Consumers are drowning with information online in their car buying journey. Learn what’s distracting your visitors, how to engage them and proven tactics to keep their attention. Download Storyboard
It's okay if you've given up on the idea of selling cars or increasing service penetration through social media. On Driving Sales, it's likely that the majority of dealers have tried and found varying degrees of success or failure, whether on their own, through a vendor, or a hybrid of the two.
The reason that' it's okay for you to give up is because true automotive social media marketing requires a full commitment. You're either all the way in and you're embracing it wholeheartedly or you're simply maintaining a good presence without investing much time or any money. The in-between areas are pretty much worthless.
To get a better understanding of what this means, let's take a look at five truths that my team has found to be completely undeniable.
Everyone knows how big social media is. For dealers, the key is to get stronger reach and put your message in front of the right people by getting smaller. That doesn't mean you need shorter posts. That means that you should be taking advantage of the targeting capabilities and data that makes social media special.
We're using a little internal terminology here, but let me explain. We give clients two choices - going on the offensive with aggressive, "all-in" social media designed to go after local people who are in-market for a vehicle purchase, or going on the defensive by investing very little time and as little budget as possible (if any) to maintain a presence that represents the dealership well enough to pass muster.
When we refer to "special teams" play on social media, we're referring to what some dealers (and most vendors) are doing - trying (or pretending) to go on the offensive with social media but without putting the right mix of time, energy, budget, and strategy that can actually make it successful. The results of special teams play means that there's an ever-so-slight chance of scoring, but for the most part it's extra effort without any more benefit than a less-aggressive defensive posture.
There is no such thing as true organic reach potential on for car dealers. One out of hundreds can ever achieve it and few in the world have been able to sustain it in the last few months since Facebook and Twitter have changed the way they operate with dealers.
Between Facebook's algorithm and Twitter's noise, you really have to be putting some, though not a lot, of budget towards your social media marketing.
In the world of search marketing, more is usually better. The more keywords you rank for organically or buy through PPC, the better. That's not necessarily the case with social media.
It would not be hard for a dealership to have a successful social media presence with one or two posts per week. It is very easy to have a very bad social media strategy with several posts a day. That's not to say that posting less is better. That just means that the strategy determines the frequency and not the other way around.
Even after the infamous Google video that denies social signals affect search rankings, they still came out and demonstrated ways that social media can be used to improve search rankings. They're not talking out of both sides of their mouths. They're simply making sure that SEOs understand the distinction between causality and direct benefit.
Traditional, website, and 3rd-party advertising and marketing can all use social media to benefit them and visa versa. Even with a defensive social media stance, it's possible to integrate social with other strategies to fulfill your needs.
For some of you, it's a matter of embracing social media. For others, it's a matter of getting others at the dealership to embrace it. Social media can help improve business, and not just in an intangible way. It's more than branding. It's aggressive strategies. It's a lot of things, really, that make social media work. Unfortunately, that means that most dealers aren't doing it properly right now.
If you need help becoming convinced that it works or you want to try to convince someone else that an offensive posture can be truly beneficial, please feel free to ask me for help. I can walk you through the possibilities.