Why Pushy Sales Tactics Are in the Past
If you ask most customers today if they enjoy buying a car, the vast consensus is: NO! In fact, most Americans hate car shopping so much, they’re rather do their taxes or give up sex, according to one study. Yikes! For dealerships to survive and beat the competition, not to mention companies like Tesla, Vroom, and Carvana, they need to change how they do business. Now, some of you might disagree with this post, but I ask you to hear me out. There is a better way to sell cars than putting customers through the wringer.
The Problem with the Auto Industry Today
There are a lot of issues facing today’s car dealerships, from the global chip shortage, a reduction in truck drivers to deliver cargo, to a lack of inventory, and figuring out how to sell cars in a post-pandemic world. Let’s be real: aggressive sales tactics are the norm in the auto industry. The car business has gotten addicted to aggressive and pushy sales tactics. CRMs have fed into this mentality. There is an extraordinary amount of pressure put on salespeople to sell cars to leads right away. However, many car buyers aren’t ready to purchase a vehicle within just a few days of contacting a dealership. Many leads need more time to develop.
Here’s where the issue lies: most dealerships don’t have the bandwidth to follow up with leads for more than a week or a month. So those leads end up going elsewhere when they’re ready to sign the paperwork. And where are they going? To car sellers that don’t use these tactics like Vroom and Tesla.
The car selling industry needs to change. It’s time to abandon the traditional selling tactics, like cold calling, and switch to a system that actually works. Are dealerships treating people the way they want to be treated?
What’s the Alternative to Pushy Sales Tactics?
You’re probably wondering, if I don’t use pushy and aggressive sales tactics, how am I going to sell any cars? How am I going to meet my quotas and keep my volume where it needs to be?
The key is lead follow-up. At TECOBI, we’ve been doing this for a while, and we’ve done a lot of research. One thing we’ve found is that the average time from lead to sale, across all lead providers, is 43 days. 43 days! Is your dealership taking the time to follow up with leads for that long? I’m guessing not.
The answer is TECOBI. With TECOBI, we have the ability to follow up with leads forever: until they buy or they die. When you use TECOBI, you build a working pipeline of leads. Here’s how it works: many of our clients can get 3,000 leads in the pipeline. They are all at some part of the buying process and haven’t replied. We send up a follow-up text message (text messaging is the way to sell more cars, by the way.) On average, a pipeline of about 3,000 leads ends up with about a 10% reply rate, depending on the message you send. That’s 300 responses! Now, you have 300 leads who are ready to start discussing purchasing a vehicle.
If you follow up properly and thoroughly, including using TECOBI’s “Pause” feature, you pursue customers based on when they want to buy a car: not when you push them into buying a car. But there’s no need to worry, because there is never a shortage of customers to talk to. You will always have a long line for customers who are waiting for you to talk to them and move to the next step in the buying process. Maybe it’s the customer from six months before in our previous example who appreciates your patience and your follow-up (and the fact that you treated them like a person), and now they’re ready to make an appointment to come into the dealership.
Here’s the bottom line: when your funnel is big, you don’t have to be aggressive and pushy, because you have a long line of customers waiting to talk to you. And, you have the proper amount of follow up when you have TECOBI working invisibly behind the scenes as a partner for your dealership, delivering you leads across the buying funnel.
A Happy TECOBI Client
One of our clients is down to one B2C employee. She handles – wait for it – 1100 leads a month for their dealership, all on her own. And no, she’s not overworked and angry. In fact, she says she can handle even more!
Once she has a lead that is ready to come into the dealership, she hands the lead over to a salesperson. Our system allows your sales team to do what they do best: sell cars. Not sit on the phone all day calling people who probably won’t pick up the phone, and not playing around in a CRM for hours at a time. They will be booked up with appointments with people who are actually ready to buy a car!
Ditch your CRM and try TECOBI instead. TECOBI’s system works.
Give Up on Pushy Sales Tactics and Try TECOBI Instead
It’s time to shift gears from the past ways of aggressive sales tactics and instead, try a new way of getting the job done. I really believe that changing sales tactics is a key to saving the car business. I want dealerships like our customers to succeed against these companies like Carvana. If you’re ready to enter the modern day world of car selling, contact us about trying TECOBI’s system out today. Let’s sell some more cars and get some more dreams in driveways!
How TECOBI Can Help Your Dealership
Many auto dealers are looking to rebound after a turbulent few years. It’s time for you to rev your engines and come roaring back to life.
If you are concerned about the global view of the auto industry as you plan for your dealership’s future, consider partnering with us at TECOBI. We help dealerships sell more cars, faster, with our innovative technology, Text Ninjas, and Facebook ads that actually work.
We work with your dealership to help you sell more cars. Our goal is to deliver you leads who are ready to visit the dealership and buy a new (or used) vehicle. Contact us today to learn how we can help you sell more cars in the next year.