We had a customer pull out their Internet Coupon after F&I had already sold some aftermarket and wanted their discount applied to that. I quess that was a stealth buyer.
There are a lot of cars really sold on the Internet everyday. Even some of them are accidental.
If your working your e-up through the selling process via the net you are not going to loose him to the guys on the floor.
It is like a phone up,if you give the person a strong enough reason to ask for you when they come in - they will!
Give them a strong reason to ask for you. A coupon, the offer, a promise,and even gas money.
Be sure that your selling process is allowing you the ability to form a relationship, work your e-up in a manner you would any other up.
Sell yourself, sell the store, sell the customer, then sell the car.
You are not alone. There are dealerships selling 25 cars a month and loosing another 25 to the floor. Then there are stores that sell 2 and loose 25 to the floor.
If you can make the selling process a special buying experience because the customer chose the Internet you will get more Internet sales and a lot less jets flying through your showroom.
Ask your self how you can use the KBB to your advantage. Take some of your used invenory and book them out. in most cases you will find the numbers in your favor.
Review your trade in info on your web sites.
Are you asking enough questions?
I think there are a lot of ways to reduce the stealth shoppers. If you want to talk one on one send me am e-mail.
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Mike Stinson
results@rintuit.comwww.rintuit.com