Reduced cost per lead by $75/lead
9% Increase in Lead/Sale ROI
Additional 40 Units Sold
Executive Summary
The store struggling to attract their target audience and had trouble converting the leads into buyers. This client was looking to increase sales, profits and improve the overall operational efficiency, online and in-store.
Within 3 months of working together, Mr. Automotives went from a closing average of 3% to closing 12% of all leads. To achieve this, the client required a more predictable way to attract higher quality leads and better techniques to convert them into high paying buyers.
We significantly reduced their cost per qualified lead (from avg. $100/lead to $15/lead) by developing social media advertising & organic lead generation strategies in-house, and helped convert more leads into deals by implementing CRM & employee management technology. The team was trained to enforce best practices of lead follow up techniques and to use data to interpret the next best step. The store went from selling approx. 10 units/month to doing 50+ units/month.
The store struggling to attract their target audience and had trouble converting the leads into buyers. This client was looking to increase sales, profits and improve the overall operational efficiency, online and in-store.
Within 3 months of working together, Mr. Automotives went from a closing average of 3% to closing 12% of all leads. To achieve this, the client required a more predictable way to attract higher quality leads and better techniques to convert them into high paying buyers.
We significantly reduced their cost per qualified lead (from avg. $100/lead to $15/lead) by developing social media advertising & organic lead generation strategies in-house, and helped convert more leads into deals by implementing CRM & employee management technology. The team was trained to enforce best practices of lead follow up techniques and to use data to interpret the next best step. The store went from selling approx. 10 units/month to doing 50+ units/month.
Reduced cost per lead by $75/lead
9% Increase in Lead/Sale ROI
Additional 40 Units Sold
Who are they?
Who are they?
Mr. Automotives is a small used car dealership with locations in Toronto, Canada and Fredericton, New Brunswick. They offer new and used vehicles and bad credit approvals, specializing in working with non-prime vehicle buyers across Canada.
Store Testimonial
What they had to say?
The Ultimate Hero Story - Case Study
Mr. Automotives is a small independent dealership specializing in non-prime credit approvals and Canada wide vehicle sourcing/delivery.
The Challenges Faced…
Before working with us, this store was far from meeting their monthly revenue goals. This 60 car lot dealership was severely struggling with attracting and converting showroom traffic and thus relied upon purchasing expensive leads from 3rd parties. With many cold leads and forgotten past customers, the staff was challenged with how to consistently engage and convert these prospects into high grossing vehicle buyers.
What Changed it all…
After analysing the stores marketing efforts, we came to the conclusion that we needed to implement more cost effective and predictable lead generation strategies to reduce monthly overhead. By leveraging the dealerships local audience, current website and target market persona, we developed organic & paid advertising marketing campaigns which yielded greater numbers of qualified prospects at a significantly decreased cost per lead. Alongside reactivating past customers and referral campaigns, the team saw a significant increase in the amount of potential buyers.
The dealership had a history of focusing on the lowest hanging fruit and had few consistent lead/sale conversion practices in place. Each to their own sales techniques. Once the store was enabled with a powerful CRM they were happy to see that they no longer needed to receive leads over email or use a pen & paper to take notes.
Now that leads were efficiently organized for the sales team to convert them, the next step was to help increase contact and engagement rates to maintain full sales pipelines. We implemented follow-up best practices by leveraging email and SMS, including automated welcome email/texts, recorded phone calls training, phone scripts, templates, reminders, mobile CRM application, and to make engagement easier and more effective for the sales staff.
The Results:
After only 3 months, the store has turned around into a profitable running dealership. As one of the stores largest expenses was their lead costs, paying approx. $100/financing lead, the store saved many valuable dollars that they were able to reinvest in more effective strategies resulting in as low as $15/lead.
By having a systemized sales process using technology, the staff was more motivated than ever to be enabled with tools to help manage all their leads and sell more. This significantly improved the dealership’s sales culture and empowered the team to make on average an additional 34 phone calls/day to new prospects, past customers and cold leads. The sales team was automatically more productive and had more efficient conversations by using our data proven phone scripts, email and SMS templates/guides.
Our assumption was that a 3% lead/sale closing ratio was largely due to poor lead quality and follow up practices. After establishing strong lead generation efforts along with a systemized engagement strategy, their lead/sale closing ratio increased by approx. 9%.
Today the store is on track to sell over 50 units this month by focusing on establishing value to their potential buyers and past customers. We are very proud of their success and look forward to their next big step.
Looking to growth hack your sales team?
If you are looking to dramatically increase your dealerships ability to convert leads into long term customers and create a dealership environment everyone wants to work at, reach out to the CRMLeads team and we will strategize a holistic solution that works to make selling easier for your team.
