There are many car dealers who think that their job is done when a lead has been generated. To be honest, there are many factors that determine whether a potential car buyer will be your client or slither through your fingers. In this article, we are going to talk about some of the techniques to follow-up automotive sales leads.
Implement a Defined Plan
The key to success is nurturing your prospects and following-up. This means you need to have a defined plan in place that depends on variables like sales opportunities generated on an average, the number of marketing specialists you have, their efficiency, and things like that. For example, if your dealership sells several brands and vehicle models, you need to have specialists to follow-up specific categories.
Again, if you generate several leads every month, all of them will not qualify. Some will respond and agree to an appointment while others will take some time to decide. This means that you may need a marketing specialist who will be solely responsible for following-up those customers who are genuinely interested in investing in a vehicle but not prepared to make a purchase straightaway.
Get in Touch with Every Lead – Strong or Weak
It’s not that easy to ascertain who will convert and who will not. You only come to know about it when you are following-up all the leads. There are instances when a very weak lead is converted into big sales. So, you never know! This is the reason all sales opportunities should be regarded with equal importance. Your marketing experts should focus on each and every lead as if they could result in sales and become well-paying customers. However, it’s no use wasting time on those who have invalid phone numbers or are reluctant to respond to phone calls or emails.
Promises Should Be Kept
A promise is a promise. If you have promised a prospective car shopper a test drive, abide by your words. This will build trust and you will be able to live up to the expectations of the customers. On the contrary, if you fail to do so, it will have an adverse impact on your campaign and give your dealership a bad reputation. So, walk those extra miles by under promising and over delivering. This means that you not just meet customer expectations but exceed them.
Once you get in touch with potential buyers over the phone, it’s your onus to build rapport, trust and win their confidence. Some of the shoppers might feel skeptical at the initial stages. Now, how rapport can be built? Well, here are your answers:Have profound knowledge about all the car models and makes. Only then you will be able to answer all customer questions. Once this is done, prospective buyers will be impressed by your professional approach.When nurturing automotive sales leads, make sure that your marketing experts are courteous and well-behaved. Your prospects will be infuriated if your staff is impolite or disrespectful. Most important is not pushing customers too much for sales. Provide complete information and answer all their queries.Work according to the individual needs of the buyers. If one wants something specific, be prepared to accommodate their needs.
Hope the information provided above helps you in winning the confidence of potential vehicle shoppers.