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Respond to All Inquiries No lead left behind Don’t cherry-pick leads If shoppers take the time to reach out, they deserve a response 1 © 2016 Digital Air Strike| Reproduction Prohibited Rose Ferrell I Digital Air Strike I Regional Sales Director I
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10 Tips to Drive ROI Through Rapid ResponseRose Ferrell
Full Name I Company I Job Title I Email
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
Agenda10 Best practices of lead
response
Examples
How to implement these practices
© 2016 Digital Air Strike| Reproduction Prohibited
Respond to All Inquiries
No lead left behind
Don’t cherry-pick leads
If shoppers take the time to reach out, they deserve a response
1
© 2016 Digital Air Strike| Reproduction Prohibited
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
2 Get the Lead Before Your Competition
Studies show that internet shoppers, who receive a response within 10-minutes, are 3x’s more likely to visit the dealership. You’re on the clock! Response times should be measured in minutes –
not hours or days Contact the shopper right away - at their highest
point of interest
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
3 Provide a Professional Looking Quote
Only 3% of dealers respond with a multi-vehicle quote with price
Eliminate typos, inconsistencies, and irrelevant information that distracts the customer
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
4 Personalize Your Response Always include:
• Dealership name• Salesperson’s name• A direct phone number• Appropriate contact’s e-mail • Photo of the contact• Website
Offer a value proposition
Be proactive - suggest next steps
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
5 Give Shoppers What They Ask for
Answer shoppers’ questions in the first response. Auto responders are not enough to engage your prospects
Provide pricing, leasing, incentive, alternative vehicle selection information
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
6 Provide Pricing & Payments Leaving out pricing on a
quote is a red flag to the consumer
Consider different pricing by zip code or city to conquest and target your competition
Promote your specials
+$200+$400
-$150
-$150
-$150
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
7 Include OEM Rebates, Discounts, Dealership Sales Events, etc.
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
8 Offer Multiple Vehicle Options
New & Used
Lease options
Multiple trim levels
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
9 Track Your Progress
You can’t improve upon what you don’t track
Know your closing ratio for each lead source
Number of leads received
Number of quotes sent
Number of reactivations
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
Stay Engaged & Nurture Prospects
10 How long? Data shows up
to 180 days
Provides useful information and updated incentives to entice prospects
Use automated follow-up so your team can focus on newer leads
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
Let Us “Mystery Shop” Your Dealer
http://digitalairstrike.com/resources/
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
Questions
Rose [email protected]
Booth #315
Rose Ferrell I Digital Air Strike I Regional Sales Director I [email protected]
© 2016 Digital Air Strike| Reproduction Prohibited
Share an important takeaway you received from this session using hashtag #DD20for a chance to win an iPad
Contact InfoFull Name: Rose Ferrell
Company: Digital Air Strike
Job Title: Regional Sales Director
Email: [email protected]