How to Engage and Sell More Used Car Leads
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The Millionaire Car Salesman Presents:How to Engage and Sell More Used Car Leads
How do you engage your used car leads? How do you sell more used car leads? The used car market more important than it has ever been. As a result, these are the questions every dealership should be asking themselves.
Last week’s episode of the Millionaire Car Salesman Podcast, How to Sell More Cars and Make More Money, ended season 3 on a high note. As a result, season four has to be bigger and better. So we live streamed it! It aired on he Millionaire Car Salesman Facebook Group and The Millionaire Car Salesman Club on Clubhouse.
Season four of The Millionaire Car Salesman Podcast begins with the used car business. In addition to helping dealerships engage more used car leads, we want to help them sell more used cars too. Sean V. Bradley, CSP and L.A. Williams, hosts of the Millionaire Car Salesman Podcast, welcome used car experts who have made a living selling more used cars. The members of the used car panel are:
- Danny Zaslavsky: Managing Partner and General Manager at Country Hill Motors.
- Joe Kalitz: Director of Operations at Dealer Synergy.
- Tim Cox: Sr Vice President of Sales at CarNow.
In addition to the panel, this week’s episode was interactive. It has tips and advice from used car sales experts across the nation. If you want to learn how to engage and sell more used car leads, this is the episode for you!
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3 Key Takeaways To Help You Engage and Sell More Used Car Leads:
Used Car VIN Specific Advertising
At Country Hill Motors, they perform VIN specific targeted advertising through AdCue. This merges and connects consumers with behaviors with a vehicle type or class and a price range. When Country Hill Motors’ inventory matches a specific consumer’s need, ad spend is used to advertise to just that customer or group of customers.
Used Car Lead Communication
Multi-channel communication is vital to generating high quality used car leads. You have to meet the customer where they are instead of waiting for them to come where you are.
Best Practices to Sell More Used Cars
The panel shares best practices and word tracks for used car leads, especially when you do not have the exact vehicle in stock. One of the best ways to handle this is to ask questions and to have a used car locate process.
Show Notes: How to Engage and Sell More Used Car Leads
Season 4 of the Millionaire Car Sales podcast kicks off with a livestream in the Millionaire Car Salesman Facebook Group and in the Millionaire Car Salesman Club on Clubhouse.
[01:00] – In addition to Danny Zaslavsky, Joe Kalitz, and Tim Cox, the panel is joined by some used car experts. First, Karina Bradley and Tianna Mick from Dealer Synergy. Then, Cody Carter, the #2 car salesperson in the world. As well as Roy Davila, the General Sales Manager at Mike Shaw Kia. Lastly, Latasha Hammonds, a marketing and lead source expert.
[04:12] – In contrast to popular belief, the answer to selling more used cars is not more used car leads. In reality, it all starts with quality leads.
[05:02] – Obviously, organic leads are going to convert 70% higher than a 3rd party lead. However, 3rd party leads are necessary. While there are some bad lead providers out there, there are also some really good ones that are dealer friendly. To demonstrate, AutoWeb is an excellent lead source provider that works with their dealers, not against them.
[06:36] – At Country Hill Motors, they perform VIN specific targeted advertising through AdCue. This merges and connects consumers with behaviors with a vehicle type or class and a price range. Then, when Country Hill Motors’ inventory matches a specific consumer’s need, ad spend is used to advertise to just that customer or group of customers.
[10:25] – The panel is asked how they generate high quality used car leads. Obviously, they drop some massive knowledge bombs.
[14:07] - A timeout to thank one of our sponsors that wants to help you sell more used cars, VinCue! VinCue is an innovative all-in-one solution that gives dealers access to real-time data and tools in a single system to stock smarter, increase turn, beat your competition, and above all else.
[15:15] - It is 2021 and so many dealers spend so much money on marketing and advertising to drive used car traffic but they do not merchandise their inventory correctly. As a result, customers shopping online may be eliminating them as a possible dealership to do business. Sean V. Bradley, CSP shares some merchandising best practices.
[17:31] – Considering how social media is the #1 form of communication, Tim Cox from CarNow shares best practices to increase used car engagement. Tim has seen that listings with payment information received an 11x increase in engagement.
[23:00] – You NEED to have a complete VDP. In addition to the information for the vehicle, dealers should include dealer exclusive values. Also, anything above and beyond the price of the car should be mentioned as well. For example, reconditioning should be included to add that extra value.
