Professional Community for Car Dealers, Automotive Marketers and Sales Managers
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If you have a traditional round robin system, where each sales person gets an equal number of leads, the best way would be to cycle leads to the people who are working that day.…Continue
Answering a lead doesn’t have to be rocket science. Sometimes we overthink situations where the best solution is usually the simplest. When it comes to lead follow up, dealerships should follow these three best practices, and the metrics attached to them.
Response Time - 30 minutes or less:
We all know that a timely response is important for leads, but how many dealerships are tracking this consistently? Following up with a lead should start with a quick response. To track…Continue
Tracking leads is the first step to managing your lead process. When a GM says, “Why is my closing percentage low!?”, I don’t start with how many deals we closed; I start with how many leads we received. Lead numbers are your starting point and should be your cleanest source of data.
Begin by scrubbing and removing false leads from your lead list and then go into how many of those leads you made contact with: this is called the contact rate. You should hit about 70% or higher of your…Continue
Personalization is the key. If you are blanketing the masses with the latest vehicle incentives, then you may have a hard time personalizing the message. However, if you are operating at a high-level of email proficiency, you are most likely sending smaller, targeted email blasts instead of the mass blasts from the past.
Successful personalized subject lines usually include the first name of the individual you are emailing. Most automotive CRMs have this capability, and you should be…Continue