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5 Key Car Buyer Myths and Realities


Myth… …Reality!
1.     By the time consumers reach a dealership website, they are ready to
make a purchase.
76% of dealership website users say they are not ready to buy (30% are at the beginning and 46% in the middle), while dealers are only optimizing websites for those who are ready-to-buy.
2.     Consumers on dealership websites
want “to be sold.”
46% want to continue browsing inventory as an ideal next step, with 20% preferring to continue a broader search for information and only 19% ready for pre-approval.
3.     Quick and easy purchase is most important to consumers. Relevant incentive and discount information are most important for 31%, finance options for 27% versus 20% who cite quick and easy purchase.


“The idea that a consumer will only engage with the dealership website at the end of the buying process is simply not true,” said Muhammad Yasin, Vice President of Marketing at PERQ. “Especially because many car buyers are still researching, which is something they want to do on their own. Our report found that consumers are often looking for research assistance and information to help them in their journey and that they have very specific communication requirements. Dealerships should be optimizing their websites with relevant tools and information across the car shopping journey.”

Data gathered during Q2 of 2017


Myth… …Reality!
4. Get that phone number above all else! Just 8% of consumer prefer it when dealers contact them via phone, while 68% prefer email.
5. Text is the third rail of communications. 24% of website users prefer it, a percentage that far outpaces phone calls as preferred method of communication.


“Clearly, these results indicate that dealerships should not be looking at phone calls as their communications priority: car buyers are telling them that text or email is better, and less intrusive,” continued Yasin. “This is all about delivering the digital retailing experience that the modern car shopper wants and it is a huge, generally unmined opportunity for dealers. These consumers have found the dealership website through effective online marketing, and, if dealers optimize their websites to give them the information and communications they need, when and how they want it, the likelihood of them buying from that dealership should dramatically increase.”

PERQ Car Buyer Insights


Study Methodology

PERQ reviewed consumer data captured from thousands of leads in Q2 of 2017, from a sampling of 100 auto dealerships. Data is collected via all types of lead formats, and during all phases of the consumer journey in order to provide a more clear and targeted view of important consumer buying and research preferences.


DO YOU AGREE WITH PERQ'S MYTH BUSTERS? Place comments below...

Tags: Busters, Buyer, Car, Myth, PERQ, from

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Agree with these myth busters, specifically 5th point. Business texting is an engagement channel preferred by customer over many other modes like voice calls. 70% Customers agree that Business SMS texting is a good way to get their attention. (Forbes) and 64% customers want businesses to interact with customer SMS more frequently. (Forbes).


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