The phone is one of the most powerful tools in any car business when used correctly. There are 2 schools of thought when it comes to using the phone. The old school method and the new school method. If you don't adapt to the new school way using the phone your business with suffer..
1. Spend your time talking to leads that actually want to talk to you.
The secret to increasing your closing rate and your show up rate is by talking to people who want to talk to you. The best way to do this is by in-bound calls or by them requesting a call. In order to do this you will need a lead generation system. Leads can come from referrals , facebook , or paid ads. The customer has to be ready or made ready by a series of marketing strategies. By the time they call you the objective isn't to convince them that they need a car now, but when to come in and buy. Life is much easier for everyone this way. The now customer doesn't have to be annoyed when they aren't interested and the salesmen aren't wasting their time. They can spend their time looking at a customer instead of looking for a customer.
2. Turn a warm lead into a into a hot customer.
When using the phone to make sales for your car dealership it is important to spend time efficiently. We want to talk people that have the ability to buy a car, the willingness to buy, and the readiness to buy the car. It helps by making soft contact with them by multiple ad views , emails and texts. This way the car dealership can interact with customers during the week instead of jamming their Saturday. Doing this also helps with weekday sales. Once they have had a few contacts with you and feel comfortable with you they will be more willing to come in and buy from you. If they feel like they know you they will come in expecting good service and possibly a good deal. Customers like to feel like they are different from every other customer that walks through the door.
3. Pre-qualify the customer before the call.
One more way to increase car sales over the phone is by pre-qualifying the customer. You can gauge their readiness , ability and willingness to buy. You can do this by taking them though a process. The more actions they take the more likely they are to buy a car. If they answer and ad and opt-in they are likely to buy a car. If they enter their phone number they a more likely to buy a car. If they opt-in , enter their e-mail , enter their phone number , enter their budget and call you they are very likely to buy a car. Doing this one thing right will save you a lot of time and a great deal of headache.
You should definitely implement these strategies into your business if you want your sales to grow. It is the best way to increase reach , engagement and increasing sales. These are proven strategies that my customers use consistently that actually work.
