Improving Your Sales ProcessStrategies for improving close rates, understanding online shoppers, managing leads and more. Top 10 Mistakes We’re Still Making: Avoiding Common Online Sales Pitfalls (11/09/07)
Online, your closest competitors are no more than a quarter-inch away, so even small errors and inaccuracies in your online advertising can send buyers heading for the dealership across town. We’ve gathered a panel of leading online automotive consultants to share with you the top mistakes they still see dealerships making when it comes to their online ads and sales process. They’ll show you how to avoid these basic errors that can cost you big business. Back to top DealerADvantage LIVEManaging Leads 1: What's Behind Your Online Leads? (click to view) (10/01/06)
Join Cars.com’s director of training, Ralph Ebersole, as he provides an overview of the lead business to help you understand where your leads are coming from, the shopper behind the lead, and how to respond for sales success. Managing Leads 2: Strategies to Close More Sales (click to view) (11/01/06)
Join Cars.com’s Fred Haney to learn how to close more of your new car leads. What's Your Online Media Mix? (click to view) (01/01/07)
In this session led by Cars.com media expert Don Schmidt, you’ll learn the optimal mix of internet resources needed to market your store and merchandise your inventory online. Right Car, Right Price, Right Profit: Maintaining Gross on Internet Sales (click to view) (07/13/07)
In this session, we'll discuss tips to maintain profit with online sales, how to stock your store with in-demand vehicles that sell quickly and sell at a premium and how to determine competitive prices for each car in your inventory. Delivering Online Results as an Internet Sales Manager (click to view) (09/14/07)
In this session, we'll talk with successful ISMs from around the country about the tactics they use to deliver results and fuel their success. We’ll discuss how they learned the ropes and made a difference in their stores—from maintaining management buy-in to staying in tune with car buyers. What It's Worth: Measuring Your Online ROI (click to view) (02/01/07)
Do you know what your dealership’s online advertising investment is driving back to your bottom line? If your answer to this question is no, then this session is for you. Join industry expert David Kain as he offers his proven tips to measure the effectiveness of your online advertising efforts. New Year, New Sales: Process and Persistence Help Win the Business (click to view) (01/11/08)
Process plays a critical role in guiding the prospect from the web to your store. In this session, we will help you identify quality new-car lead providers, define your new-car lead acquisition and management process, implement email and telephone processes that drive customers to the store, and improve your closing ratio and lower cost per sale. Back to top DealerADvantageClosing Time - Turning Leads into Sales (09/01/06)
Ask dealers what they want more than more car leads, and you’ll hear a common response: more leads that close. How can you make it happen? Turn Your Cell Phone into a Sell Phone (07/30/07)
Find out how you can put the mobile web to work for you to keep shoppers on your lot and turn undecided shoppers into a sale. When is a Lead Dead? (03/01/06)
Got a lead? Time for speed. Because everyone knows that the quicker your response is to an Internet email or phone lead, the higher your closing ratio will be. That's why the best Internet dealers on Cars.com respond to all of their phone and email leads within minutes. Identify Internet Shoppers in an Instant (04/01/06)
What drove the customer into your dealership? Here are tips to identify elusive Internet walk-ups. You've Got Sale - Responding to Emails (05/01/06)
Your email chimes, but you let it go because you’re way too busy. It’s time to get out on the floor and close some sales. You’ll get to that email later — or maybe tomorrow. Guess what: You just lost a sale. When the "Best Price" May Not Be the Best Approach (06/01/06)
How you handle the pricing question can make the difference between a successful negotiation and a lost customer. Pain-Free Appointments (07/01/06)
Tips from the dentist help get the car shopper to the lot, and behind the wheel, on time. Phone-Ups - Customer Calls Pave the Way to Sales (07/01/06)
Understanding how to manage the conversation, and remembering that most walk-ins begin with a phone-up, improves the odds of converting a phone-up to a walk-in, and a walk-in to a sale. The Customer Behind the Electronic Up (07/01/06)
While using the Internet as part of the automotive buying process is at an all-time high, the percentage of new car shoppers who send an electronic lead remains low. Haste Makes the Sale (08/01/06)
The time is ripe for a quick, quality response when car buyers raise their hand for a price quote on a vehicle they are considering. Holding Gross - Tips to Maintain Profit with Online Sales (09/01/06)
Think you can't hold gross on internet sales? You're wrong. Track Your Traffic (10/01/06)
An offer they can’t refuse helps to identify Internet shoppers. Up Your Selling Power (12/01/06)
Here are five tried and true online advertising tips to help you sell throughout the year. New Car Leads Become Used Car Sales (12/01/06)
By offering the shopper more options — even suggesting a used car — you can up your close rates and your profits. To BDC or Not to BDC? (03/01/07)
If you’re like many of the dealers I meet around the country these days, chances are good that the dramatic growth in internet shoppers has you thinking about a business development center (BDC). And with good reason. Make It Personal: Communication is Key (05/01/07)
Never before have consumers been bombarded with so many messages that, on average, communicate so little. For car dealers hoping to cut through the clutter and build relationships with car buyers that drive sales, now is the time to stand out. Here's how. Give Every Lead Its Due (05/01/07)
No doubt, some leads close at a higher rate than do other leads. How can you spot the difference? What Car Buyers Want (08/27/07)
When you receive a new-car inquiry from an online prospect, do you provide a quick, quality response that addresses the customer's request? Terrific. The problem for car buyers — and the opportunity for you — is that many of your competitors do not. Not Just for Online Shoppers (09/01/07)
Learn how to expedite your sales with online pricing tools. Get Organized (10/31/07)
Building an effective internet sales structure begins with finding the right fit. Price to Sell (01/24/08)
Setting a pricing policy allows you to quickly and consistently manage quote requests. Read more to find out why your store needs a pricing response strategy and how you can implement one. Setting the Lead Limit (01/24/08)
Is there such a thing as too many inquiries from new- and used-car shoppers? The answer may be yes. Read more to find out if you can close more sales with fewer leads. Back to top What are your recommended best practices for Internet leads? (11/20/06) Back to top NewsCars.com Ranks Highest in Dealer Satisfaction With Used-Vehicle Services in Annual J.D. Power and Associates Study of Online Buying Services (08/20/08)
Among online buying services, Cars.com ranks highest in satisfying dealers with used-vehicle leads, according to J.D. Power and Associates’ 2008 Dealer Satisfaction with Online Buying Services StudySM released Tuesday. Cars.com ranks highest in the used-vehicle segment and scores highest in business generation as well as transmission of leads. Business generation is the most important factor contributing to overall dealer satisfaction and is comprised of quantity and quality of leads and gross profit margin. Back to top Return to Resources and Training
|
