Professional Community for Car Dealers, Automotive Marketers and Sales Managers
1) Don't Forget to Still Answer the Sales Calls Correctly: An inbound sales call on average is much more valuable than an Internet lead. Studies show that nearly 8 out of 10 shoppers who contact us from our web presence call us for that first contact. Just because Internet Leads might be easier to measure doesn't mean you can or should ignore needing great sales phone skills on your inbound sales line--online shoppers are going to call you, so be prepared to close them on an appointment!
2) Be Ready to Work for Your Money: The only fact you actually know about an Internet lead is that you got one.The email address might be wrong; the vehicle of interest might be the result by a bad shopper selection; the lead might be a prank (on your dealership or on the shopper); etc. Really, all you know for a fact is that you got a lead, so work it via email and phone until you are sure that you've done your best to get the information needed to reach the shopper. And then . . . CALL them, and text them, if you can. See the next rule.
3) The First Bird Gets the Worm: Any sale from an Internet lead will most often go to the first dealership to convert the lead to a good phone call. Of the 22% or so of online shoppers that do email you or send in a lead, email them back immediately what they want to know with calls to action, especially those that will lead them to call you. And, if the shopper gave up a phone number in the lead or email, my successful rule is to also call them immediately--and with compelling reasons to talk to you and come in as soon as they can. Great phone skills still get you sales from the Internet, and likely will for some time to come. Won't answer the phone? If it's a cell phone, try texting them--it's a great way to start with many shoppers nowadays.