Time is always an important factor in the car buying process. The generalized view of a tedious and complicated car buying process still exists. Consumers still think that buying a car means spending an entire day in a dealership negotiating prices, signing documents, processing payments and taking test drives. But it’s not always the case.

Some dealerships have many time-saving processes. Those who are still lagging behind should embrace these processes. Here’s how auto retailers can save customers time and improve the car buying process.

1. Offer solutions, not products

Vendors in dealerships should adopt consultative selling and avoid directing customers to a vehicle. Buyers want to connect emotionally with their cars. Salespeople should explain to them how specific features of the car will meet their needs. They should ask questions like:

  • What characteristics are you looking for in a car?
  • Do you prefer a particular model or brand of car?
  • Who will drive the vehicle most of the time?
  • How do they intend to use the vehicle?

Getting answers to these questions will eliminate confusion and save car buyers time, thereby improving the overall car buying process. Buyers also feel good when they know a seller has their best interests at heart.

2. Offer home services

Auto retailers can speed up the car buying process and provide customers with a better in-home service experience. Customers can complete all other processes online and have cars delivered to their doorstep for test drives.

Other in-home services that dealerships can offer include trade-in appraisals and car maintenance. When you speak with customers of Toyota of Kirkland, they expressed their appreciation for the ease of services such as trade valuation. They use Toyota’s free trade-in valuation tool which only asks one person to insert specific information to get a fair estimate.

3. Optimized websites

A dealership’s website needs to offer the best customer experience to turn prospects into customers. It should contain all the useful information that car buyers would find in a physical showroom. This can include information about warranty, financing, and insurance.

Customers should also be able to schedule test drives online – the process should be as transparent as possible. Dealerships should have experienced salespeople running their websites and social media accounts to capture car buyers early in the sales cycle. This would help avoid lost sales and disengaged customers.

4. Personalized marketing

Dealers must categorize customers and send them personalized messages. Customer segmentation allows companies to better use their marketing budgets. They have a better understanding of the needs and wants of their customers and gain an advantage over competing companies. Customer segmentation also allows dealers to focus their marketing on the people most likely to purchase their products and services.

This tactic saves auto retailers time by allowing them to focus on strong leads. It also prevents them from bombarding their loyal customers with irrelevant information that could scare them away.

While implementing the tips above to improve the car buying process, keep this in mind: the more time car buyers spend on your website or at a dealership, the more likely they are to to buy.


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