Duplicate Auto Leads? CRM Lead Management Can Help

Auto dealers want to engage visitors online. After all, the more time a visitor interacts with your site, the more likely they are to buy a vehicle. The end result means more automotive leads, a larger number of duplicate leads and a hands-on approach to CRM Lead Management to initially detect duplicates.

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5 Automotive Retail Tips to Enhance the Mobile Customer Experience

5 Automotive Retail Tips to Enhance the Mobile Customer Experience

[vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521224734716{padding-bottom: 25px !important;}” z_index=””][vc_column][vc_column_text]It’s likely you’ve already made plenty of changes to your automotive retail marketing strategies — including switching your focus to digital initiatives.

 

But, as studies have revealed, there’s a good chance you’re not moving fast enough to accommodate consumer needs — especially when it comes to the mobile shopping experience.[/vc_column_text][/vc_column][/vc_row][vc_row row_type=”parallax” header_style=”light” parallax_content_width=”full_width” text_align=”center” full_screen_section_height=”no” background_image=”28348″ section_height=”200″ parallax_speed=”2″ css=”.vc_custom_1521230775859{background-position: center !important;background-repeat: no-repeat !important;background-size: cover !important;}”][vc_column][vc_empty_space height=”55px”][vc_column_text css=”.vc_custom_1522957685630{padding-right: 25px !important;padding-left: 25px !important;}”]

5 AUTOMOTIVE RETAIL TIPS TO ENHANCE THE MOBILE CUSTOMER EXPERIENCE

[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521226682387{padding-top: 25px !important;padding-bottom: 25px !important;}” z_index=””][vc_column][vc_column_text]Here are a few statistics that give a hint of what the future holds for the automotive dealer.

 

  • Consumers spend 60% of their car buying process online (5 hours and 12 minutes)
  • 88% of consumers use the internet to shop for a vehicle
  • 46% use multiple devices, including smartphones, during the car buying process
  • 14% only used a mobile device for their search
  • Certain demographics shop primarily on mobile devices: These include Millennials (45%); consumers with household incomes of $200,000 or more (41%); and Hispanics (48%), according to Facebook IQ.

[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237423302{padding-top: 25px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text css=”.vc_custom_1522958488488{padding-bottom: 25px !important;}”]

Enhancing the Mobile Experience

[/vc_column_text][vc_column_text]Despite their preference for shopping for cars on mobile devices, however, these consumers aren’t necessarily enjoying the experience.

 

According to a Facebook IQ survey, more than 7 out of 10 mobile-first consumers said they were overwhelmed by the amount of information available — but not the right type of information.

 

Based on their online research experiences, they were three times more likely to say they found it difficult to find what they were looking for compared to other consumers who used other devices. As a result, they weren’t confident about their decisions.

 

About 65% of mobile-first consumers believed they could end up making the wrong decision.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237423302{padding-top: 25px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text css=”.vc_custom_1522959059229{padding-bottom: 25px !important;}”]

Gear Up for a Mobile-First Approach

[/vc_column_text][vc_column_text]automotive-retail-image-2-768x768While much attention has been paid to the overall topic of e-commerce, there is a steady shift to what’s happening with mobile commerce — shopping on a mobile device, particularly a smart phone.

 

According to Business Insider, this trend toward mobile shopping is poised to take a larger share of the automotive retail industry. Businesses need to make changes to accommodate the desire for mobile shopping, meeting the demands to enhance the experience.

 

“The mobile shopping experience is a nightmare,” according to author Andrew Meola. “Users get so frustrated when trying to shop on their phones that they far more often than not abandon the process.”

 

Statistics show that American adults were spending nearly 60% of their time researching on mobile devices in 2015. However, they only spent 15% of their money on mobile. Some of the roadblocks cited included the inability to easily navigate and read details.

 

Although most buyers are not yet buying cars completely online, there is a rising interest in that type of transaction.

 

According to an Accenture survey of 10,000 consumers, 62% said they were using some type of digital technology to research during the car buying process. Also, 75% said they would be open to completely taking care of the entire purchase online.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237414253{padding-top: 15px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text css=”.vc_custom_1522959514907{padding-bottom: 25px !important;}”]

Automotive Retail Tips to Gain Your Share of Mobile Shoppers

[/vc_column_text][vc_column_text]automotive-retail-image-3-768x768Dealerships can move toward developing a more user-friendly mobile shopping experience in the automotive retail space. It requires adapting to the way that consumers are searching for information.

