Tag Archives: automotive bdc

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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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 the BDC strategies you should be using to grow your business.

In this educational webinar, industry expert Bill Wittenmyer will share a no-nonsense look at the pros and cons of running a BDC, whether it’s internal, external or using a hybrid approach.

Attendees will also learn:

  • Pros and cons of setting up an internal BDC
  • Pros and cons of outsourcing BDC services or when a hybrid approach works best
  • Key metrics for measuring and scaling up BDC performance
  • 5 high ROI call campaigns that generate appointments, engage customers and win deals

To register for this free webinar, sign up here.

 

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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As an industry, we have pretty much perfected the process of following up on Internet leads, but we are far from perfect when it comes to handling inbound phone leads. According to CallSource and IHS/Polk research, 84 percent of consumers purchase vehicles from a different dealership than the one they originally called.

The good news is, there’s a huge opportunity to improve. Consumers are using cell phones more than ever for research during the car-buying process. In recent years, this has led to a significant increase in the volume of inbound calls to dealerships, compared with the number of email and Internet leads which have stayed the same or even declined.

When a customer calls your dealership, most times you’ve got one shot to get it right. Which is why converting inbound calls to sales opportunities should be your number one priority. To ensure you don’t drive customers away, follow these tips. Read More

The benefits of having a mobile check-in and MPI process in the service department have been widely confirmed. You’ve probably heard all about the three “T’s;” specifically transparency, timing and trust.

However, one of the biggest unsung benefits is the considerable increase in the usage of the “declined service” op codes. Customers declining service is nothing new. But, a mobile service process makes it easy for you to reach out to recent customers so you can recover that lost revenue. Dealerships that are effective at this process see anywhere from 10 percent of declined services brought back within seven days and up to 25 percent of declined services brought back within a month.

What would that mean to your bottom line? In a larger-than-average dealership, you could discover that you have $400,000 in declined service work every month, and be able to bring back $100,000 of that revenue.

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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