Boost Auto Sales Performance with These 5 Strategies

Only 7% of car buyers today are buying their new vehicles entirely online. Every other consumer needs or wants some kind of physical interaction before completing the sale. What that likely means is that you could be bringing in more business than you currently are. You can boost auto sales at your dealership.

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:

• The automotive sales industry is fiercely competitive
• Dealerships face challenges with economic and regulatory shifts
• The traditional sales process is outdated (or, as we say in the auto industry, the Road to a Sale is dead)

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.

And despite the common conversation, it’s not rising auto tariffs or car prices. 

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.

Key Takeaways

1. A strong digital presence is non-negotiable for auto sales performance today.
2. Technology and data are your competitive edge as analytics-driven businesses are twice as likely to get above-average profits.
3. Exceptional customer service and consistent training fuel long-term growth. 

5 Strategies to Boost Auto Sales

1. Double Down on Digital Marketing

Like real estate, the automotive sales industry has seen a significant shift thanks to the internet. Gone are the days when vehicle sales were only physical. Now, car buyers 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: 

• SEO and Content Marketing: Optimize your website with relevant, high-quality content. Posts and videos about the latest car models, maintenance tips, and buying guides are great for traffic. Plus, they position your dealership as an authority.
• Social Media: Platforms like Instagram and YouTube help put your dealership on display. There, you can show off your inventory, share testimonials, and do much more.
• Email Campaigns: Targeted email campaigns are great ways to generate and nurture leads. After all, segmented email campaigns can increase revenue by up to 760%.

2. Embrace Technology and Automation

At this point, using technology and automation in the automotive industry is a no-brainer. The differentiator is using the right combination of tools to guarantee success. Consider the table below to do just that.

3. Harness the Power of Data and Analytics

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. That's the pathway to building a powerful sales team and becoming an industry leader.

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, customer engagement 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 increase customer satisfaction to boost auto sales without missing a beat.

4. Upscale the Customer Experience

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:

• Personalize the Sales Journey: As a dealer, you can treat every customer as unique. Use your CRM data to personalize your interactions. Did a consumer show interest in SUVs online? Highlight your latest SUV models during their visit.
• Streamline Your Sales Process: Car buyers value convenience. They crave smooth, easy experiences. Provide this with online features, virtual test drives, and exceptional vehicle delivery experience.
• Practice Post-Sale Follow-Up: Maintain relationships with customers after the sale. Send thank-you notes, service reminders, and special offers. A satisfied customer is more likely to return and refer others to your dealership.

The customer experience is perhaps the most important part of the sale. It might seem simple. It may even seem like nothing. You may get a quick call or internet inquiry. It might be one of those frequently asked questions that’s easy to answer. But the reality is that every single interaction is in fact an experience. 

Invite the potential customer in for a test drive. Offer insight into the vehicle they may not already have. Share reviews from industry experts. This is your opportunity to turn a stranger into a friend, and a friend into a customer. Then, a customer can become loyal to your brand. 

It’s all about the experience. Make every person who comes, calls, or inquires feel good. Make them feel heard. Make them excited to buy a car from you.

5. Invest in Sales Training

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.

Shift Your Car Sales into High Gear with Proven Strategies

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 offers 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.

Frequently Asked Questions (FAQs)