[26:01] – One of the ways Joe Kalitz uses to generate more high quality used car leads is by making the digital showroom just as nice, if not nicer, than your actual physical showroom. Additionally, the message and process on your VDP’s should be the same as if the customer was physically at the dealership.
[29:03] - A timeout to thank one of our sponsors that wants to help you sell more used cars, Dealer eProcess! Dealer eProcess is the auto industry's leading custom website provider specializing in responsive websites.
[29:48] - Danny Zaslavsky talks about how he uses AdCue to manage Facebook marketplace along with his budget strategy.
[34:34] – As a rule, you have to meet the customer where they are instead of waiting for them to come where you are. As a result, multi-channel communication is vital to generating high quality used car leads.
[43:13] – James, a GM of an independent pre-owned store, shares his successes. In addition to using “old school” methods, he uses them with all of today’s new tools.
[44:30] - A timeout to thank one of our sponsors that wants to help you sell more used cars, CarNow! CarNow is the market leader in tailored digital solutions built to help dealers sell more cars.
[45:45] - Third party lead providers can be beneficial, but there are some out there that are anti-dealer. James shares his crazy experience with a bad third party provider.
[47:45] – There are some friendly lead providers out there. Ultimately, Sean V. Bradley’s preferred lead provider is AutoWeb.
[49:58] – L.A. Williams shares the key things that remain in play with used cars and how he brings value to each individual vehicle.
[55:40] – What is the best way to handle a lead when you don’t have a used car in stock? L.A. Williams shares his best in class word tracks.
{59:30] – Roy Davila shares how he TO’s a customer when the vehicle is not available.
[1:00:15] – Then, Joe Kalitz shares how a great practice would be to work the situation like you would with a new car by performing a used car locate.
[1:00:45] – Finally, Danny Zaslavsky shares how he and his team at Country Hill Motors handles used car locates.
[01:04:08] - A final thanks to one of our sponsors that wants to help you sell more used cars, AutoWeb! AutoWeb is a premier provider of consumer leads, web traffic, and sales enhancing technologies in the automotive space.
Thank you for listening to this week's episode of The Millionaire Car Salesman Podcast. Tune in next week and every Tuesday at 4:00 PM EST. Additionally, be sure to listen to the previous episodes of The Millionaire Car Salesman Podcast.
More About the Millionaire Car Salesman Podcast's Hosts & Guests
Resources
To Help You Engage and Sell More Used Car Leads
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The #1 Automotive Sales, BDC, CRM & Management Training System
Millionaire Car Salesman Facebook Group: The #1 Automotive Sales Industry Community On Facebook
Millionaire Car Salesman Podcast: The #1 Resource for Automotive Sales Professionals, Managers, and Owners
The Against All Odds Radio Show: The Against All Odds Radio Show focuses on money, success, wealth, prosperity, marriage, parenthood, work life balance, happiness, and so much more with guests that have started from the bottom, and against all odds, rose to the top.
Against All Odds Radio Show Guests & Listeners Facebook Group: The Against All Odds Radio Show Facebook Group is for listeners and guests of the hit national broadcast radio show.
Clubhouse: The Automotive Industry Is All Over Clubhouse, Are You?
Millionaire Car Salesman Club: The Millionaire Car Salesman is now on Clubhouse.
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines by Sean V. Bradley: Rank higher in search results with this guide to SEO and content building supremacy.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.
Be Sure to Listen to Last Week's Episode of the Millionaire Car Salesman Podcast
And Tune in Every Tuesday at 4:00 PM EST!
Last week's episode of the Millionaire Car Salesman podcast was How to Sell More Cars and Make More Money. It followed the success of Trey Hill, a sales associate at Buick GMC Cadillac Fort Walton Beach, and his store director, Jared Johnston. Not only do they share their tips and tricks on how to sell more cars and make more money, they share the results. In December 2021, Trey Hill sold 56 cars and made $40,000.
The Millionaire Car Salesman Podcast has a new episode every Tuesday at 4:00 PM EST. Be sure to tune in next week and join all of other resources available to help you sell more cars and make more money.
Join The Millionaire Car Salesman Facebook Group and The Millionaire Car Salesman Club on Clubhouse today!
Additionally, The Against All Odds Radio Show broadcasts nationwide each weekend and has a podcast released each Monday. Listen in to get tips for success from billionaires and multi-millionaires.