During the FATWIN demo, Burger says they realized the old static forms — that just captured a visitor’s name, phone number and email address — weren’t getting them the information they needed.
“They don’t get us nearly the response we get from the FATWIN technology now,” he says. “We take visitors through a few pages asking them what’s most important to them and their buying preference. We get more information and the customers are willing to engage with us.”
Because of that, Burger says they’re able to start the conversation with these potential clients better. “We’re not going in completely cold. As long as a dealer can read into the details and respond correctly, it gives you a bit of an edge.”
Burger says because they already have a lot of the information about the lead, East Bay BMW can also change their email templates, making it a more personal experience when they reach out to those leads.
But Burger’s favorite part of FATWIN Deal Arrangement are the interactive CTAs because they’re creating a more personal experience on East Bay’s website.
“People can ask us specific questions they have versus filling out a static form and feeling like they’re going to get bombarded with information that maybe they don’t want," Burger says. "It’s great that the customer can say they’re not ready to buy for six months.”
The interactive CTAs also tell the sales team if a lead is ready to buy now, giving them more motivation to make sure the customer is getting the information they need to help close that sale.
With the Deal Arrangement tool, Burger says people can also find their deals much more easily.
“The customer had to find it on our website or we had to have a landing page, but now with the new technology, the deals get someone’s attention,” he says, noting clients come in with the coupon printout from the interactive CTAs. “They say, ‘Hey, by the way, I got this off your website and I see that you’re going to give me more than $500 on the appraised value of my car,’ so the technology is worth it.”
Although their website has always been their no. 1 lead generator, Burger says FATWIN Deal Arrangement has made their website even more effective and he would recommend it to other dealers wanting to capture more leads. “FATWIN gives you an opportunity to gather good information from a customer.”
East Bay BMW has been using FATWIN Deal Arrangement on their site since November 2016. In the first 90 days, they’ve seen:
445 leads from the technology, which is the no. 1 source of leads on their website.
104 showroom visits
Lead to show: 23.37%
Lead to sale: 10.11%
Show to sale: 43.27%
In January 2017, FATWIN Deal Arrangement ranked as the no. 1 lead source for East Bay BMW in the following areas:
Lead to close: 10.87%
Appointment set: 36%
Appointment to showroom visit: 66%
Lead to show: 56%
Overall sales: 15
Overall lead volume: 138
"Because of FATWIN, the conversation starts off better with our customer. We’re not going in completely cold."