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Rafi Hamid AutoExecutive

Rafi Hamid AutoExecutive President-CEO

Exclusive Blog Posts

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

5 Ways to Upsell Without Sounding Like a Pushy Car Sales Rep

One of the keys to making a profit is the upsell. If you want to claim a heftier commission, upselling is a necessity. However, upselling is an art that sa…

Most Valuable Insight Finalist - Jim Roach

Most Valuable Insight Finalist - Jim Roach

Using Artificial Intelligence to Prioritize Customer Engagement If only one salesman came to work today, what is the first opportunity he should act upo…

Stop Looking at CRM Lead Duplication Negatively

Stop Looking at CRM Lead Duplication Negatively

During some recent conversations, I’ve discovered that dealerships continue to mistakenly perceive CRM lead duplication badly. I strongly believe we …

Don’t Just Sell, but also Retain CPO Buyers

Don’t Just Sell, but also Retain CPO Buyers

By Ryan Williams, president, Fidelis PPM Customer loyalty does not necessarily translate into repeat business for your auto dealership. What drives meas…

2017 Presidents Club Insights - Patrick McMullen

2017 Presidents Club Insights - Patrick McMullen

Listen to what Patrick McMullen from MAXDigital has to say about the future of automotive, what dealers can do today to prepare, and how DrivingSales Presi…

Too often we find ourselves in a reactionary mode.  Instead of taking the time to plan and prepare, we find ourselves responding. 

Sending out the same response with the same information to every lead in your inbox is a mistake.  You don’t want to be in the position of reacting to leads.  Rather, take the time you need to determine the point and purpose of each and every lead. 

Here are a couple of things to keep in mind when looking for the best response to your customer’s contact.

Determine the Source

Don’t feed your customers information that they don’t want.  If you know what part of your website they were on when they submitted a lead, you can better determine the information they’re looking for.  Make sure to trace your lead back to its source before you respond.

Ask Questions

Don’t just spit out a template response.  Based on the lead source and information submitted, ask questions to engage the customer.  Be sure you give them the information they need, but let them know they’re communicating with a human being who’s interested in fulfilling their specific needs.

Be Smart

Feel the customer out. You don’t necessarily have to get them in for test drive right away.  Listen to what they’re saying, give them options, let them know you’re there to help and start a dialog.  In this economy, building trust will go a long, long way. 

 

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