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Should car dealers provide up front pricing for prospects by Infinite Prospects

Infinite Prospects (201) 448-7253 lays out the benefits to car dealerships of emailing pricing to their leads and prospects before calling. For more info call (201) 448-7253 or visit http://infiniteprospects.com

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Should car dealers provide up front pricing for prospects by Infinite Prospects

  1. 1. Should Car Dealers Provide Up-Front Pricing for Prospects? Best Practice Strategies Adam Ross, Managing Director Infinite Prospects, Inc. - http://infiniteprospects.com (201) 448-7253 Wednesday, September 4, 13
  2. 2. Pricing:“UP-FRONT” or “AFTER WE SPEAK”? Wednesday, September 4, 13
  3. 3. While we address the pricing question, please keep this in mind: • The prospects we’re talking about here have spent significant time on one or more websites and have ALREADY SUBMITTED a price request to the dealership (they’re in your CRM tool already). • How are you going to engage them & STAND OUT? Wednesday, September 4, 13
  4. 4. What does the customer perceive when a dealership DOES NOT email up-front pricing after receiving a price request and jumps right to the initial phone call? Wednesday, September 4, 13
  5. 5. Calling Before Sending Pricing • Mistrust, skepticism • Adversarial Initial Call • Are you afraid to address pricing via email? • Competition can potentially email pricing first • Prospect wants to address numbers on initial call • “Typical dealer” Customer Perceptions Wednesday, September 4, 13
  6. 6. Now, Let’s Discuss: What happens when a dealership DOES email pricing up-front to the consumer and calls after sending? Wednesday, September 4, 13
  7. 7. Up-Front Pricing,Then Calling • Better chance of being first with pricing • Easy to do business with • Enables you to focus on trade and credit • Transparent experience, empowered, respected • First Call discusses everything BUT price • Impressive, STANDOUT Customer Perceptions Wednesday, September 4, 13
  8. 8. Think of the Price Presentation as your ADMISSION TICKET to call the customer If people don't buy without knowing the price, then Why delay a potential sale by withholding information? Wednesday, September 4, 13
  9. 9. The Gross Profit Equation • Trade-In • Aftermarket/ Accessory Sales • Extended Warranties / Tire & Wheel Protection • Finance Reserve • Stair-step bonuses • Referrals • Potential service department profit Remember: Front-End Gross is IMPORTANT, but it is not the ONLY way to monetize web shoppers and profit on Internet- initiated sales... Wednesday, September 4, 13
  10. 10. More Reasons to Price Up-Front 1) Aren't they shopping anyway? At least you're in the game… "We miss 100% of the shots we don't take" - Wayne Gretzky 2) How often does a prospect buy the exact vehicle they inquired about? 3) Gives the consumer a positive feeling about the dealership. Wednesday, September 4, 13
  11. 11. KeepYour Friends Close... • Mystery shop your competition - are they giving out pricing up-front? • If yes, then you MUST to give it out • If you got a price, • how long did it take them to get you the information you requested? • What did that quote look like? • If you never got a price, then you have an opportunity to get ahead of everyone! Wednesday, September 4, 13
  12. 12. Learn More byVisiting http://infiniteprospects.com http://www.facebook.com/infiniteprospectsinc http://twitter.com/inf_prospects or call (201) 448-7253 ThankYou! Wednesday, September 4, 13