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Larry Bruce

Larry Bruce Founder / President / CEO

Exclusive Blog Posts

Tips for Selling More Small Cars at Your Dealership

Tips for Selling More Small Cars at Your Dealership

If you own a car dealership, you might have found that a lot of people who come in are looking for trucks, sports utility vehicles and roomy sedans. Ev…

Stocking & Pricing Inventory: Interview With Brian Finkelmeyer

Stocking & Pricing Inventory: Interview With Brian Finkelmeyer

Brian Finkelmeyer, Direct of Business Development at vAuto, discusses the dos and don'ts of pricing and stocking inventory. …

How to Engage "Ready to Buy" Shoppers

How to Engage "Ready to Buy" Shoppers

The stakes are high: sales are slipping, your competition is stiff, and today’s shoppers are the most savvy yet. But there’s good news – there are a…

Upcoming Webinar: Use Your Showroom to Show, Not Sell

Upcoming Webinar: Use Your Showroom to Show, Not Sell

Ecommerce is on the rise, and today's customers walk into your showroom better-informed than ever before. 9 out of 10 customers are more likely to…

Interview with Shannon Crane: Building a Successful BDC

Interview with Shannon Crane: Building a Successful BDC

When Shannon Crane, founder of BDC PowerConsulting, started out as a BDC Manager at a local dealership, she was “as green as it gets.” Not only…

 All online marketing is designed to get users to engage that’s the point and the great thing about it, engagement is clicking—clicking your ads, your links, your content, your experiences. You want clicks lots and lots of clicks. When users are clicking, things are happening, moving and shakin.  But not all clicks are equal. There are those clicks you can control, and those you can’t really control.

Clicks you can’t control are like a busy highway interchange. You optimize the hell out of your content; throw it out there with some hope that if you did your job, you’ll get the traffic.  Where users end up and what they do when they arrive is entirely up to them, your ability to control what they click on is very limited. These clicks like a busy highway spaghetti junction interchange are a good thing and sometimes a bit scary:

 

You want your content out there for users to discover and explore. You want to be well placed so you get clicks (traffic). But there is a limit to how far you can take this. There comes a point when the internet takes over (actually, the users take over) and here we go...you’re just along for the ride.

Some examples of clicks you have very limited to no control over:

  •  SEO – your main website
  • Social – think of this as an online party / mixer don’t do anything here you would do there (and don’t do some things here you would do at a party, for some of the people I hang with you know who you are ;) )
  •  Viral – completely out of your control, totally user driven some will take it good and some bad. It is what it is.

Ok so this is where you take broad strokes about all your store is doing to appeal to as many people as possible. Don’t write a novel short 3 to 4 sentence paragraphs. Some suggestions for the above:

  •  Video testimonials, ON YOUR HOME PAGE! Absolutely the best thing you can do.
  • Your eBay rating (if it is 99% positive +) on your home page with a link to the feedback section on eBay. Come-on yall here are a bunch of people saying great things about you but you only want eBay shoppers to know about that?
  • Have a party at the store invite your customers place the photos on Facebook. Do this once a quarter when you have a good Facebook following then check out the local bands on MySpace ask them to come play at your party with a good following many will do it FREE and you are now helping local talent, tell people about  that, nothing connects people like a common interest in music.  As for Viral well nothing can help you there, but it’s good when some of the things above go there.

And then there are the clicks you do have control over, such as:

  • SEM (Search Engine Marketing)
  • Display/banners ads
  • Email
  • Affiliate Marketing

Your control here is explicit. You create a message (an ad or content), you place it (your buy or email), and you are entirely in control of where people land where they click. A great landing experience is marketer-controlled and user directed environment. Sort of like a cross roads:

 

You can, and should, send these clicks to landing pages, microsites and conversion paths that have limited, well-defined choices to get users to move from point A to point B (where B is usually your desired action for the campaign).

Most likely you are paying for these clicks. So seize the opportunity to be in control and craft conversion-focused experiences and optimize every user action within them. “Let no click be wasted” is your mantra.

Have a broad focus for the clicks you don’t control and a singular strategy and focus for the clicks you can control. Leave nothing to chance test... test... test and keep testing to keep winning. Convert your traffic that is the ultimate goal for every click no matter the level of control.

Hope this helps

 

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