[Posted on 7 August 2013 by Car Research]
Car dealers know that competition is fierce, and they need to have an edge over the competition. With manufacturer incentives and rebates keeping the pricing competitive, car dealers need to turn to something else to make their dealership stand apart from the competition. A Customer relationship management software dealer, or CRM dealer, can make the difference between a successful dealership and one that struggles.
Faster Answers for Better Customer Service
When customers walk into an establishment, they are going to have questions. They want to know what cars are available in stock and if certain features are available. They may want to know what can be ordered in from another dealer, and they are certain to have questions about their trade-in. The sales force that can answer those questions with the greatest speed and accuracy has the best chance of closing the sale. Otherwise, the customers may grow tired of waiting and head to the next dealership on their list. A CRM dealer can assist with all of these concerns and more.
Even the best sales people cannot always close the deal after the initial contact. Some people will buy the first car they look at, but others will take their time and view different makes and models. The key is to keep in touch with customers who visit and then leave because they aren’t ready yet. With regular contact, dealers can inform those customers of upcoming sales, special promotions and demos. This regular communication enabled by CRM software can help a sales team close more sales.
Service After the Sale
Cars do not last forever, and the most successful dealerships work to capture future sales. Providing customers with excellent service after the sale will encourage them to return to that dealer when they are ready to replace their current car. With CRM software, it’s easier to notify customers when it’s time for oil changes and other regular service.
CRM software is becoming more advanced, and it can now be integrated with social media sites. This allows dealers to send out information about exciting changes on new models; new updates that are coming out and hot dealer incentives. An effective marketing technique, it can bring information about a brand to more customers and help drive traffic to the dealership.
Customizable Reports and Communication
On-demand reports provide sales staff with instant information regarding inventory, specials and sales. The sales team can benefit from Email alerts, reminders and other notifications. It allows teams to collaborate more effectively and productively with available Internet access. The reports allow sales staff to answer customer questions quickly and accurately. They can communicate more effectively with other staff members and even customers.
There are several benefits to investing in CRM software. Properly used, it can help sales staff close sales during the initial contact. When the customers aren’t ready to buy yet and want to come back, CRM software makes it easier to keep in touch with the customer to try and close the sale after the fact. With accurate recording and customizable reports, dealerships can relay more accurate information to customers, other sales staff and even the corporate owners. It’s an asset to any dealership, and it can make the difference between having a successful dealership and struggling to meet the goals every month.