The customer behind the electronic-up
What you need to know to close the deal
By Dennis Galbraith, J.D. Power and Associates

While using the Internet as part of the automotive buying process is at an all-time high, the percentage of new car shoppers who send an electronic lead remains low. In fact, two out of three online shoppers will never submit a quote request. Instead, most people will call or walk into the dealership to continue their shopping process. So what distinguishes a lead sender from the majority of online shoppers? What motivated them to send a lead? Knowing the answer to these questions will give you a better understanding of the customer behind the electronic-up and may just be the information you need to close more business.
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Searching for traffic, finding a partner
Choosing a local search management vendor
By Isabel Sopoglian

The old saying, "If you want it done right, do it yourself," applies to many things. But can you do it alone when it comes to search engine marketing? If you are ready to drive more traffic to your website but are concerned about the complexity of the ever-changing search engine marketing game, now may be time to consider a partner who specializes in local search management.
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Phone-ups
Customer calls pave the way to a visit, and a sale, if properly handled
By Fred Haney

Some car shoppers begin the buying process by driving to the dealership, where they can see the vehicle up close and take it out for a spin. Most customers, however, prefer to call and learn about the features that interest them before scheduling a test drive. Understanding how to manage the conversation, and remembering that most walk-ins begin with a phone-up, improves the odds of converting a phone-up to a walk-in, and a walk-in to a sale.
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