Dealer response rates to online leads vary significantly, from 2% to 23%. A study of over 30,000 leads found that dealers who directly contacted customers, provided a price quote, and confirmed vehicle availability within 24 hours of receiving a lead closed sales at a rate 4 times higher than those who did not take these actions. Key actions for dealers to improve their lead conversion rates include responding quickly, offering multiple vehicle and price options to customers, and following up with phone calls after initial email contact.

1. Dealer close rates vary from one dealer to the next… Some as low as 2%, while others are as high as 23% What Dealer actions generate more sales, more often?

5. LMP Scoring Index

7. Successful Email Templates

10. Successful Email Templates Providing Reasons to Act Quickly (urgency) Dealer Differentiation (why buy here) Offering Alternatives Vehicles to Consider Confirming Vehicles in Inventory for Delivery Offering Next Steps, Setting Expectations Quoting Prices on Multiple Vehicles

12. Customer goes online and submits Lead Internet Sales Specialist ISS) reviews lead, selects 4 vehicles for Price Quotes BDC Staff makes initial phone call, collects customer info, sets up an appointment for the ISS If no appointment, ISS Contacts customer and seeks appointment and/or agreement