The SMMT has recently confirmed that year on year new car sales for period January to end February are 10% up – This is great news and one that the industry welcomes.
Even so, this is no time to relax, remember that famous saying – Make hay whilst the sun is shining, well now is the time, its burning red hot!
Many of our Calls2Account customers are reporting that by concentrating on the 3 steps identified below and working closely with their sales teams to turn the physical test drive visits into a sale they are exceeding the 10% increase in new car sales year on year:
– Sales Call Tracking – Make sure you yield a high return on your investment. Use an Advertising Call Response Tracking system in the business. Fully understand the adverts and media types that attract customers to your business.
– Inbound Call Tracking and Recording – What your staff say to your prospects, and how they say it is a critical factor in a successful sales process. The customer telephone experience is a key ingredient to turning your hard earned leads into an appointment. If you don’t get it right, your neighbouring dealers may!
– Sales Prospecting – Most dealers will have enjoyed the fruits of the car scrappage scheme and manufacturers px support 3 years ago. 2010 was the last year that the industry witnessed an increase in new cars sales like we are at the moment. A large number of those purchases were made on finance, and dealers are reporting to us that most drivers of these cars are unsure of their options as they come to the end of their finance agreements. Talk to them, and make it personal. Resist the urge to email them the latest deals, make a follow-up call to them, discuss their options, and book them in to test drive the latest model!
Written by Ian Perkins | Sales Director | Calls2Account