The Art of Connection: Why Car Dealership Salespeople Should Pick Up the Phone

In today’s digital age, it’s easy to rely on email and text messaging as the primary means of communication with potential customers. While these methods have their place, they should not replace the power of a good old-fashioned phone call. In the automotive sales industry, building strong relationships is paramount to success. Here, we’ll explore the importance of phone calls in fostering connections with customers, and how they can ultimately drive sales at car dealerships.


1. Personal Connection: The Human Touch

Phone calls create a personal connection that is hard to replicate through written communication. Hearing a salesperson’s voice can help a customer feel more at ease, which can lead to increased trust and rapport. As a result, customers are more likely to share their needs and preferences, allowing the salesperson to tailor their approach and offer a better solution.

2. Efficiency and Clarity

Phone calls are an efficient way to communicate, as they allow for immediate clarification and elaboration. This can save time and prevent misunderstandings that may arise from email or text messages. The back-and-forth nature of phone conversations also helps salespeople to address customer concerns, answer questions, and provide additional information on the spot.

3. The Opportunity to Stand Out

In a world where digital communication is prevalent, a phone call can help a salesperson stand out from the competition. A call demonstrates a higher level of commitment to customer service and creates a lasting impression. This personal touch can be the deciding factor that leads to a sale, as customers appreciate the effort and are more likely to choose a dealership that values communication.

4. Reading Emotional Cues

Phone calls allow salespeople to gauge a customer’s emotional state more accurately than through email or text messages. By listening to the tone of voice and inflection, salespeople can better understand how a customer is feeling about a particular vehicle or deal. This insight allows them to adjust their approach and address concerns more effectively.

5. Building Long-Term Relationships

Phone calls contribute to the development of long-term relationships with customers. Regular communication via phone helps salespeople stay connected with clients even after the sale, fostering loyalty and encouraging referrals. By maintaining these relationships, dealerships can ensure a steady stream of repeat business and word-of-mouth marketing.


As a text message service provider for the automotive industry, we understand the value of digital communication. Text messaging has its place in the sales process, particularly for re-engaging customers and gathering information efficiently. However, we strongly recommend incorporating a high volume of phone calls into your communication strategy to build and maintain meaningful relationships.

Striking the right balance between text messaging and phone calls is essential. Text messaging can be an effective tool for sending appointment reminders, following up on inquiries, and sharing promotional offers. But for relationship-building and fostering trust, phone calls remain indispensable. By combining the strengths of both communication methods, car dealership salespeople can better engage with customers, address their needs, and ultimately, drive sales.

While it may be tempting to rely solely on email and text messaging, the power of a phone call should not be underestimated in the car dealership sales process. Phone calls create personal connections, enhance communication efficiency, provide an opportunity to stand out, and allow for better emotional understanding. Ultimately, they play a crucial role in building long-term relationships that lead to increased sales and customer loyalty. In an industry where trust and rapport are key, it’s time to pick up the phone and make the call.

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Jason Girdner
Jason Girdner

Jason Girdner is a visionary entrepreneur and the driving force behind TECOBI, a pioneering automotive advertising technology company renowned for its innovative approach to dealership marketing and sales. With a rich background in automotive sales and a deep passion for technology, Jason co-founded TECOBI to address the evolving communication preferences in the automotive industry, particularly the shift towards text messaging as a primary communication channel.

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