In the dealership world, sales is one of the most prominent and visible positions. Salespeople are constantly walking the dealership floor, chatting with prospects and educating customers about the value of the products they sell. The reward of securing a sale gives salespeople a type of satisfaction that is hard to come by in other settings, but the road to get to that final sale can be difficult. Today, we want to chat about what to do when you receive a lead from a customer and how to properly secure it for the sale.
Defined, a lead is a customer who is interested in a product/service you offer. Each business – especially dealerships – have different qualifications for leads, so defining what a ‘lead’ means for your dealership is important from the start. Be on the same page with your entire department by setting guidelines and regulations as to what a lead means to your dealership.
Next, you must choose the proper timing. For example, if you are making a follow-up call, be sure to do it during a time of the day when you know (or can assume) that the receptor is at their desk or available. Calling during lunchtime may send you straight to voicemail, and calling on an always busy Monday could lead to a missed call. Plan out when you will call your prospects according to a typical workday schedule to optimize the chance of getting them on the other end of the line.
Lastly, be sure to create a relationship with that person. Remember little things that they say, like a hobby or their favorite color of vehicle. Then, bring it back up in conversation so they know you were listening. No matter the setting, showing someone that you truly listen to them and value their opinions is an important part of the sales process.
Overall, securing a lead take time and effort, but can pay off in big ways for you and your dealership. Being genuine and authentic can really help increase the possibility of your lead turning into a sale. Here at Client ConneXion, we have spent years researching and gaining knowledge of how dealerships can better connect with their customers, and we’d love to share what we’ve learned with you. Give us a call at 877-888-5948 today! We look forward to chatting with you.