 

1. Design a Mobile-First Website.

 

Hire website designers and developers with success in developing websites with a focus on mobile user experience. The design should include a review of how a car shopper will navigate your website to reach their goals — from browsing inventory to getting a clear understanding of financing options.

 

Visitors should be able to quickly figure out where to go when visiting your site — New Cars, Leasing, Used Cars, Specials, Financing, Service, Payment Calculators, etc. The ability to sign up for more valuable information should be simple and straightforward. Give users numerous form options throughout the website. Buttons should be bold and highly visible.

 

Test the site to see how easy consumers can complete those tasks. As Google recommends, make sure your automotive dealership provides a unified experience across platforms.

 

Along with easy navigation, make sure that the website also is developed to load content fast — a consumer doesn’t want to wait for your site to interfere with their ability to quickly search vehicle options and details.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237414253{padding-top: 15px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text]2. Get in Front of Buyers Early.

 

About 60% of car shoppers will spend an average of six months shopping for vehicles. In the early stages of that period, they haven’t quite determined the exact make and model of that vehicle.

 

According to Facebook IQ, those consumers will include 2.5 vehicles among their top considerations. However, they reported getting more exposure to ads leading up to the last month before their purchase — when they have already decided on the type of vehicle they want.[/vc_column_text][vc_row_inner row_type=”row” type=”full_width” text_align=”left” css_animation=”” css=”.vc_custom_1521232210156{padding-top: 25px !important;}”][vc_column_inner width=”1/2″][vc_column_text css=”.vc_custom_1522959959095{padding-left: 25px !important;}”]With PPC (pay-per-click) advertising designed for the earlier stages of the car buying process, your automotive dealership could be the first to make an impression. As part of your advertisements, make sure you’re highlighting the tools on your site that can help your buyer get closer to a decision.[/vc_column_text][/vc_column_inner][vc_column_inner width=”1/2″][blockquote text=”About 60% of car shoppers will spend an average of six months shopping for vehicles.” show_quote_icon=”yes” text_color=”#2c2c2c” quote_icon_color=”#871d5a” width=”90″ border_color=”#871d5a”][vc_empty_space height=”20px”][/vc_column_inner][/vc_row_inner][vc_column_text]Interactive experiences that provide an entertaining experience at this stage can go a long way in giving car shoppers a positive view of your dealership. In addition to helping them narrow their choices, you can get the customer data you need to tailor a nurturing experience for these buyers.

 

Again, always keep in mind the mobile experience when designing ads and interactive experiences. They should be easy to navigate from a wide variety of smartphones.

 

3. Be Upfront with Pricing.

 

Don’t hold back on details like cost, mileage, interest rates, and financial arrangements. Vehicles rank among the costliest purchases a person will make in their lifetimes. It’s best to recognize the importance of those factors, and don’t try to hide information out of fear of turning off potential buyers.

 

Before arriving at your automotive dealership, consumers have spent plenty of time online researching options. But many — a full 23 percent — will continue to research even after arriving at your dealership, according to a study compiled by IHS Automotive for Autotrader.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237414253{padding-top: 15px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text]4. Tailor your Content for Mobile.

 

It’s likely you already condensed the content on your website. Condense it even further to make it easy for mobile users to read content on your site. In the car buying journey, visuals of the vehicles should be of primary importance. Next, focus on the pertinent details — such as car details and price. Those details should be easy to see on small screens.

 

Keep forms uncomplicated as well. Give the consumers the ability to simply check boxes to indicate their preferences, including vehicles and how soon they’re in the market to purchase. Use trade-in appraisals as another entry point for obtaining contact information.

 

5. Use Video more Liberally.

 

Think about this statistic: One-third of the time spent online is devoted to watching videos. That number is expected to increase, according to a report by HubSpot.

 

Use video for other purposes besides showcasing vehicles. You can feature one of your sales reps or a financing expert who is great at explaining the details of a lease or interest rates.

 

Again, make sure this type of content loads quickly. According to a Google study, 4 out of every 5 users will click away if the loading process stalls.

