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Your performance goals and your OEM light the fire under your team for more new car sales—but what are you doing to move pre-owned inventory faster?
Why are big dealer groups like Penske and Asbury Automotive investing in used-car standalones? Because according to Auto Remarketing and Autotrader, the new-car market’s “affordability issue” is creating big demand for the used market. What’s YOUR dealership’s strategy to move more pre-owned inventory in 2017?
To gain some insight into setting appointments, our team listened to over 100 inbound phone calls made to dealerships via Craigslist ads. From those inbound opportunities, we were able to put together 5 ways you can get the most out of your Craigslist calls and turn every lead into an appointment.
We know you’ve heard of Craigslist, but do you know about the changes Craigslist’s Auto section has undergone within the last 2 years? Sure, the site still makes our web designer cringe, but it’s attracting more used traffic than Autotrader and Cars.com combined. How? And more importantly, how can you sell more cars from it?
When dealers ask me to help their teams improve their Be-Back appointment percentage, the first thing I say is “call them.” By that, I mean, “Pick up the damn phone and actually call a Be-Back for once in your ever-loving life!”
I’ve been asked this question over and over again since 2009, and until about a year ago my answer was always the same: “Any of those will work, provided you and your sales managers support the efforts.” This was true then and it’s true today, but it is no longer my advice. No. Today I reply a bit differently.