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Automotive BDC

ELEAD1ONE Announces Integration with CallRevu

We’re excited to announce the integration of CallRevu’s leading solution for call tracking with advanced monitoring and phone call analytics into the ELEAD1ONE CRM platform.

The seamless integration of CallRevu and ELEAD1ONE offers automotive dealers an efficient way to connect with potential customers, log sales calls in a centralized location, and maximize each phone opportunity. CallRevu provides tools for dealers to handle phone calls, improve employee phone skills, and discover more sales and service opportunities through live, actionable alerts. Matched with ELEAD1ONE’s robust customer relationship management platform, this provides ELEAD1ONE clients with visibility into the number of calls made, the number of customers invited to the dealership, the appointment set rate, and much more. With a single login, you can get the data you need to have familiar conversations that lead to appointments. Read More

Change_The_Words

Eighty-six percent of car shoppers conduct online research before deciding to visit a local dealership, according to research from digital marketing agency Adtaxi.

With all this research being conducted online, most consumers’ first vehicle inquiry is either by phone or email, wanting to know about a specific vehicle. That’s why for salespeople, first impressions are everything. After all, it’s easy for a customer to hang up the phone or ignore an email.

Too often salespeople blame the process when they reach out multiple times and their attempts don’t result in an appointment. But you have to trust the process.

If the process isn’t giving you the results you want, chances are it’s your approach. More specifically, it could be your choice of words. Read More

internal_vs_external_bdcs

Many people assume that because I work with a company that provides BDC services, that I’m against internal BDCs. That’s actually not true. In some instances, it makes sense for a dealership to have an internal BDC.

Every dealership is different with its own unique processes and needs, so the decision really has to be made on a case by case basis.

Many dealers believe their in-house sales team should be able to handle all inbound and outbound sales calls, but not all salespeople possess the necessary personality traits to be successful on the phone, or they simply don’t have time to execute phone campaigns effectively.

The fact is, it takes an average of four attempts to get hold of a customer, and that’s with dialer software that predicts the best time of day to call. Most salespeople give up after two attempts.

Regardless of the reason, when calls are being mishandled or not getting made, it’s time to consider outsourcing to a BDC. Consider the pros and cons of using internal and external BDCs to decide which is best for you. Read More

Start_Improving_Inbound_Phone_Performance

Despite the increase in digital mediums for advertisements, calls to auto dealerships’ service departments have remained steady – and serve as the second most common form of initial contact with dealers.

While most dealers focus on bigger ticket items like new and used car sales, the service department should not be put on the back burner. The service department isn’t only a way to get new customers to your dealership, but also great retention and referral opportunities.

Recent inbound automotive call data published from a sampling of over 106 million phone calls over four years shows that over half (54%) of all inbound calls to automotive dealerships are revenue-winning opportunities.

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Webinar Straight Talk On BDC Strategies

Is your sales staff making enough phone calls to keep your pipeline full of leads? Has your manufacturer ever mandated the use of a BDC service? Or do your service advisors spend too much time on the phones, and not enough face time with your customers? It’s time for some straight talk about BDC strategies you should be using to grow your business.

Business development centers (BDCs) are a proven method for increasing sales opportunities, service appointment volume and improving customer satisfaction, yet many dealerships have used both internal and outsourced BDCs with lackluster results.

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Metrics_to_Measure_Automotive_BDC_Performance

Does your dealership use an external BDC for sales calls? Many managers like to keep control of their sales process in house, but realistically, the majority of salespeople don’t have time to place the hundreds of calls necessary every week to keep their pipeline filled.

Additionally, many salespeople lack the skills to effectively engage consumers over the phone. The personality types that provide engaging in-person experiences don’t always translate well to over-the-phone experiences.

Using an external BDC is not about handing off the sales process to someone else; it’s about increasing the number of opportunities for your own team. If you’re not sure whether a virtual BDC can provide value or ROI, use these metrics to measure performance.

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