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.
×
Infinite Prospects, Inc. (Adam Ross)

Infinite Prospects, Inc. (Adam Ross)

Exclusive Blog Posts

Car Sales Advice For New Salespeople

Car Sales Advice For New Salespeople

When I started selling cars five and a half years ago there were 3 pieces of advice given to me that have helped me succeed in this business. I want to sha…

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

The National Automotive Dealer Association (NADA) data for 2016, revealed that there are 16,708 franchised dealerships in the United States, who sold a rec…

Tips on Finding and Hiring Salesmen Who Have Experience

Tips on Finding and Hiring Salesmen Who Have Experience

Your dealership can't thrive without an experienced sales force. The trickiest part of this equation is finding "rock star" salespeople to he…

New Site Links from Google in Mobile Search

New Site Links from Google in Mobile Search

In thinking of a mobile first world, Google has rolled out new site links to the search results on mobile search.  Historically, Google would award…

What Your Dealership Should Look for in Insurance Coverage

What Your Dealership Should Look for in Insurance Coverage

When a person decides to start a car dealership, insurance needs to be part of their planning. It is a requirement for a dealership to have vehicle insuran…

Focus on Long-Term Follow Up

Is your dealership's Internet sales process focused largely on converting consumers within the first 72 hours of receiving their lead? If so, you're leaving a large chunk of sales on the table...

How much time do you spend working your 15, 30, 45, 60, 75, and 90-day old prospects? Probably not enough...

While this published data may be a few years old, the statistics have not changed much since that time. Put together a strategy with a combination of phone calls, personal emails, email newsletters and direct mail (where possible) to stay in touch with the consumer for 90+ days and keep your dealership in their thoughts.

Excerpt from: 2008 AUTOMOTIVE ESHOPPER EXPERIENCE STUDY, conducted by The Cobalt Group and J.D. Power & Associates. 

"The 2008 J.D. Power and Associates New Autoshopper.com Study found that on average AUIs (Automotive Internet Users) report that they first decide to buy a new vehicle 15.4 weeks before they actually purchase one. Three weeks later they begin using the Internet to find information, which is approximately 12. 4 weeks prior to purchase. By the time they have narrowed their vehicle selection down to one vehicle they are typically 5 weeks away from purchase. This information is key to both understanding the best time to target and market to Internet shoppers and to understanding that shoppers may be in-market for different periods of time...

The longer a lead remains unsold, the more likely it is to convert to a used vehicle. 

Dealers should respond promptly to leads and have systems in place to market to car shoppers in a way that addresses what the consumer is likely to purchase based on the age of the lead. Suggesting a used vehicle alternative to a new vehicle lead as the lead ages could help convert the lead to a sale. Additionally, with a third of leads converting after 90 days, dealers who continue to market to consumers will benefit by selling to those with purchase timeframes beyond a three month period."

What strategies does your dealership employ to stay in touch with consumers?

 Unlock all of the community & features  Join Now