Responding to Leads

[WebManager]

When you get a lead that is asking for pricing to you just send the price? Or is any one out there using another technique to get them in the door.

[jccarguy]

There many things you can try to get them in the door, but only one way they won't. If you don't give them what they want they will just go some where else. Speed is key. the faster you respond the better chance you have at winning them over. Always ask a question when you respond. Tell them you are new to the internet and would like to find out the three most important issues to them besides price. Don't assume your price has to be without profit. Organize the leads so you can respond if programs change. IE: Lower or higher interest rates. Half of your competitors will take more than 24 hours to respond and 20% won't even bother. Beat those stats and you have a good start.

[russgentry]

Menu pricing and fast response with pricing is the ONLY way to go. Our "internet" society is geared toward near instant gratification in more than just car shopping.

Tell them the MSRP, Invoice price and your no-hassle pricing....

We sell on average 85 units per month this way.

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Russ Gentry
wyler.com
rgentry@wyler.com

[BBingham]

Phone contact is a must. Sure, you will have to give the price. You will give them any information they want (within reason). However, do not forget that this is a car sale. There is a way to steer them toward the priority e-commerce sale, the appointment.

Any salesperson on the floor has to overcome price, just like an internet salesperson. You use the fact that your used car manager is low on inventory and would benefit from their particular trade-in (or you know a buyer who would).

There are processes already in place within your new/used car departments and in any sales process. Be adaptive and find your solution that adapts to your internet department.

If you need help (consulting), find it. If you are with a quality technology provider for your web activities, they should be able to help you

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Bruce Bingham
bbingham@thirdcoastmedia.com www.thirdcoastmedia.com

[This message has been edited by BBingham (edited 08-12-2000).]