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Every sale starts with a point of contact, an interaction between a shopper looking to buy something and a salesperson who can provide it. In order for that initial point of contact to turn into a sale, however, a salesperson needs to nurture and cultivate the relationship, gaining the shopper’s trust and convincing them that their product is best suited to their particular need. Lead generation has always been a vital part of the sales process, but once a lead has been cultivated, it can take a lot of time and energy to turn that lead into a sale. Figuring out which leads represent a real sales opportunity and which don’t is a fine art.
Lead generation is especially important in the competitive world of auto sales, which is why a growing number of dealerships are turning to live dealership chat services to help increase sales. If you are unfamiliar with dealership chat software, you should stop by Gubagoo to learn more about how they are revolutionizing lead generation in the automotive sales industry.
The idea behind live chat software is fairly straightforward: a potential customer’s first point of contact is usually on the web, and it is easier than ever for interested buyers to compare and contrast deals being offered by a variety of different dealerships. Live chat providers enable a seamless chat interface to be integrated into a dealership website. Chat windows are managed by remote staff who have access to the dealership’s inventory and can answer queries about models and prices —they can also receive credit applications and book test drives.
This effectively turns a dealership’s website into an extension of its showroom. Dealership staff can monitor chats as they happen, and the software is equipped with a whisper function that allows sales representatives operating the chat software to carry on a conversation with dealership staff while engaging a client. This provides a creative response to one of the problems many businesses with interactive websites face, which is how to sift through the frivolous queries about hours and location, and focus on the ones that might actually generate a sale. Because initially managed by remote staff, dealership sales representatives are only brought into the conversation if the lead is sufficiently promising.
The usefulness of this new lead generation approach is supported by hard evidence. A study done on the Checkered Flag Group of automotive dealers in Virginia Beach, Virginia showed that they were able to sell four times more cars from chat leads after partnering with Gubagoo, in large part because Gubagoo helped the Checkered Flag Group sales teams cut through the noise and respond fluidly to the most promising queries.
Every sale begins with a lead, and the Internet has enabled powerful new ways ways to generate leads. But in order to harness that power, you need to be able to filter out the unimportant queries and focus on the ones that might, with enough care from your sales team, turn into sales. If you want your dealership to remain competitive, live chat software can help maximize the potential of your staff and turn contact into closure.