Historically speaking, vehicle sales trends are on the rise after the downturn of the economy. Year over year, we see more vehicle sales in the automotive industry. But even with these increases in sales and more shoppers in the market, automotive dealerships still have to find ways to attract qualified buyers. Here are three easy steps to find and entice ready-to-buy prospects right from your database.
Find Qualified Buyers
Typically buyers start to think about trading in their current vehicle between years three and five of ownership. Traditionally, the body styles have evolved and vehicle technology is better, making the newest model years more desirable. Also, during this period of ownership, the consumer typically has built equity in their current vehicle. So, look into your database for customers who are in a positive equity position on their current vehicle and have owned it for at least three to five years. If you aren’t able to find this information on your own, there are plenty of companies out there who offer a service to help.
Utilize Smart Marketing
Once you’ve identified ready-to-buy customers, you’ll want to reach out to them with strategic marketing. If they are currently driving a model that has been redesigned or your OEM has recently rolled out a new and improved technology system, be sure to leverage this as content in your marketing. Also, if the customer will be able to upgrade their vehicle for no additional cost per month, you’ll want to include that information, as well. It’s important you use your relationship with this customer to bring them into your store; using too heavy of a sales tactic may actually scare them away.
Benefits of Timely Marketing
Communicating with customers about their current equity position is a great way to boost summer car sales. Not only will you move more new car inventory, but you’ll also stock your pre-owned lot with quality vehicles from your customers.
If you’re looking to increase summer vehicle sales, finding and enticing positive equity buyers is a great way to re-acquire current customers and get them back into the purchase cycle.