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Lead Follow Up Best Practices Tuesday, July 29th, 2014

Lead Follow Up Best Practices

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 these follow up calls, place a board up in the tower that displays each internet sales person’s response time and allows them to compare to others.  You can also create a spiff for the fastest average response time.  Auto responders do not count as a completed response!

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What is the best way to deliver leads? Tuesday, July 22nd, 2014

What is the best way to deliver leads?

Routing leads can be a difficult process due to the complexities and differences between dealerships. 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. However, you may run into problems if the person is busy working a deal or if he takes an abnormally long lunch. Then that lead can sit in the queue waiting for a response.

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What is the best subject line to maximize an open rate? Tuesday, July 15th, 2014

What is the best subject line to maximize an open rate?

As technology progresses, we see the past repeat itself. Studies are finding that people are starting to call more than they were only a few short years ago. Emails and text messages are becoming ineffective at conveying the correct message. People used to open every email, as they do now with text messages, but this is not the case anymore. Most of the ingenious subjects lines have been used over and over and now are played out.  In the 2012 presidential campaigns, the most successful email subject line by one of the parties was a simple “Hey.”

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What are the Best KPI Metrics to Track from Leads to Set Appointments? Tuesday, July 08th, 2014

What are the Best KPI Metrics to Track from Leads to Set Appointments?

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 contacts. If you are lower than 70%, you may have problems with your messaging or the response times of the leads. You may even have a junk lead provider who is sending you bogus information.

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Lead Follow Up Best Practices Wednesday, June 25th, 2014

Lead Follow Up Best Practices

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.

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Stop bulk remarketing! Wednesday, June 18th, 2014

Stop bulk remarketing!

Are you using remarketing to your advantage, or are you wasting your prospect’s time?  Remarketing is a very powerful tool for staying in front of your potential buyer and you’re most likely missing out on opportunities because you aren’t doing it right.  The great news is that we have a general idea of the consumer mindset while shopping for a vehicle.  When the consumer is looking at a new vehicle, they’re considering price, finance rates, promotions, incentives, options, trim packages, etc.  Perhaps the reason they did not submit a lead is because they need more information to influence their purchase?

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What is the best subject line to maximize an open rate? Wednesday, May 21st, 2014

What is the best subject line to maximize an open rate?

As technology progresses, we see the past repeat itself.  Studies are finding that people are starting to call more than they were only a few short years ago.  Emails and text messages are becoming ineffective at conveying the correct message.  People used to open every email, as they do now with text messages, but this is not the case anymore.  Most of the ingenious subjects lines have been used over and over and now are played out.  In the 2012 presidential campaigns, the most successful email subject line by one of the parties was a simple “Hey.”

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Accelerate Your Traditional Marketing with Digital Marketing to Inflate your Sales Wednesday, May 14th, 2014

Accelerate Your Traditional Marketing with Digital Marketing to Inflate your Sales

Do you set yourself apart from the competition? With increased competition and market demand, it is imperative that dealers engage in unique marketing strategies that highlight their brand. The days of having the largest blow up animal and the highest balloon are over, and now is the time to capitalize on a diverse marketing strategy that increases exposure and engagement.

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Making LinkedIn Work for your Dealership Wednesday, May 07th, 2014

Making LinkedIn Work for your Dealership

At a glance it appears that LinkedIn is simply a business site used for hiring and finding new jobs. However, when used to its full capacity, LinkedIn tools can support your dealership, even when you aren’t hiring or looking for a new position.

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What kind of marketing media are you using? Wednesday, April 30th, 2014

What kind of marketing media are you using?

When it comes to social media marketing, there are 3 types of media that you can use to increase interest in your dealership. Dealerships require a well-rounded media strategy to successfully leverage their brand and create greater brand awareness.

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