Proactively target high-value prospects.

Customer Only | July 2, 2018

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Today’s car shoppers can be tough to keep up with—especially since 75% of surveyed customers said they’d make their entire vehicle purchase online if given the opportunity.*

This means that dealers have to work harder than ever to maintain customer loyalty and encourage them to choose you for their next vehicle purchase. Luckily for dealers using AutoLoop Quote™, the solution is right at your fingertips. It just takes a proactive approach.

Time is of the essence

Your shoppers are only in market for an average of 3 or so months. But Quote makes being proactive pretty easy. Use the Dashboard to get an at-a-glance look at your number of “Prime Customers” at any given moment. Then, stay in touch with those ideal prospects through strategically-targeted Quote campaigns. Sending campaigns on a regular basis helps keep your store top of mind during the crucial online-research phase and – most importantly – when prospects are ready to start visiting dealerships to find their next vehicle.

Meet them where they are

In a recent Automotive Digital Engagement (ADE) study, we found that of all the factors impacting customer retention, digital engagement is by far the strongest predictor of whether a customer will return for another transaction.

And when you send your customers Quote campaigns, not only are you giving them a personalized, digital upgrade offer, you’re also giving them access to a very valuable shopping tool: a link within the campaign to an online microsite where they can explore their options. Here, they can adjust payment amounts and even the make, model, and trim that was originally quoted to them.

By giving customers a hands-on digital engagement tool – and by targeting them frequently – they’ll consistently think of visiting your store to see the vehicle they’re considering in-person.

Fine-tuning the process

90% of the top consumer product brands purchased every day at grocery stores have experienced a market share decline.** But how does this pertain to dealers? Well, it directly translates to an atypical purchase path—meaning it’s getting more and more difficult to predict a customer’s behavior. But with Quote, predicting that behavior and targeting customers most likely to purchase couldn’t be simpler. To the left of every customer’s name in your Sales or Service Ledger, you’ll see a Trade Probability Rating, or TPR score. The higher a customer’s score, the more likely they are to upgrade their vehicle soon.

Your Sales and Service Ledgers can be filtered by TPR score so you can see your top prospects in an instant—simply click “TPR” to do so. But these prospects need to be engaged, especially digitally, on a consistent basis to further drive the sale. Proactively sending frequent Quote campaigns can help you get there, keeping you top of mind and making it far easier to grow or maintain customer loyalty.

To find out how to best pull a targeted list and engage your customers with a Quote campaign, please reach out to your Performance Manager.

*Accenture 2016 study with 10,000 consumers
**eMarketer September 2016 study
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