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Automotive CRM

When you see someone using their smartphone, what is your first impression? Do you assume that person is engaged in personal business or professional business? Logically there’s no way to know because people use their smartphones for both reasons.

On a personal level, smartphones are used to text family and friends, check social media and play games. On a professional level, smartphones are used primarily for phone calls and replying to emails.

Recently, however, vendors in the retail automotive industry (and other industries) are releasing mobile versions of applications that can be used on either smartphones or tablets. If you ask your employees what their personal preference is, many of them will choose the smartphone versions of these apps.

I believe this is a mistake. Based on feedback from our dealership clients, I now believe that mobile tablets are the better choice for mobile apps in the workplace. Read More

Prospecting_For_New_Customers_A_Lost_Art

As a salesperson, do you wait for leads and ups, or do you go out and actively prospecting for new customers?  No matter how great a salesperson you are, sales is a numbers game. If you want to sell more, you need to talk to more people. If you aren’t talking to enough people, you need to prospect. I believe that for the most part, prospecting for new customers is a lost art.

In today’s world, many salespeople believe that posting on social media constitutes prospecting. Although it could be considered a form of prospecting, it’s not nearly enough. Nothing beats genuine, in-person connections. Prospecting is the art of cultivating mutually beneficial relationships, which means you should not be prospecting just so you can make sales. That will happen as a byproduct, but it’s not your goal.

Prospecting is really about making friends—lots and lots of friends, and treating them well. Here are a few tips.
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Vehicle_Exchange_Program

How many vehicles do you sell out of your service lane every month? What if you could double that amount?

These days you need all the sales opportunities you can get. Next to digital leads and inbound calls, the service department provides the most sales opportunities. For every opportunity that comes in on the sales side, you may have three, five or even nine opportunities in the service department.

This is the low-hanging fruit. All it takes is the right in-store process, commitment and technology to create a vehicle exchange or trade-up program. With this type of program, we have seen dealers boost their overall new and used vehicle sales by 10 percent or greater within the first six months.

Here are the steps involved in creating a vehicle exchange program: Read More

Auto Dealer's Guide to Digital Retailing

Atlanta, GA – April 24, 2018 – ELEAD1ONE today released a free eBook called “The Auto Dealer’s Guide to Digital Retailing.” Designed to be a resource for dealers, the eBook presents an in-depth review of the challenges involved with purchasing a vehicle online, and of current consumer and dealer expectations. Additionally, the eBook shares practical tips on how to prepare a dealership for changes associated with digital retailing.

“Dealers can no longer ignore rising consumer demand to complete at least some of the vehicle purchase process online, but many dealers have concerns about the technology,” said Bill Wittenmyer, Partner of ELEAD1ONE. “Our vision is that dealerships will remain central to the online car-buying process. This eBook presents a business model that expands opportunities, not limits them.”

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DealBuilder_Service1One_2018_AWA

Atlanta, GA – April 10, 2018 – ELEAD1ONE today announced that its DealBuilder digital retailing platform was honored with two 2018 Automotive Website Awards (AWA) at the NADA Convention & Expo. Additionally, ELEAD1ONE’s Service1One service retention suite took home an AWA award in the Fixed Ops category. The three awards were presented to ELEAD1ONE at a ceremony hosted by PCG Companies on March 22nd at the Aria Resort & Casino in Las Vegas, NV.

“Digital retailing was a major theme at NADA this year, and the response to our rollout of DealBuilder was incredible,” said Bill Wittenmyer, Partner with ELEAD1ONE. “We are thrilled that forward-thinking dealers are embracing this new technology as a way to attract new customers and improve their car-buying experience.” Read More

Bill_Wittenmyer_Connect_With_Leads

Ask a dealer what they need to sell more cars and a typical answer will be “more leads.” On the surface, this makes sense. But to get more leads, you need to spend more money. Even then, you’re never really in control of how many leads get generated.

Now that new car sales and lead volume are plateauing, a better solution for selling more cars is to increase your customer connection rates. This may require a shift in mindset and habits of your sales staff.

After all, your salespeople were probably trained in the art of persuasion. They know how to overcome objections and close the deal. But do they know how to get a potential customer to respond to an email or call them on the phone? Read More