sales
Leveraging Your Sphere of Influence
Even when you're brand new to the car business, you already have your own customers — your sphere of influence; friends, family, neighbors, etc.
Why You Should Open Up Your Inventory
Did you know that 60% of your customers are not committed to the vehicle they may have submitted an Internet lead on? Opening your inventory matters!
Sean O'Brien
Feb 8, 2024
One of the things I like to do to stay up to date is to look up some interesting facts about the client base that visits dealerships day in and day out. One thing I saw that really struck me was that a total of 6 out of 10 people are undecided before they actually go and purchase a car, meaning that 60% of your customers are not committed to the vehicle they may have submitted an Internet lead on. And while there are layers within that where we must identify the research they've done and how far along in the process they are, we also have to stop assuming that they're only interested in that one vehicle that they mentioned to you. We have to stop being scared and start opening up our inventory a little bit. Ways we can do that are very simple including...
- Identifying their social style.
- Asking really good questions and using results focused questions.
- Using critical connections to show them why another vehicle may actually fit their needs better.
So what I ask of you is to reach out to us on the Community Management team and see if we have some more tips to open your inventory, share your options, and ultimately make yourself more valuable to your clients than you already are.
