Over the years, there’s been a big shift in how cars are sold and bought. Car buyers now spend more time online than at dealerships. If you’re an auto retailer, you should be asking, “Do I know how to sell cars effectively in the digital age?”
95% of vehicle buyers use digital channels for information and can get every detail about a car online. You really have to put your best foot forward to make a sale.
Generally, car buyers want safe, affordable, and reliable vehicles that are also comfortable and practical. Some buyers want a car that’s a status symbol, one that represents success or improves their image. You have to work hard to satisfy all these needs.
Here is a list to help you steer through this new car-buying model that most customers are embracing:
1. Know What Customers Want and Show Them
You have to do a lot of research to know what your customers want then deliver beyond their expectations. Car buyers spent over 7 hours researching cars they wanted to buy in 2020. Provide all the information they are looking for. Create an interactive website and have a strong social media presence.
If a car buyer can visit your website and examine different car images and your virtual showroom, it will be easier for them to buy. They will easily see the vehicles’ features and make an informed decision. If they want a certain car model and you don’t have it in stock, you can offer similar options. You can do all this before they even set foot in your dealership.
2. Be an Expert
Statistics show that the average person spent 100 minutes every day watching videos online in 2021. Create walk-around videos of the best-selling cars on your website and share them on your social media pages. Explain to the viewer the different features and functions of the car.
Another great way to showcase your knowledge to potential buyers is to create videos answering questions that are frequently asked by car buyers. Video offers a great way to personalize content for car buyers without them physically visiting your dealership.
You can also share simple tips on car maintenance to help viewers keep their cars in great condition. Become a trusted expert your current and future customers can count on.
3. Make the Most of Digital Marketing
To sell cars effectively in the digital age, you must make digital marketing a priority. Research shows digital marketing for cars is more profitable than traditional marketing. Create a great digital marketing strategy and present your dealership to car buyers in the best way possible.
Also, identify your brand voice and stick to it—whether it’s light and informal or serious and professional. Make use of different online marketing tools such as email marketing, social media marketing, and Search Engine Optimization (SEO).
To be successful at selling cars, you have to figure out how to keep people coming back. After you make a sale, follow up with customers and request them to leave a review online, telling people about their buying experience.