 

Thinking Mobile

 

Meeting consumers where they are is essential in the car-buying process. As more and more consumers shift their purchasing behavior to smartphones and tablets, it’s critical that you take the steps to be in the right place at the right time with the right experiences.[/vc_column_text][/vc_column][/vc_row]

6 Creative Lead Follow Up Tips from PERQ Customers

So you have the PERQ  software, and the leads are rolling in from your website. Great. Now what?!

 

A lot of our customers ask for creative ways to follow up with their leads. They want to know the best practices for contacting leads, how many times they should follow up, whether calls or emails are better, and what creative subject lines they can use to capture attention.
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Strategic Content Marketing Could Be Key to Boosting Web Auto Sales

Strategic Content Marketing Could Be Key to Boosting Web Auto Sales

[vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521224734716{padding-bottom: 25px !important;}” z_index=””][vc_column][vc_column_text]At last count, about 60 percent of the car-buying process is online, with prospective shoppers reporting that they’re spending an average of 5 hours and 12 minutes visiting third-party sites or apps while researching. And, according to a survey by Cox Automotive, those shoppers do their research on the Autotrader or Kelley Blue Book websites 73 percent of the time.[/vc_column_text][/vc_column][/vc_row][vc_row row_type=”parallax” header_style=”light” parallax_content_width=”full_width” text_align=”center” full_screen_section_height=”no” background_image=”28348″ section_height=”200″ parallax_speed=”2″ css=”.vc_custom_1521230775859{background-position: center !important;background-repeat: no-repeat !important;background-size: cover !important;}”][vc_column][vc_empty_space height=”55px”][vc_column_text css=”.vc_custom_1521726154200{padding-right: 25px !important;padding-left: 25px !important;}”]

STRATEGIC CONTENT MARKETING COULD BE KEY TO BOOSTING WEB AUTO SALES

[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521226682387{padding-top: 25px !important;padding-bottom: 25px !important;}” z_index=””][vc_column][vc_column_text]These numbers are unlikely surprising. You already know that savvy car shoppers do most of their research online before visiting an auto dealership. And you’ve probably invested in a website, inventory software, photography, social media and other web auto sales tactics to get your share of the market.

 

It makes sense. With the right content, including videos, photos, and, of course, the written word, you can increase your chances of capturing some of that web traffic — and taking the steps to nurture them to a sales conversion.

 

However, if you’re not strategically targeting your customers — honing in on different interests and behavior — you could be losing the opportunity to be hyper-relevant to prospective buyers. By providing them with the right information at the right time to answer their questions and concerns at every step of the buyer’s journey, you gain a competitive advantage.

 

Don’t just think of your dealership website as the ultimate go-to source for information, consider it as the platform that allows you to be more relevant for car shoppers than anything they would find on Autotrader or KBB.com.[/vc_column_text][vc_row_inner row_type=”row” type=”full_width” text_align=”left” css_animation=”” css=”.vc_custom_1521232210156{padding-top: 25px !important;}”][vc_column_inner width=”1/2″][blockquote text=”Today, car shopping is all about matchmaking” show_quote_icon=”yes” text_color=”#2c2c2c” quote_icon_color=”#871d5a” width=”90″ border_color=”#871d5a”][vc_empty_space height=”20px”][/vc_column_inner][vc_column_inner width=”1/2″][vc_column_text css=”.vc_custom_1521726422675{padding-left: 25px !important;}”]“Today, car shopping is all about matchmaking — uniting sellers and buyers online,” said Jared Rowe, president of Cox Automotive Media. “To create a perfect match, dealers should communicate a differentiator that represents their unique value so that consumers can easily identify dealers that offer the specific car shopping experience they desire.”[/vc_column_text][/vc_column_inner][/vc_row_inner][vc_column_text]Findings of those studies underscore why it’s important for dealers to create a web experience that goes beyond just information about product and price, Rowe said.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237406917{padding-top: 15px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text css=”.vc_custom_1521726512183{padding-bottom: 25px !important;}”]

Developing A Solid Content Marketing Strategy

[/vc_column_text][vc_column_text]One of the first — and perhaps most challenging — steps in developing a strategic content marketing plan is understanding your buyers. Yes, it’s tough. Your potential buyers could be anyone between the ages of 16 to over 80.

