Like any type of lead, the hottest lead can still fall short if the person at the dealership receiving the lead doesn’t handle it promptly, properly, and professionally. (Or even worse, doesn’t respond at all)
Trade-in leads are unique leads, as it involves a prospect who is looking to SELL YOU something. Whether they want to trade it in on something you have in stock, or are just looking to sell you their car outright. If they came through in the form of a trade-in lead, it means they are looking to get this information FIRST and know what you are willing to pay them for their vehicle, before they want to take a look at something you have to offer.
Here are three strategies dealers can implement to help increase overall conversion on trade in leads.
“ Hey Norm, My name is Andrew from ABC Motors. We are a family-owned and operated dealer for 20+ years, and are the #1 Volume dealer of (brand) in your area. We go the distance for our customers, and can guarantee you the best deal. When is a good time for you to make it in? “
Your customer is hearing this same approach at every dealership. Instead, I would suggest an approach like this:
“ Hey Norm! Andrew here from ABC Motors. Really like your 2017 F150, quick question - would we get the tonneau cover included and does it have the Ford Sync and Back Up Camera ? “
When you ask these detailed questions about their vehicle, you watch the actual response rate skyrocket.
For more tips and resources for your dealership, check out autocorp.ai/blog today.
- Team Autocorp
Whether your customers are working with you online, over the phone or in person, they want their time to be respected and they want to be treated well. Seeing how your team operates from a customers perspective is the best way to figure out what your strengths are and where you need to improve. You can do this by mystery shopping at your dealership.
There are many simple things you can do to instill loyalty in your customers and keep your customer retention rate as high as can be. The following practices will help you bring back customers for their first, second and third service appointment, all the way until it’s time for them to buy their next vehicle.
We know the inventory shortage a real problem that has left many Canadian dealers in vulnerable positions. Successful dealerships have learnt how to properly manage their lots by finding the perfect balance between bringing in new inventory to keep things exciting and selling enough cars to keep themselves in a good financial position.