Lead Generation for the Next Generation

摘要

The evolving art of attracting customers online and selling them in-store. "How can I help you today?" This is a phrase you've likely uttered thousands of times as customers enter your dealership, day in and day out. Why do we continue to use this line? Reason: This somewhat cliched opener works; it's an easy way to strike up a conversation with a potential customer. How many times have you heard the response, "Just looking"? If you're a salesperson worth your salt, you don't let this rebuke end your conversation. Why? Whether just dreaming about replacing a push mower with a riding mower, or passing 15 minutes while waiting for junior to finish softball practice, this person who chose to visit your dealership has an interest in your products and services, even if the buying intent isn't immediate. By gently pressing the conversation, good salespeople unearth these buyer desires, and great salespeople capture that customer's contact information to keep the conversation going until that customer is ready to buy. (You've got a lead management process, in place, right? No, well that's a topic for a different article.)