 

They may represent a wide range of socioeconomic demographics, from those who can only afford a car that costs a few thousand dollars to those who are in the market for a vehicle that rivals the cost of the average house.

 

To make matters more complicated, you’re trying to appeal to buyers who may be at the stage in their lives where it makes sense to limit their search to SUVs and mini-vans. Or those who are in the market for sporty vehicles — or electric vehicles.

 

All that represents significant differences in how you would craft an experience tailored to each buyer. Developing those types of experiences could take much more time than you’re able to invest — or you can achieve it through technology and a strategic content plan to guide it.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237414253{padding-top: 15px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text css=”.vc_custom_1521727004164{padding-bottom: 25px !important;}”]

Capturing The Right Data

[/vc_column_text][vc_column_text]To make a connection with each prospect, you need to truly understand what they’re looking for — from vehicle brands, makes and models to vehicle features.

 

However, getting that type of information doesn’t always come easy. It’s essential to build a two-prong approach. It’s important to draw the user in with invaluable information and experiences to gain her or his trust.

 

In other words, you’re delivering value and authority from the moment they land on your site. The second component is focused enough personal data to deliver a personalized experience through a nurturing campaign.

 

With interactive forms and data management software, you can accomplish both. By using interactive forms that engage or provide relevant information, you’re more likely to come away with more details than name, email, and other generic information.

 

Auto dealerships who have used PERQ’s technology have found that extra details have allowed sales teams to deliver a more relevant experience.

 

Also, data management software that responds to consumer behavior and interests can be intuitive in understanding next steps and meeting the buyer with relevant answers and experiences before they move to the next step.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237431822{padding-top: 15px !important;padding-bottom: 25px !important;}” z_index=””][vc_column][vc_column_text css=”.vc_custom_1521727168487{padding-bottom: 25px !important;}”]

Generating Creative Ideas

[/vc_column_text][vc_column_text css=”.vc_custom_1521729315878{padding-top: 25px !important;}”]When developing content throughout the site for that initial experience, it’s important to listen to your customers.

 

Just ask your sales team what questions they hear most often from shoppers. Then write blogs posts that answer all of those questions. But don’t stop there. Think about what questions people are asking before they visit your dealership.

 

To find out what people are searching for online, take a look at Google Trends. You can enter a search term to see its popularity over time and related search topics, as well as where the searches are coming from. So, using the term “used car” as an example, Google Trends shows that people in Atlanta Google that term the most.

 

The related query, “car dealerships near me,” reached peak popularity at the end of 2016, with Detroit having the most search traffic for that term.

 

You can also use insights from your own website traffic to generate blog post ideas. For example, if you find the majority of website visitors are looking at cars that cost $13,000, write a blog post about “The best used cars under $14,000.”

 

Most importantly, don’t forget to write about topics specific to your region. Shoppers who live in Vermont may want to know which vehicles offer the best performance on snowy roads.

 

In Houston, which has one of the highest birth rates in the country, car buyers may be most interested in vehicle safety ratings for sedans and minivans.

 

To get a clearer picture of how to craft hyper-local content, you can enter your dealership ZIP code on the United States Postal Service’s ZIP Codes.org website to see demographic information in your area, including median household income, the percentage of households with and without children and means of transportation to work.[/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column][vc_column_text css=”.vc_custom_1521237198580{padding-top: 15px !important;}”][/vc_column_text][/vc_column][/vc_row][vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern” css=”.vc_custom_1521237406917{padding-top: 15px !important;padding-bottom: 15px !important;}” z_index=””][vc_column][vc_column_text css=”.vc_custom_1521727327744{padding-bottom: 25px !important;}”]

What Your Content Can Do For You

[/vc_column_text][vc_column_text]In addition to producing relevant content to different segments, provide updated content on automotive industry trends and detailed content on credit scores and financing.

 

Once you start producing content regularly, you begin establishing online credibility with search engines. Google prefers websites with fresh, relevant content to websites that have stale, redundant or very little content.

 

So your blog can help you rank higher in search results — and it can help you establish credibility with local car shoppers. Someone who reads your content and finds it helpful may recommend your website to a friend.[/vc_column_text][/vc_column][/vc_row]