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:
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
5 Strategies to Boost Auto Sales
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:
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.
|
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. 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.
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:
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.
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 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.