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Automotive Sales Lead Management Process Price Quote Strategy

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Ralph Paglia
Ralph Paglia

Automotive Sales Lead Management Process Price Quote Strategy

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Dealer close rates vary from one dealer to the next… Some as low as 2%, while others are as high as 23% What Dealer actions generate more sales, more often?
Internet Purchase Study ,[object Object],[object Object],[object Object],Source: Morpace 24 hour survey and OEM sales Data
The Combination of Dealer Lead Response Actions that resulted in a Sale at 4 times (400%) higher rate than when not done, when Executed within 24 hours of Lead Submission: ,[object Object],[object Object],[object Object],[object Object],[object Object],Source: Morpace 24 hour survey and OEM sales Data
Sales Closing Ratios Key Improvement Action Items ,[object Object],[object Object],[object Object],[object Object]
LMP Scoring Index
Bottom Line ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Successful Email Templates
 
 
Successful Email Templates Providing Reasons to Act Quickly (urgency) Dealer Differentiation (why buy here) Offering Alternatives Vehicles to Consider Confirming Vehicles in Inventory for Delivery Offering Next Steps, Setting Expectations Quoting Prices on Multiple Vehicles
 
Customer goes online and submits Lead Internet Sales Specialist ISS) reviews lead, selects 4 vehicles for Price Quotes BDC Staff makes initial phone call, collects customer info, sets up an appointment for the ISS If no appointment, ISS Contacts customer and seeks appointment and/or agreement

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Automotive Sales Lead Management Process Price Quote Strategy

  • 1. Dealer close rates vary from one dealer to the next… Some as low as 2%, while others are as high as 23% What Dealer actions generate more sales, more often?
  • 2.
  • 3.
  • 4.
  • 6.
  • 7. Successful Email Templates
  • 8.  
  • 9.  
  • 10. Successful Email Templates Providing Reasons to Act Quickly (urgency) Dealer Differentiation (why buy here) Offering Alternatives Vehicles to Consider Confirming Vehicles in Inventory for Delivery Offering Next Steps, Setting Expectations Quoting Prices on Multiple Vehicles
  • 11.  
  • 12. Customer goes online and submits Lead Internet Sales Specialist ISS) reviews lead, selects 4 vehicles for Price Quotes BDC Staff makes initial phone call, collects customer info, sets up an appointment for the ISS If no appointment, ISS Contacts customer and seeks appointment and/or agreement