How to Sell More Cars: 6 Best Practices for Dealerships

August 27, 2014

Historically, driving dealership sales was a matter of slowly building up your customer base through traditional marketing and relying on a degree of brand loyalty to keep car owners coming back.

Over the last decade, the methods of driving dealership sales have been evolving, particularly as the market has become more competitive with large foreign car manufacturers entering the market and consumers becoming more brand agnostic in their purchasing.

In this blog, we touch on a 6 practices a dealership can employ to sell more cars.

1. Implementing a CRM system

A customer relationship management (CRM) system tracks and manages company’s interactions with current and potential customers. Using a CRM will allow you to more easily track and manage leads that visit or contact your dealership, capture prospect and client details, engage these individuals through tailored marketing initiatives. CRM solutions have been proven to show a tangible increase in car sales and leads.

2. Utilizing social media

Engaging your current customers and prospective new customers through various social media platforms is a very cost effective way to engage your audience, keep them abreast of new inventory, new car promotions, service and or parts specials, community initiatives and so forth. Core social medial platforms we encourage you to investigate include Facebook, Twitter, Linkedin and Instagram.

3. Marketing automation

Reaching out to clients and prospects electronically (including with social media), on a consistent and timely basis with relevant information is an excellent way to keep them engaged, keep your mindshare up and encourage them to come back as well as refer friends and family. In Canada, your electronic communications must meet the new government anti-spam legislation (CASL).

4. Targeted traditional marketing techniques

Using traditional marketing channels, such as direct mail, billboards, radio and TV, that are highly targeted geographic/demographic can still be an effective way to reach potential customers. For example, there’s software and analytics that can be used to search through postal codes and allow for refined mail outs based on incomes, purchasing habits, family makeup.

5. Mining your service database

There are definitely revenue opportunities in car service. Sending friendly reminders to your customers of upcoming or pending servicing needs or wear item parts for sale can drive up profits. Even simple programs like offering free seasonal tire storage when tires are purchased at the dealership ensures that customers routinely come back.

6. Service, service, service

All clients and prospects want to be respected and appreciated. Providing trusted service to existing customers in an honest manner will keep customers coming back, and providing helpful information in a non-aggressive manner to potential clients will help you convert prospects.

Dealercraft is the developer of Carfire, a CRM solution for automotive dealerships. To learn more about how our CRM software for auto dealers can help you sell more cars, contact us at [email protected] or 1-866-374-0443. You can also follow us on Twitter.

Tags: car sales,

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