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Three Best Practices For Keeping Up With Lead Volume

Josh Vajda, Director of Inside Sales at AutoUSA, gives three best practices on how to keep up with increased lead volumes.

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Comment by Jason Mickelson on March 5, 2012 at 2:53pm

This is a great video that properly identifies a common issue for many dealerships of all sizes across the USA.  If you are looking for help in the virtual assistant area that Josh mentions, feel free to reach out to us.  This is Auto iLead's specialty and we're prepared to help!  Dealers have to battle finding qualified people to respond to leads.  Hiring seems like the easy part, then training and managing for success enters into the picture.  We generate results with limited responsibility on your part.  We set appointments and you sell cars! www.autoilead.com 800-219-0579

Normally I don't promote our business on forums, but in this case where a problem is mentioned and a solutions exists, it seems appropriate to share this news with the automotive community.

Comment by Josh Vajda on March 5, 2012 at 5:54am

Thanks, gents - I appreciate the kind words.

@Tarry - One of the things we have done with our lead sources for years is give them incentives based on quality/closing. We constantly provide them with feedback on their site designs and lead gen methods to reduce the "I didn't know I was submitting a lead" scenarios...

 

We do see dealers who close more than double the average, and they invest in order to get those results. They leverage technology, staff well, consistently follow up and continue to give customers reasons to come in to the dealership.

@Josh - first, good name. I think you recently met with Greg Crenshaw, the AutoUSA Regional Manager in your area. I've asked him to pass along our recommendations.

- Josh

Comment by Tarry Shebesta on March 4, 2012 at 7:05pm

Lead providers need to focus on producing a better quality/qualified lead and less on the volume of leads.
 
Dealers, and most true industry experts, will agree the current lead generation process is outdated and ineffective. Most dealers convert on average under 10% of leads received.

Consumers are often misled in providing their contact information which is why salespeople are not enthusiastic about following up and why many leads go unanswered.
 
The solution lies in how and where the lead is generated in the first place.

 

The next generation lead should:

  • Give the online car shopper more control of the buying process
  • Provide more transparency and convenience
  • Build consumer confidence
  • Set a more realistic buying expectation
  • Create a more positive buying experience
  • Focus on quality, not quantity
  • Convert customers at twice the current industry average rate

  

Comment by Ralph Paglia on March 4, 2012 at 5:46pm

I could use a few virtual assistants!

Comment by Joshua Michael Friedman on March 4, 2012 at 12:33am

Okay, vendors, have at it.  Who's an awesome "virtual assistant" out there?

Comment by Ralph Paglia on March 3, 2012 at 9:15pm

Applying adequate resources to the handling of Internet Leads has been a challenge for at least 15 years that I know of... Josh identifies several tactics for handling an excessive amount of Internet Leads that are worth watching and listening to in this clip.

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