Your DMS and/or CRM are repositories of customers that have already placed their trust in you and from whom you should be able to get more service or sales business in the future. You should be keeping those customers informed of specials on an ongoing basis with regular touches.
Be proactive about telling your prospects why they should buy from you. Many consumers are researching or thinking about the idea of purchasing a vehicle for three to six months prior to pulling the trigger; 78% of them don’t know where they will buy within 3 months of their purchase(1) . You need to use that time to influence their decision and regularly remind them of your brand.
Shoppers have fundamentally changed how they consume advertising because they have fundamentally changed where they consume media. The online communities where consumers spend an ever increasing amount of time is where you need to deliver your advertising. Consumers are doing their research in these discovery platforms, such as Google, craigslist, YouTube, Facebook Marketplace, letgo and OfferUp, mostly on their mobile devices. They are also spending large amounts of time in online channels like Facebook and Instagram. You must get your advertising on those platforms and ensure your site is mobile friendly to deliver your values and branding to those consumers.
If you’re interested in growing your business, you’re likely already asking yourself how you can market better tomorrow than you did today. Whether you’re having a good month/quarter/year or a bad one, you should be looking at what you can do better. Today, we’re seeing the most success for dealers that are following these five key strategies. If you follow these and learn to reach your audience where they are, you will succeed.
It is no secret that Google.com dominates the search engine market share. Regularly hovering around 85% to 89% of all monthly searches performed in the U.S., having a solid Google Ads campaign setup is crucial to your online advertising success.
You already know that having transparency and visibility into what’s happening with your marketing is extremely important. With so many different avenues and vendors available it can be tough to know where to spend your marketing dollars, how much and if it’s being effective. PDFs and paper reports are great but what if you want to check how your latest campaign is performing after just a few days or a week? Often times quarterly or monthly check-ins aren’t enough, in this day and age real-time has become the standard.
Website visitors who are retargeted with ads after the visit are 70% more likely to convert, compared to those that aren’t. Your website is your online storefront and a crucial part of your dealership. As much as we all want to keep traffic there until they decide to make a purchase, that’s just not reality. The good news is there’s something you can do to stay top of mind during the purchase cycle and it’s easier than you think!
With more activity happening online than ever, it’s no surprise that research on vehicles ahead of a purchase is through the roof. Casting a wide net is great for exposure purposes but having a targeted strategy behind it is even better. Are you currently doing both?
Years ago, craigslist made a change to its posting system that shook up the landscape of the "cars & trucks - by dealer" section. They started charging $5 for every vehicle ad that you wanted to put up. While this news was originally frowned upon by many dealers, they quickly came to realize there was a very positive side effect: gone were the days of dealers spamming the same vehicles hundreds of times a week. The "cars & trucks - by dealer" section was transformed over the next 30 days, as spam posts were moved down the list, to the more user friendly ad space it is today.
We work with a lot of dealers and deliver effective, measurable marketing for them on a variety of platforms. As a matter of course, we recommend and configure different tracking numbers for each type of advertisement that we run regardless of the platform or the delivery mechanism. Every so often a dealer asks if they can just publish their primary phone number on their advertising. I think the request goes back to the day when having a cool, memorable phone number was a worthwhile marketing tactic. Today though, connections are instant and consumers don’t remember phone numbers; they click to call or text. And so whatever number you put on your marketing efforts should support both calling and texting. And it should be tracked. It should likely not be your primary dealer phone number. In this article, I’ll give you a few examples of what we do and why it’s important.
In every ad, we make our tracking phone numbers prominent and visible in every part of the ad. And importantly we configure numbers that are able to be called or texted. You really need to let a consumer reach you the way that they want and you should provide texting, phone calling and emailing as options for them to interact with your dealership.
It’s interesting to note that 65% of the leads we generate are from phone calls, about 25% are from text/chat and 10% are from email. Consumers, especially the low funnel consumers that we drive from classified ad channels like craigslist, letgo and Facebook Marketplace, like to call and they like immediate answers. We also track all of these interactions, so that you can follow up with them, review your staff’s interactions, and use them for Return on Investment (ROI) reporting.
Having multiple numbers for each of your marketing efforts is especially important to help in measuring ROI. The AutoSweet platform lets a dealer deliver marketing on classified platforms like craigslist, letgo, and Facebook Marketplace, or SEM ads on platforms like Google Display Network, Facebook or in-app advertising, and through email marketing. So a lot of marketing channels. And because all marketing should be measured, we ensure that we have different tracking for each channel. You should too. And you should measure the effectiveness of your campaigns. Having separate tracking numbers is essential to being able to spend your money wisely.
Lastly, I’d like to point out the importance of phone number rewrites on your website. We drive a ton of traffic to dealer websites, over 3 Million clicks a year, so we know dealer sites and how they perform. When someone comes to your website, it’s important to track where they came from so that you can measure your marketing effectiveness. We assist with that by rewriting phone numbers on your website so that they match the advertising channel. Every time someone visits your site from an ad, we track where the ad was from, and ensure that the number presented matches the advertising channel. Our service is proprietary and customer written for dealer websites, but I’m pointing this out so that if you’re doing advertising be sure to look for a tracking system that allows this.
I hope this gives you a good picture of our use of tracking numbers and some ideas about what you should be doing. If you are in the Automotive, RV, trailer, marine or power sport markets and you want to work with someone that can do all the heavy lifting for you, feel free to give us a call.