Is your dealership stuck in a sales rut? Or perhaps you're doing "okay," but you know in your heart of hearts you could do much better? If yes, this is for you.
We’ve all heard the doom and gloom highlights:
But when it’s all said and done, adapting to these realities is your path to success. Old tactics and one-size-fits-all scripts are sure to tank your dealership's performance.
What you need are fresh, technology-driven, and customer-centric strategies that actually work.
This article will cover 5 strategies to help you do just that. You’ll learn how to revamp your approach, engage today's car buyers, and propel your sales to new heights.
The automotive sales industry has seen a significant shift thanks to the internet. Gone are the days when car sales were only physical. Now, customers start (and sometimes complete) their buying journey online.
Case in point, 92% of car buyers do their research online before setting foot in a dealership. And 80% of customers are open to completing their entire purchase online.
The lesson? Your dealership needs to be where your customers are: online. And to break into the online space, consider the following strategies:
At this point, using technology and automation in your dealership is a no-brainer. The differentiator is using the right combination of tools to guarantee success. Consider the table below to do just that.
|
Tech/Automation Tool |
Goal |
Benefits |
|
Customer Relationship Management (CRM) Systems |
Organize customer data and interactions |
No more sticky notes. With CRMs, you can leverage customer data to personalize the sales journey. |
|
Digital Lead Scoring Software |
Prioritize leads with high sales potential |
Let the software do the heavy lifting to identify hot leads based on set criteria. This way, your sales team can focus on the most promising opportunities. |
|
Virtual Showrooms |
Provide an immersive, online experience for tech-savvy buyers |
High-quality photos and videos are table stakes. Take it a step further with 360-degree tours and detailed specs to show lifestyle appeal. |
|
Automated Email Marketing |
Nurture leads and stay top-of-mind |
Schedule automated emails packed with valuable content and special offers. This keeps potential customers engaged until they're ready to buy. |
|
Appointment Scheduling Software |
Eliminate phone tags and streamline scheduling |
Let customers schedule appointments online to reduce back-and-forth communication. |
|
Chatbots and AI |
Provide instant customer support |
Improve customer experience with 24/7 response times. This also frees up sales reps for high-value tasks. |
|
Online Financing Tools |
Simplify financing for customers |
Reduce payment friction by letting customers apply for financing and complete transactions online. |
Data is the new oil. And harnessing it can be a game-changer for your dealership sales. Case in point, a McKinsey report says analytics-driven businesses are twice as likely to get above-average profits.
To start, use your CRM to capture data across all relevant touchpoints. Consider customer information, past sales figures, marketing campaign performance, and so on.
Then, use advanced analytics tools to dig out valuable insights. This could be high-potential customer segments, effective marketing channels, or inventory issues. With these, you can plan your strategy accordingly.
Depending on your budget, you can drill even deeper with predictive analytics software. This way, you can forecast sales trends and meet customers’ needs without missing a beat.
Another great way to boost auto sales performance is via exceptional customer service. Done right, this can set your dealership apart and keep customers hooked.
Here are key practices to adopt for the best results:
Last but not least, your sales team is your biggest asset. Investing in their training is the surest way to guarantee better sales performance. After all, a team that knows its craft inspires confidence and closes more deals.
To get it right, cover the sales latest techniques and customer service skills in your teachings. Beyond that, teach them key sales terms and concepts to make them more knowledgeable.
Use role-playing scenarios and real-world examples to keep things interesting. But don’t stop there. Go the extra mile to motivate your team with performance-based incentives like bonuses. This not only boosts morale but also drives higher sales performance.
Whether you’re a newbie in automotive sales or an industry veteran, you can’t afford to get too comfortable. In the dynamic field of automotive sales, standing still may as well mean falling behind.
By adopting these strategies, you can streamline processes, build trust, and drive sales through the roof.
Ready to shift your dealership into high gear? Quantum5.ai offers frictionless sales training to keep your team on top of their game.
Schedule a demo today to sell better and leave the competition in the rearview mirror.