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From: Jared Hamilton
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Forget MORE Leads. Focus On More QUALITY Leads.

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In the world of automotive retail, dealerships are always searching for ways to increase leads. Whether they choose to pursue that goal through third-party lead providers, increase page rankings through better SEO, or various other ways, if there is a customer in their market who wants to buy a car, dealers want an opportunity to earn their business.

 

When a shopper shows up to the lot, the sales team is trained to engage the shopper and ultimately get the shopper emotionally attached to a vehicle, even if it is not the exact vehicle the shopper was initially inquiring about.  In other words, your goal is to make the shopper want a vehicle the dealership has in stock, regardless of which vehicle the customer came in asking about.  This is accomplished with the walk around. 

 

This sales technique doesn’t have to be limited to physical customers at your dealership. Online, a good video will accomplish this same emotional process.  A video is the best way to engage a consumer on your VDP Pages and showcase your vehicle. This highly visual medium allows you to deliver the most information while also selling your dealership and the vehicle at the same time.

 

Getting the consumer emotionally attached to the vehicle and MAKING them want a vehicle you have versus simply HOPING they will want a vehicle you have is how you produce the MOST & BEST leads you can get. They are more likely to re-engage after their initial communication (answer your phone call or respond to your email); more likely to set an appointment; more likely to show for that appointment and they are more likely to purchase.

 

This whole process is less about the information you have available on your site and more about how you deliver the information.  You could have tons of information and all kinds of pictures, but today’s consumer wants their content delivered via video…which is a “win/win” because with a video you can deliver the information and “sell” the vehicle at the same time. 

 

Make good use of video and ensure that you have full and complete vehicle descriptions. You end up with more quality leads which should translate into increased responses and more productive engagement (less haggling over price), leading to the ultimate goal of increased sales.

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