Why would you care...? Because a service customer is 7 times more likely to purchase a vehicle from where their service their vehicle from. AND... your dealership might have lost the "sales" revenue, but THEY might be able to secure "service" revenue.

Furthermore, It is a well know statistic that a prospect that buys a vehicle, someone else in THEIR HOUSEHOLD will buy another vehicle within 90 days! That means, even though you lost that initial sale you can possibly secure a strong referral for a future opportunity if you handle the situation the right way.

If you would like me to elaborate on this post or if you have any questions what so ever, please feel free to email or call me.

http://www.seanvbradley.com

http://www.automotiveinternetsales.com

Jim Bell
I never believe in 'dead dealing' someone. You need to stay in front of that customer for a lifetime. They will be back in the market sometime and we just may not know when that time may be. Also, offering to be able to service their vehicles is always a plus. We as a dealership offer $12.95 oil changes, and we see more than just Hondas in our service drive as a result of that. If we stay in front of them and also give them great service in the service department, they hopefully won't forget about you the next time around.
Chris Costner
Great points Sean. It happens, sometimes they buy elsewhere, and I like the word track you shared with the community. They may not be our sold customer but we can still focus on every "servicing opportunity" as if they were. No reason to forget them. Thanks for sharing.
Sean Bradley
Thank you for the comments!

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