Vehicle buyers have changed. Have you?
Awareness
1-2 MONTHSShow them you have the information they want
before they’re ready to choose a dealer.
Consumers are wondering:
What’s my car worth?
Trade-in
Be the expert who helps them get their trade value without leaving your site.
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Leads in this stage are:
- ✓ Realizing they need a new car
- ✓ Looking for high-level information
- ✓ Trying to figure out their budget
What you can do to help:
- ✓ Answer their question without making them leave your site
- ✓ Don’t try to sell yet
- ✓ Introduce yourself as an expert
- ✓ Let them come to you with no pressure
- ✓ Track and nurture them over time
of leads convert into appointments
of our Trade-in leads convert into sales
Passive
Research
1 MONTH
Stand out online by providing the answers to consumer
questions, without pressuring them to buy.
Consumers are wondering:
What’s my credit score?
Can I trust this dealer?
Leads in this stage are:
- ✓ Realizing they need a new car
- ✓ Looking for high-level information
- ✓ Trying to figure out their budget
What you can do to help:
- ✓ Be easy to find online
- ✓ Make your website an information source, not a sales pitch
- ✓ Showcase reviews from your customers, right on your own site.
- ✓ Let them know they can trust you, with no pressure to buy
- ✓ Help them figure out their credit, with no lengthy forms
of consumers trust online reviews as much as a personal recommendation1
of our Credit leads convert to sales
Active
Research
1 WEEK
Make it clear that you’re the right choice with the
information they need to confirm their decision.
Consumers are wondering:
What will it cost to insure the vehicle I’m considering?
Is my insurance settlement offer fair?
Insurance
Generate quality leads and eliminate ‘be-backs’ by supporting your customer’s research.
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Total Loss
Earn quality leads from customers that have wrecked a car and need a new one.
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Leads in this stage are:
- ✓ Aware what they want and what they can afford
- ✓ Ready to visit dealerships
- ✓ Need specific information on total cost of ownership
What you can do to help:
- ✓ Provide unbiased information on the value of a written-off vehicle
- ✓ Help them find insurance rates and options
- ✓ Make it easy for them to make an appointment
- ✓ Be ready for walk-ins
- ✓ Respond quickly to customer inquiries
of our Insurance leads convert to sales
of web traffic converts to leads
Decision
1.3 - 1.6 DEALERSHIP VISITSMost vehicle buyers visit fewer than 2 dealerships
before buying — make sure the car they want is
ready and waiting for them by allowing them to
reserve the vehicle right from your site.
Consumers are wondering:
How can I guarantee the vehicle I want?
Will someone buy it before I get there?
When can I get into the vehicle?
Reserve
Now
Customer reserves the vehicle they want, you get the lead and the deposit.
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Leads in this stage are:
- ✓ Ready to buy
- ✓ Confident about the vehicle they want
- ✓ Don’t want to lose the one they’ve found
What you can do to help:
- ✓ Make it easy for them to reserve
- ✓ Assure them there’s no commitment
- ✓ Walk them through the process
- ✓ Respond to reservations immediately
of Reserve Now leads convert into sales