Make Your Move: Be a Forward-Thinking Dealer

Why wait for your customers to tell you the make and model they’re interested in buying, or even whether they’re ready to buy?  

On the new road to the sale, successful dealerships aren’t waiting around for customers to make the first move. They’re proactively reaching out to customers with personalized messaging and offers, thanks to cutting-edge technology that lets them identify shoppers’ interests and intent. 

Make the First Move 

By using both your CRM and automotive intelligence technology, you can gain valuable insights into online shoppers’ interests and intent based on their browsing behavior. With these insights, your sales team can make the first move in the dealer-buyer relationship to give your dealership a competitive advantage.  

If you feel like your dealership is being too forward, don’t. Today’s top dealers are implementing these technologies and sales strategies to improve the car buying experience for their customers. In fact, 38% of dealer loyal customers purchase their vehicle after initial contact from the dealership, according to recent Cox Automotive research.  

Predict the Purchase  

According to the 2020 Cox Automotive Car Buyer Journey, two out of every three U.S. car buyers shop at Cox Automotive sites, including Autotrader, Kelley Blue Book, and websites. That is a lot of consumer data! And it all flows into VinSolutions tools, which in turn deliver insights to dealers that identify which customers are most likely to buy. VinSolutions Connect Automotive Intelligence also predicts the exact make and model each customer will purchase, ensuring you have all the information you need at the exact moment the customer needs a car dealer.  

With this information in hand, your sales team can reach out to customers with confidence. In fact, when consumers are classified as “ready to buy” by Connect Automotive Intelligence, they are 15 times more likely to buy, compared to consumers with inconclusive Buying Signals. * 

Being a forward-thinking dealer isn’t being presumptuous about shoppers. It uses data-driven technology to give your customers what they want and move the sale forward.  

To learn more about how to become a forward-thinking dealership, check out our ebook, Sealing the Deal: The New Rules of Engagement, to learn more about the best practices and tech tips for a modern car sales environment. 

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*Source: VinSolutions Connect Automotive Intelligence Data predictions for 30 days prior to purchase in Aug 2020–Feb 2021.