If you want to close more sales, you have to learn how to generate more car sales leads.
Without a pool of people who are ready and interested to buy your product, you may be stuck buying bad leads from third-party companies.
Luckily, the internet is an open playing field and with the right strategy and team in place, your dealership can start to attract potential customers without shelling out major money.
Read on for ten tips to catapult your lead generation to the next level.
1. Publish Useful Content
Many people don’t understand how useful a blog can be for lead generation. But by regularly publishing educational content, you can attract traffic to your website and build trust with potential customers.
To get started, try publishing one post a week about something relevant to your business. Make sure you put the publishing date on your calendar and stick to it so you don’t forget.
2. Re-Engage Missed Car Sales Leads
If you don’t maintain contact with your past customers, then you are missing many opportunities for lead generation. Gaining repeat business should be one of your goals.
Maybe a customer has another vehicle they want to trade in or their child is looking for a new car. If you don’t follow up, then that potential sale would have been lost.
Make sure that you only contact past customers that would be likely to make another purchase. You can base this decision on their demographics like family size and previous vehicle purchases.
If someone is single and already traded in their old car, then there may not be a lot more opportunity there.
3. Revamp Your Website
Your website is the first impression many potential customers will have of your business. It’s important you use it as the marketing tool it is.
Be sure you optimize every page for SEO and fill them with engaging multimedia content.
You should also offer some sort of incentive to your site visitors for volunteering their email address. That way you will be able to send them personalized offers later.
Companies like Car Corner know how important it is to maintain a website that is optimized for mobile. Make sure your customers can access your postings on any device.
4. Maximize Your Referrals
Happy customers love to recommend places to their friends. That means that in order to maximize your referrals you need to place a large focus on your customer service.
Make sure that everyone who enters your business leaves a happy customer and provide them with incentives to refer you.
5. Use Social Media
By posting targeted advertisements on social media, you have a chance to capture a very large audience. Many people use social media to gather opinions on vehicles and take a look at the used car offerings out there.
If you aren’t posting your vehicles in this space, then you’re missing out on potential sales.
6. Have Monthly Incentives
Noone likes a business that has a sale that goes on forever. People want to feel like they are getting a deal that other people couldn’t.
Make sure you set up different monthly promotions to engage potential customers and put pressure on them to make a decision. If they won’t get free tire rotations for life if they don’t buy this month, then they may make it in to sign on the dotted line before then.
7. Don’t Take it Personally
The key to making sales is talking to a lot of people, and the same goes for lead generation. You aren’t going to be successful all the time, or even most of the time.
But lead generation is all about having a long-term strategy and sticking to it. Then, you have to evaluate it regularly to see if any changes need to be made.
If you get caught up in the drama of perceived failure, then you miss out on the potential opportunities that are right in front of you.
8. Leverage Every Situation
Make sure you carry a business card with you everywhere you go. People like to do business with a friendly face, and not many people know a car salesman.
If you let your network know what you do, they will want to come to your dealership to do business and send others to you as well.
9. Use Link Building
Link building, also called guest posting, involves contacting other related businesses, but not direct competitors and asking them to exchange links.
They post one on their website in a blog post and make content that is relevant to your link, while you do the same for them.
These kinds of relationships are more commonly organized by agencies that specialize in marketing, advertising, and SEO.
SEO isn’t the only way Google can help your business achieve success. Its paid advertisements are one of the best ways to spend your marketing dollars.
Google allows you to be incredibly specific when targeting the individuals that see your ads, allowing you to save money by not advertising to people unlikely to make a purchase.
Google allows you to monitor how well your ads are doing and make changes to improve their ranking. With regular reports on how well your website and placed advertisements are working, you will be able to make changes regularly and increase your lead generation potential.