Top 6 Ways to Use Dealer CRM to Boost Sales
When you think about sales, it’s easy to assume that a salesperson is the only person who can sell. After all, how much help could a customer service representative, an administrator, or anyone else offer?
Well, you would be surprised. Every employee in your dealership has the potential to be a better salesperson.
That’s where CRM (Customer Relationship Management) comes in. A CRM system allows any employee with access to see everything they need to know about your customers and their sales history. This way, they can provide more personalized service and suggest the most likely incentives to close the deal. Read on to discover some of the most effective ways dealer CRM systems can help boost your dealership’s sales numbers.
Make Customer Service More Effective
Many aspects of CRM will boost your sales, however, one of the biggest ones is its ability to improve customer service. First, a CRM system makes customer information easily accessible. This makes it easier to solve customer issues, access service histories, and create a more personalized customer experience.
For example, if you have a customer who owns a truck and needs a particular type of oil, then a CRM can help you quickly identify which customers own trucks to ensure they get the right type of oil.
Additionally, customer service representatives can use your CRM to look up a customer’s vehicle to see if there are any special maintenance needs. This will help them provide better service and ensure the customer is satisfied.
Create a Marketing Tool
Another essential benefit of dealership CRM is using it as a marketing tool. You can segment your customers to determine who will likely buy a vehicle from your dealership again. As such, you can use this information to create targeted offers and advertisements based on what incentives appear to be most effective.
Once you have determined your best customers, you can set up a marketing campaign to target them. You can then re-engage with customers who have previously visited your dealership but have yet to complete the buying process.
It is an effective way to increase sales because it targets customers already familiar with your business. Customers are more likely to respond to your offer than they would be to an advertisement from a dealership they have never heard from before.
Build a Quality Buyer Profile
Another way dealer CRM can help boost your sales is by building a quality buyer profile. You can use your CRM to record customers’ average purchase price, how many vehicles they typically buy per year, and their preferred financing source.
You can then use this information to make better recommendations to customers, including the vehicles you show them when they come to your dealership and the incentives you offer. For example, when a customer purchases a car, you can quickly access their CRM information and determine whether they will likely buy that vehicle or something else.
Using these tools to build a quality buyer profile, you can provide each customer with a unique experience. The CRM helps your staff close more sales, as each customer will feel like you have tailored their purchase to their needs.
Help With Lead Scoring
Another critical function of dealer CRM is lead scoring. It determines the likelihood that a customer will buy a vehicle from your dealership. You can better use your time and close more sales by identifying which customers to focus on.
Once you have a CRM system in place, you can look at the lead score of each new lead and determine which ones you should focus on. You can also go back through old leads and re-score them to help you prioritize which ones are most likely to end in a sale.
Lead scoring is one of the most effective ways to boost your dealership’s sales. It allows you to focus on the customers who are most likely to buy a vehicle from you. Your staff will be able to close more sales, as you will have more time to dedicate to closing sales rather than talking to unqualified leads.
Provide Real-Time Inventory Data
Another way your dealership CRM can help boost sales is by providing real-time inventory data. Your CRM can track how many vehicles you have in stock and how many you expect to receive in the future. By doing this, you can let your customers know if they are likely to be able to leave with a vehicle on the same day they come to your dealership.
Doing this helps sell more vehicles and makes customers more likely to return to your dealership. While many dealerships use a paper-based system to track inventory, using a CRM system instead will allow you to provide more accurate information. The software can update in real-time, so you can see exactly how many vehicles you have in your inventory at any time.
Offer a Platform for Continuous Improvement
Another vital benefit of dealer CRM is that it can help you identify ways to improve your business. You can use it to collect information about your customers’ buying experiences and identify areas for improvement.
By setting up surveys in your CRM, you can ask customers how they felt about their buying experience. You get to collect feedback on your dealership and make changes based on what customers want. For example, you may discover that customers want a particular vehicle but cannot test drive it in a certain climate.
You can then make changes to your dealership, such as bringing the vehicle inside, to make it easier for customers to test drive it. These types of changes can help you boost sales by making customers happier. Happy customers are likelier to buy from you again and refer their family and friends to visit your dealership.
Overall, dealer CRM systems are more than just fancy computer programs. They are a helpful tool to boost sales and service by helping employees better identify and manage customers.
Using a CRM can make customer service more effective, build a quality buyer profile, help with lead scoring, provide real-time inventory data, offer a platform for continuous improvement, and much more.
Implementing a CRM system can help your employees become better salespeople and provide your customers with a better buying experience.
Did you know our AutoAwards tools integrate into many automotive CRM systems? This means you can take your CRM system to the next level and give your employees in all departments access to tools to boost their sales and service potential and lock in customer loyalty to your dealership.
Contact us today to build your customer’s loyalty and keep it with our Auto Awards’ auto dealership loyalty program. You can contact us online, or you can give us a call at 302-696-6000. We look forward to speaking with you today about how we can make a difference for your automotive dealership!
Since our founding in 1991, AutoAwards has been widely recognized as the industry-leader in automotive and marine loyalty marketing, earning longstanding relationships with many of the industry’s most successful dealer groups and OEMs. AutoAwards understands the #1 predictive factor for dealer growth and profitability. Customer loyalty is the most successful way to build revenue. AutoAwards has always recognized the need for top notch, highly creative, effective loyalty strategies in large and small businesses alike. Contact us online to talk about dealer loyalty or call (800) 405-4227.