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Check out our latest blogs below!

What do I do when I receive a request for a brochure?
20 september 2021

What do I do when I receive a request for a brochure?

There are two questions I often get from sellers: 1. How do I determine the quality of an online lead? and 2. How do I determine which leads I should or should not follow up? Let me start by recognizing that there is indeed a difference in the quality of online leads. Countless factors will influence the quality of a lead. For example, how far down the funnel is the potential customer? One customer wants to buy within seven days, the other only after 70 days. One lead buys a car, and the other doesn’t. 

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How do you deal with a normal question (trade-in car) from the customer, during lead follow-up?
18 augustus 2021

How do you deal with a normal question (trade-in car) from the customer, during lead follow-up?

Lead follow-up is a matter of looking for a dialogue, then the appointment and only then the sale. When you get leads, whether they are telephone or online leads, many potential customers are curious about 1 thing, the so-called trade-in price for the trade-in car.

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Successful lead follow-up has its own rules!
1 juli 2021

Successful lead follow-up has its own rules!

In this current crisis, we all know one thing for sure: the only showroom that cannot be closed is the online showroom. Car companies invest a lot of energy, creativity, and money into their digital showroom. It is now regarded as the heartbeat of the company because everything about the company can easily be found online and in one place, even more conveniently than visiting the physical storefront. Customers can not only research and shop for vehicles but schedule their service, view available parts, and look at any other items the dealer may want to market.
It is easy to demonstrate a car through Facetime, view the trade-in car closely, and even make a proposal. A test drive at home is also possible, but that is something that dealers could always make happen if they chose to. 

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Communication: WhatsApp, Zoom or Facetime are not the solutions!
16 juni 2021

Communication: WhatsApp, Zoom or Facetime are not the solutions!

Many dealers and car companies have announced on LinkedIn that, in addition to historically traditional means of communication, they can also be reached via WhatsApp video calling, Facetime, Google Meets, Zoom, or Microsoft Teams. This flexible accessibility has been launched at a fast pace. We are in a period where the customer wants to operate and do business from an offsite location, both from convenience and safety.

It is easy to demonstrate a car through Facetime, view the trade-in car closely, and even make a proposal. A test drive at home is also possible, but that is something that dealers could always make happen if they chose to. 

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Do you focus on the lead or on the dialogue?
9 juni 2021

Do you focus on the lead or on the dialogue?

My company’s existence was created around optimizing online leads. So, as far as I am concerned, there cannot be enough leads! I don’t want to discount the importance of an effective dialogue because that is another critical part of the sale. But the more online leads there are, the more I can help dealers prosper. Whether it concerns training, consulting, or the use of Calldrip, there are always advantages and advice I can offer through my business. But consider this question: are we living in an outdated world? Is directing the online customer to fill out a static lead form the best communication option we can offer?

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Question: Is getting more leads really the best goal?
21 april 2021

Question: Is getting more leads really the best goal?

Question: Is getting more leads really the best goal? Leads are actually just a starting point for a dialogue. At least that’s what I’ve been saying for years to anyone who wants to hear it. But is that really the case? Does the salesperson really want leads? When I ask them, they say NO. They […]

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The highest quality visitors come from your organic search volume! (Google My Business)
2 maart 2021

The highest quality visitors come from your organic search volume! (Google My Business)

The highest quality visitors come from your organic search volume! (SEO) NOTE: Some dealers, unfortunately, are still buying their own name and paying Google and their ad agencies for the privilege of running those campaigns. If consumers are already searching for your business by name, why are you paying Google? This is just a personal […]

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Why do we develop bad habits in good times?
22 februari 2021

Why do we develop bad habits in good times?

Why do we develop bad habits in good times? You’ve probably heard this saying before: a skipper who only sails with the wind is a less accomplished skipper than one who can stay on course when facing a headwind, or even a storm. This is no different in our industry. The COVID pandemic era has […]

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Low inventory? Maybe it’s your own fault!
15 februari 2021

Low inventory? Maybe it’s your own fault!

Low inventory? Maybe it’s your own fault! We all know the struggle, inventory. Lately, I have spoken to many dealers and car companies who all have the same problem: too few used cars on their lots. The market has never been better in terms of sales but buying the used cars that you want can […]

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As a car company, what are your goals for lead follow-up?
9 februari 2021

As a car company, what are your goals for lead follow-up?

The sales process should always follow this order: 1. Dialogue, 2. Appointment, and 3. Sale! I often ask car salespeople what their goals are when it comes to lead follow-up. Do you want to start a dialogue? Are you looking for information about the trade-in car? OR Do you want to avoid following up on […]

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