Some leads that come into our system are no-brainers. People who want cars, right now, and are willing to come into your dealership to get the best deal. Make them an appointment and then BOOM. Moving a car. One more notch on your white erase board.
I love easy deals.
My question lies in the leads that seem right off the bat as a "Bad lead." Someone who never applied, never heard of XYZ car dealership, and would never drive one of the cars you carry.
When you get one of these leads, how hard, or at at all, do you work to turn these leads around into appointments, shows, ups, and potential sales and repeat business?
What is the key to doing this? Is it building rapport? Is it truly downselling, and then upselling? Or is is just taking the time to step out of the shoes of a salesperson for a moment and realizing that you are talking to another person on the phone.
I'm very interested in seeing what you all say, and see different approaches.
Thanks!
I love easy deals.
My question lies in the leads that seem right off the bat as a "Bad lead." Someone who never applied, never heard of XYZ car dealership, and would never drive one of the cars you carry.
When you get one of these leads, how hard, or at at all, do you work to turn these leads around into appointments, shows, ups, and potential sales and repeat business?
What is the key to doing this? Is it building rapport? Is it truly downselling, and then upselling? Or is is just taking the time to step out of the shoes of a salesperson for a moment and realizing that you are talking to another person on the phone.
I'm very interested in seeing what you all say, and see different approaches.
Thanks!