Intro To The 10 Pain Points Internet Sales & BDC Managers Face Every Day Video Series

Transcript

We recently published what we call our “Pain Relief Playbook” which has been hugely popular with dealers across LinkedIn. You may have seen it – it’s titled 10 Pain Points Internet Sales & BDC Managers Face Every Day. Learn How To Turn Each Pain Into Gain To Triple Your Internet Sales.
The Playbook has been so popular, as a matter of fact that we thought it would be a good idea to go through each of the 10 pain points in a short 1½ minute video for those of you who would rather WATCH than READ!
And, of course… we’re not going to just talk about the pain – we’re going to teach salespeople and BDC agents how to use VelocityEngage to solve each painful problem so that you can sell more cars and hold more gross.
You can access the entire 10 Pain Points Video Series on our website under the Videos tab located on the top navigational menu. You can also follow us on LinkedIn to get notified as we publish each short-clip video to our page.
If you have any questions or need help finding the video series, give us a call or send us a message – and we’ll be glad to point you in the right direction.
As always – we appreciate your time and hope you’re having a fantastic day!

10 Internet Sales Pain Point #1 – Dealing With Vehicle Pricing Objections

Transcript

The 1st pain point we cover in the Playbook is how to deal with vehicle pricing objections. It can be difficult for salespeople and BDC agents to deal with pricing objections mainly because they’re not armed with enough information to make them feel confident when responding to objections.
With VelocityEngage, the primary focus in each digital portfolio is the quality and safety of the vehicle. Information such as reconditioning records, multipoint inspections, service history reports, and window stickers are visually aligned to capture the attention of shoppers so that they focus on what really matters.
So, how can salespeople and BDC agents use VelocityEngage to solve the problem of dealing with vehicle pricing objections?
Beginning in the vehicle summary section of the digital portfolio – answer any questions your customer has about the vehicle’s mileage and basic specs. Then move to the four featured modules in this area – let’s say the inspection report, recon records, window sticker, and the CARFAX.

Next, open the inspection report and explain why it’s important. Make sure your customer knows that that your dealership’s inspections are performed by factory-certified technicians.

From there, you would go over the reconditioning records – explaining each repair that was done, while pointing out the dealership’s investment in making the car safe for the next owner.

After opening the window sticker, discuss the vehicle’s safety ratings, factory equipment, and MSRP.

With VelocityEngage, you’ll feel more confident because you’ll have all the information in front of you to answer your customer’s questions. By taking a value-based approach in your sales presentations – you’ll be able to justify pricing by demonstrating that your vehicle is a top-quality, safe vehicle that is going to have a lower cost-of-ownership for your customer.
That’s it folks! I hope you now understand how you can use VelocityEngage to build value in your sales presentation and to justify vehicle pricing.

10 Internet Sales Pain Point #2 – Long-Term Lead Follow-Up Is Painful & Disheartening

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The 2nd pain point we cover in the Playbook is the painful and often disheartening process of long-term lead follow-up.
VelocityEngage digital portfolios are the #1 top performing email template in the CRM – with an average open rate of 70%. They also yield the highest level of customer responses!

Why do they perform so well?

Digital portfolios contain videos, reports, documents, and images in an attractive design – that gets shoppers’ senses involved. They contain relevant and valuable information that shoppers are searching all over the internet to try to find.

VelocityEngage also automatically sends vehicle price change alerts to your dealership’s leads to keep them engaged over the long term – and these alerts contain the digital portfolio with the updated price.

So, how can salespeople and BDC agents use VelocityEngage to solve the problem of painful and disheartening long-term lead follow-up?
Set up your CRM to automatically send a digital portfolio to every internet lead.
When following up on leads, be sure to mention the digital portfolio in your voice and text messages, and every email that goes out to a potential buyer. Have your website provider add banners on the top of your inventory pages making visitors aware of your digital portfolios and the valuable information they contain.
That’s it folks! I hope you now understand how to you can use VelocityEngage to get a much higher rate of connection with your internet leads!

10 Internet Sales Pain Point #3 – Not Enough High-Quality, Direct Website Leads

Transcript

The 3rd pain point we cover in the Playbook is that your dealership does not get enough direct website leads. This is an awful problem because direct website leads are your best leads – with the highest closing rate.
VelocityEngage delivers digital portfolios directly to your website visitors – that are visually appealing and logically organized with a wealth of information such as window stickers, colorful brochures, videos, inspection reports, reconditioning records, OEM documents, lots of photos, and more.

Because digital portfolios naturally transition shoppers through the sales funnel – from discovery and evaluation to intent and purchase – your direct website lead volume will increase dramatically.

So, how can salespeople and BDC agents use VelocityEngage to solve the problem of not getting enough direct website leads?
Display VE icons on all SRPs and VDPs. Make sure the icons are above the fold, large enough to see, and easily accessible without the need to scroll.
When reaching out to leads, be sure to mention the digital portfolio in your voice mails and text messages, and include a digital portfolio link in your emails.
Set up your CRM to include a digital portfolio in your autoresponder so that shoppers will automatically receive price change notifications and an updated digital portfolio.
That’s it folks! I hope you now understand how VelocityEngage can dramatically increase your dealership’s direct website lead volume so that you can get more of your highest closing leads – and sell more cars!

10 Internet Sales Pain Point #4 – Most SRP Viewers Don’t Drill Down To The VDP Level

Transcript

The 4th pain point we cover in the Playbook is that most dealership website visitors that view a search results page (SRP), never drill down to a vehicle details page (VDP) and only visit between 3-4 website pages over an average 2-3-minute session.

This is a big problem because VDP engagement is the #1 indicator of a car deal.

When VelocityEngage icons are displayed on SRPs – they intrigue shoppers so much that dealers see a minimal increase of 30% more drilldowns to the VDP level. VelocityEngage icons are compelling and strategically placed on SRPs – based upon digital experiments across hundreds of dealership websites.

When shoppers see an attractive graphical element that says “Explore All Videos & Documents” or “See The Entire Digital Portfolio” – it makes them curious enough to click.

And when they do… VelocityEngage delivers on their expectations with colorful brochures, documents, reports, videos, and important vehicle records!

So, how can salespeople and BDC agents use VelocityEngage to solve the problem of not getting enough VDP drilldowns from SRP website viewers?
Be sure to display VelocityEngage icons on all your website SRPs and VDPs.
Add banners to the top of your inventory pages to let your visitors know to look for the digital portfolio icon on all vehicle pages.
Send digital portfolios to every potential customer and share them on your social channels.
That’s it folks! I hope you now understand how VelocityEngage helps to drive more traffic from your website SRPs down to VDPs.