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NEWS
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Two-Way Communication with 60%+ of Your Leads
Solutions that Yield a Response
by Paul Rogers
One of the most difficult aspects to selling to Internet customers is in establishing two-way communication with them. In order to sell the number of cars that you need to sell, you MUST do what is necessary to establish contact with the buyer. In this article, I will give you three solutions that will help get more of your prosepcts to respond to you, and therefore, will help you sell more cars.
[FULL STORY]
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Where the Online Car Buyers Are
Auto Sites Explode on the Web
by David Kain
As the Internet landscape continues to mature, Internet sites that attract auto consumers have exploded in number. It’s very similar to what has happened with TV. Where before we had the three main networks – ABC, NBC, and CBS; the advent of cable has created hundreds of specialty channels that attract specific segments of consumers. Think the Food Channel, the Outdoor Living Network, MTV, E-Entertainment - the list goes on. What it means for dealers is that there are destinations on the Web to lure virtually every kind of automotive consumer.
[FULL STORY]
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Using a Call Center to Win Customers
The Real Deal with CRM
by Gilbert A. Chavez
Without question a dealer’s most valuable asset is their customer data base. Some dealers have the advantage of good CRM tools that help them access and work the data that is locked into their dealer management system (DMS). But whether your dealership is on the technological frontline or aspires to getting there, it’s never too soon to start practicing good customer relationship management. Dealers must “campaign" to their customers, regardless of the medium they use, and they're continually looking for that hook that is going to bring that “Be Back Bus” on to their lot. The answer is a call center.
[FULL STORY]
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The Top Five Internet Sales Objections
Get Ready to Face Them in 2005
by Eddie Coleman
The key to overcoming any sales objection from an Internet prospect lies in your ability to successfully keep their mind on their goal, while creating a positive perception of your dealership’s Internet department. And, this skill needs to be joined with your ability to convert that perception into profit. Specific words and rebuttals from your potential buyer are not nearly as important as the beliefs behind them. It's a little known fact that when an individual takes their attention off their goal and focuses it on objections, they will lose sight of what is most important to them. The key is developing the skills to keep your prospect's mind on their goal - getting a new car.
[FULL STORY]
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Vehicles with the Highest Close Rates 4Q04
Hyundai Gains Momentum
Hyundai has been gaining serious traction with Internet customers, with the Sonata and the Elantra claiming first and second place, respectively, as the vehicles with the highest close rates for the last quarter of ’04. And no surprise to its die hard fans, the Subaru Forester took third place among the highest close rate vehicles, beating out three different Honda models, as well as other traditionally popular vehicles.
[FULL STORY]
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Industry Reminders
Dealix Honors the Top Internet Dealers of 2004
Dealix will honor some of the best Internet sales professionals and Internet departments across the country during NADA this year. Find out who’s running the most high-powered Internet sales departments in the Western, Middle, and Eastern U.S. Click on Full Story below to learn more.
NADA Workshops
If you’re going to NADA this year, be sure to catch the Technology and Internet Workshops - Combining Clicks and Bricks. See Full Story to learn more.
Don’t Miss Your Chance Take Part in the Dealers’ Choice Awards
AutoDealerDaily.com and Auto Dealer Monthly magazine are hosting The Dealers’ Choice Awards. Your opinion counts. Take a few minutes to complete the Dealers' Choice Award survey. Every person who fully completes the survey and answers a minimum of five questions will be eligible for a drawing to be held February 22nd for a $2,500 AAA Travel gift certificate. To complete the survey,
click here.
[FULL STORY]
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Previously in the Dealix Dealer Newsletter
December
Best Practices from a Superstar Internet Director
Dealer Recruitment, Retention, and Training
November
Best Practices from an Industry Expert
Effectively Using the Internet to Drive Sales
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Dealix On-Demand Lead Estimator
Get an Immediate Count of the Leads in Your Market
The demand for quality Internet leads is on the rise as dealers move to sell off excess inventory and make way for 2005 models. Many lead suppliers are reporting an increase in lead volume since the holidays, including Yahoo Autos, Kelley Blue Book, AOL Autos, Edmunds, AutoTrader, and many more. If you'd like to find out how many serious buyers are in your market, you can find out in two easy steps. Click here to access the Dealix On-Demand Lead Estimator and get a total of the number of Dealix leads available in your sales territory, sourced from hundreds of the best automotive sites. Choose different franchises and multiple sales radii. Get ready to connect with more serious car buyers!
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