Why it is important to call fast!

Why a carsalesperson doesn’t call direct, he is toasted!
In our industry calling fast to a lead should be a commodity. But in real live, most of the leads are mishandeld by the salespersons, or the BDC’s. The consumer of 2017 has no patience to wait for his information to show up. In this world where all the information is available on our fingertips the consumers demands a quick answer of his question. So if you have a proces in place to handle leads within an hour, you know now, that you are losing opportunities in the meantime.
24 minutes is already too long
In The Netherlands we try to convinced the dealers to follow up the leads within a window of 24 minutes from 0900am till 0900pm. 80% of the leads should be follow up with a quality respons within 5 minutes. If that is the goal you know for a fact that wishing and hoping will not get you there. You need to think about your staff and proces to make it happen. Really it is simple, the faster you call people, the more you can talk to them, the more appointments you will make, and the more cars you will sell from your leads. Now the consumer is taking all the workload to make it happen and we have to change that! If you are in sales, in the car-business it is your responsibility to be in contact with your leads, not the other way around.
Consumers already changed!
Our consumers already doing business in the year 2017, we have to do the same! The goal with lead handling is not to sell a car, the goal is to hit your next conversions. A new online leads needs a dialog, a dialog needs an appointment, an appointment has to show up and then we have to sell! A leadhandling proces will get you there. If you want to succeed in the first conversion you need a respons within 5 minutes, not 1hour. Hard? Yes, it seems like real work to me…
About me
Paul de Vries is the founder of Nieuweautokopen.nl (acquired by eBay) and also the founder of the Digital Car Dealer Workshops #DCDW in The Netherlands. The company #DCDW provides a virtual online trainings module for car salesmen (Dutch), Call Tracking Software, Call Track manager and a full service virtual BDC. Paul is also the proud spokesperson of Marktplaats Automotive (part of eBay Classified Group) in the Netherlands. More information about Paul on his website.
