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Jon Quade

Jon Quade Performance Improvement Consultant

Exclusive Blog Posts

Top 5 Luxury Cars for Any Type of Terrain

Top 5 Luxury Cars for Any Type of Terrain

Many automotive companies make luxury vehicles that can be driven on different terrain. If you like to take road trips to cities, forests, hiking trails, a…

My Dealership Story - Kristy Elliott

My Dealership Story - Kristy Elliott

Meet Kristy Elliott, the Dealer Operator at Sunshine Chevrolet and check out her dealership story. Learn how Kristy came from the non-profit world to …

Start With Why - David Mead at DrivingSales Presidents Club

Start With Why - David Mead at DrivingSales Presidents Club

DrivingSales was so excited to have David Mead as a keynote speaker during Presidents Club. David works at the Start With Why foundation with Simon Sinek, …

You Have a Position to Fill – Who Do You Hire?

You Have a Position to Fill – Who Do You Hire?

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6 Tips for Better LinkedIn PPC Advertising

With a little over a year’s experience with LinkedIn Advertising and some insights from a connection at LinkedIn, I’ve put together a list of 6…

The Price Dance: Email Inquiry Edition

Like a rock star in a mosh pit, the automotive email inquiry is a slippery animal- especially when it comes to dealing with price. The email medium demands complete transparency; yet dealer selling cycles usually require tactful discretion. What’s a dealer to do? Navigating "the price dance" can be tricky, but it can be done. Read on to see how to handle this common lead scenario like a stone-cold pro.

 Hi Julio, Bye Julio: How to Lose an Automotive Email Lead in 2 Minutes

The Customer: Julio

The Request: “I want your best price and payments on one of your new, top-line extended cab pickup trucks.”

The Response: “I’ll need a little more information from you in order to quote you an accurate price – when would you be able to come in to discuss your new truck?”

The Outcome: You never hear from Julio again, despite multiple emails on your part.

The Lessons:

 1) You have no control over customer re-engagement when email is your only contact choice.

2) If you don’t respond to customers’ email questions clearly and concisely, they will think you are trying to hide something from them (regardless of whether you are or not).

 Solution: The Three Wishes Approach

Instead of quoting Julio a singular price, give him three prices: one on the vehicle he’s inquiring about, one on a lesser-equipped version of that vehicle, and one on a similar pre-owned vehicle. With emails, you must appear to be transparent in your responses.

 Bonus tip:  Follow up an email response with a phone call wherever possible.

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