This article talks about some of the mistakes dealers make when calling car shoppers for the first time to generate auto leads. Making easy-out statements, inability to answer objections, and using product-benefit statements are a few to mention.

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When working on your lead generation program, it’s important to communicate
with potential car shoppers intelligently. More so, if you are calling your prospects
for the first time. There are dealers who commit some blunders when
communicating with customers and this affects your autoautoautoauto leadsleadsleadsleads program adversely.
What are these mistakes? Keep reading this article to learn more.
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Most dealers make it easy for prospective customers to say a curt no by including
easy-out questions or statements when they are calling for the very first time. These
statements or questions include:
� Can you spare a minute to talk?
� Is this the right time and moment to have a word with you?
� Are you free to communicate now?
� Hope you are not pressed with work.
If you ask any of these questions or make an easy-out statement, you are helping
prospects get an easy excuse to say no. It’s true that these questions are polite and
shows that you have respect for your lead’s valuable time. Then, it’s for the first time
you are calling, and courtesy at the cost of persuasion is one of the greatest lead
generation mistakes. Getting potential customers to talk over the phone is anyway
challenging; therefore, do not give them another opportunity to escape so easily.

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It has been found that teams responsible for creating sales opportunities fail to
handle some basic objections. The problem is that most of the salesmen are not aptly
trained in the rudiments of answering objections persuasively. In other words, they
haven’t got exposed to the notion of managing complaints without offending
would-be customers.
Now, what should be done to overcome such problems? First and foremost, lead
specialists should learn to identify objections and create refutations for them. Before
new lead professionals get on the phone, it’s imperative that they are trained
properly and be part of a well-thought-out role-playing session. This way, their sales
skill will be practiced before calling up potential vehicle buyers.
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When calling for the first time, use of product-benefit statements will simply not
work to your benefit. Do you know why? That’s because reluctance to answer sales
calls has been deeply ingrained in the minds of consumers. Therefore, including
product-benefit statements in the initial stages will prove detrimental to the autoautoautoauto
leadsleadsleadsleads generation process. To a potential car shopper, such an approach reveals a
dealer’s lack of effort and creativity.
Instead of approaching a
prospect from the perspective of
a salesman; approach as a
consultant to help in the vehicle
buying process. You can assist in
a number of ways like:
� Educating a customer about
a car model or make that
will give him smooth
mileage and sound engine
performance for years.
� Informing about deals that will be cost-effective for a potential shopper.
� Emailing a piece of content that is relevant and addresses specific car buying
problems
So, you see it’s all about the right approach and smart ways of persuading your leads
so that they are converted into sales and well-paying clients.