There are a lot of reasons why sales people using Automotive CRM mark a deal 'DEAD.' Unfortunately, in the current economy, many potential buyers dealing with a job loss or low credit score are marked 'DEAD' or never make it into the CRM software to begin with!
A CRM record is created for the person with a financing problem for the same reason the info on a 'LOST SALE' is entered for the "Joe" who bought down the street. Why? That individual will at some point buy again. And trashing him simply (almost) guarantees that it won't be from you. Just because a dealership is unable to get someone done today, doesn't mean that same individual won't walk into another store six months from now (after a job change or change in credit status) and buy a car.
So enter those leads -- every one of them. Let your Auto CRM do what it does best, following up with your customers using the finest in permission-based dealership marketing. And when that customer gets back onto a lot, you can be sure it's at YOUR dealership. And when he walks into your showroom, you can be sure he sits at YOUR desk. Unable to finance today? Just DON'T make that deal 'DEAD' just yet!
A CRM record is created for the person with a financing problem for the same reason the info on a 'LOST SALE' is entered for the "Joe" who bought down the street. Why? That individual will at some point buy again. And trashing him simply (almost) guarantees that it won't be from you. Just because a dealership is unable to get someone done today, doesn't mean that same individual won't walk into another store six months from now (after a job change or change in credit status) and buy a car.
So enter those leads -- every one of them. Let your Auto CRM do what it does best, following up with your customers using the finest in permission-based dealership marketing. And when that customer gets back onto a lot, you can be sure it's at YOUR dealership. And when he walks into your showroom, you can be sure he sits at YOUR desk. Unable to finance today? Just DON'T make that deal 'DEAD' just yet!
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