4 Things You Can't Miss This Week

Here are four must read articles/graphics that deal with  Automotive BDCs and lead response. Are you interested in driving more sales, increasing your customer contact, and cultivating a rockstar BDC? Then, by all means, read on.


Your Survival Depends on Following Up on Internet Leads -- Fast  Entrepreneur Magazine

Quick Skim:

Cardone hits home with the importance of responding to leads, responding fast, and responding in a personalized fashion (the tenants BCP was founded on!).  One of the more shocking facts is that 65% of companies do not have a process to nurture leads. 65%! That is a lot of business being left on the table. These top-down, common sense strategies can be implemented immediately with little training.

This mix of video and text are informative and a great reminder of how to capture the most business the right way.

Why BCP Cares:

Internet leads are our business. We realize how important they are, and how vastly they affect your bottom line. It is easy to say that leads are bad, blame a third party lead provider, or say that they don’t matter. But they do. Take time to develop a system to answer all leads quickly--regardless of the time of day.

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Dealers should respond to questions quickly or internet shoppers will leave Automotive News

Quick Skim:

Three dealerships weigh in on the importance of responding to customers quickly. Thier experiences, results, and the data to support their claims all support the success of their dealership.Some common threads amongst all:

1) Holding sales/internet people accountable for answering quickly and answering well.

2)Always racing to be the first to respond.

3)Making sure the response is detailed and personalized.

Again, it seems common sense trumps all fads when dealing with customer response time and customer relations.

Why BCP Cares:

We know autoresponders are a waste of time. There have been multiple studies done which state you need to turn them off. Customer who are shopping online have been conditioned to desire a fast, specific and courteous response. If you don’t give it to them, someone else will.

For more information on how to turn off your autoresponder and how to turn on customers, visit BCP Online.

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The Lead Response Management Study

Quick Skim:

This is an older study, circa 2010, but has amazing information concerning specific elements of leads. This researched report discusses the best day of the week to respond, the best time of day to respond and when you will most likely get a response.

This research also analyzes the speed of response and how it is directly related to conversion rates. This is more of an analytical read with some great stats--even if they are older. This is a great base to any study on response times.

Why BCP Cares:

If information is not research based, it is an opinion, not a fact. We base our technologies, our advancements, and our company on data, not conjecture. That is why we can say with confidence that we will improve your lead response quality, time, and conversion rate.

To request more information on how we improve your business and your life, visit BCP Online  and register for a free demo.

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Internet Lead Response, Inspect what you Expect  DrivingSales.com

Quick Skim:

Ron Henson, of DrivingSales, studied various dealerships, their response rates, and quality of response, and amount of personalization. His findings were grim, but hopeful. You cannot fix something if you do not know it’s broke. I personally liked his attention to grammatical errors and content. Each response represents the dealership--whether in a positive or negative way.

If dealerships take the time to analyze their responses, they will see a great opportunity for training and improvement.

Why BCP Cares:

Researched articles are always interesting to me, but when industry experts share tales from the front line, I am definitely listening and learning. This raw assessment not only shows where there needs to be adjustments, but also gives ideas for growth and development.

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Are Your Competitors Beating You Out of the Gate? The Average B2B Lead Response Time Capterra.com

Quick Skim:

I’m not going to lie--I read through the article quickly because my focus was on the graphics--this graphic, specifically:

Why BCP Cares:

Only 34.51% of all web leads are contacted within an hour. You are now an expert on lead response times after reading the previous articles, and you know that if a lead is not answered within 20 minutes by a live person, the lead is essentially gone. The majority of web leads are sitting in cyberspace (or in your CRM) and are not being responded to. I don’t know about you, but this is a great time to reevaluate your process and start optimizing the leads that are coming in!

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Insight
We can no longer talk about how the internet/mobile/social media will change the way we sell cars--it already has. Have you adjusted to meet your customers where they are?

Contact BetterCarPeople if you are interested in stepping up your game.