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Why you should work deals, not leads

Why spend valuable hours chasing leads when you can proactively work deals right from the start?

Conventionally, a vehicle sale kicks off with a lead, which ideally transitions into a deal. This may seem straightforward, but in reality, it’s far from it. The pursuit of most leads often feels like an endless chase, leaving much to be desired. Think about it—how many hours has your team invested in phone-tag this month? How many emails remained unanswered, despite the customer’s information being marked as a hot lead?

At Gubagoo, we’ve made great strides to modernize this process, redefining success for the automotive industry when it comes to digital retailing. In this article, we will share some of those tips with you. We set out to find a way to reduce the time your sales team spends chasing leads in order to grant them the freedom to excel at what they do best: selling vehicles. We found that the solution to these challenges is both simple and revolutionary—your team must shift their focus to work deals, not leads.

The Problem: Leads ≠ Deals

Leads vary, with some offering minimal details and others providing extensive information. Regardless of the content, the traditional sales approach involves a time-consuming cat-and-mouse game with the customer, essentially “chasing” them down. The return on this time investment is often minimal, creating a classic risk vs. reward scenario—how much time and money is spent pursuing a potential customer only for them to lack genuine interest?

However, even if the customer is interested, many dealerships struggle to effectively utilize their resources when the customer arrives at the dealership. The challenge intensifies when what a customer sees online doesn’t match what they see in your showroom—many providers claim the ability for a customer to start a deal online, but are they merely detailed leads if you have to rekey everything?

In contrast, a true deal provides a substantial head start in the sales process. Instead of starting from scratch, working a deal gives you the advantage of already having comprehensive customer information and preferences at your fingertips. Rather than chasing down contact information, your team can seamlessly transition into working with customers who are ready to make a purchase.

The Solution: How to Focus on Deals

This is where we get to the good part, and tell you how Gubagoo has mastered the art of streamlining your sales processes by focusing on deals instead of leads. It’s not really a secret; we’ve revolutionized the game by transforming leads into deals from the get-go, giving our dealerships a head start to focus on the core of their business: selling cars. 

Here are three tips to help you do the same:

Tip #1: Embrace truly seamless integrations.

Say goodbye to providers that don’t seamlessly integrate with your systems, eliminating the time-consuming task of re-entering information. Opt for solutions that seamlessly integrate with your existing tools that create a smooth flow of data between your online and in-store experiences.

Tip #2: Provide penny-perfect payment estimates online.

Bid farewell to payment inaccuracies causing dissonance in the dealership. We’ve had great success with our real-time lenders and instant approval processes. Offering penny-perfect payments eliminates guesswork, ensuring precise and surprise-free transactions.

Tip #3: Analyze your workflow for growth opportunities.

Evaluate your existing workflow and pinpoint areas for improvement. Identify which aspects of the sales process consume the majority of your resources and strategize on how to use your existing solutions more efficiently. Collaborate with your team to determine what’s working, and what’s not.

The Conclusion: Work Smarter, Not Harder

In an industry where time is of the essence, opting for smarter strategies isn’t just a choice—it’s a necessity. We empower you to revolutionize your approach by placing deals at the forefront of your strategy, creating a future where efficiency reigns supreme. Why spend valuable hours chasing leads when you can proactively work deals right from the start?

Attending the 2024 NADA Show? Visit Booth #2941W and explore the potential of Gubagoo—a solution that not only streamlines processes but transforms the way you do business. Embrace the future, where deals lead the way.

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Victoria Lieber
Victoria Lieber
Victoria began her career with Gubagoo 7 years ago as a Client Success Manager, helping the leading messaging and digital retailing solution's clients successfully communicate to and do business with their customers. She also spent several years leading industry training sessions, which has led her to her current role as Gubagoo's Content and Communications Strategist. In her free time, she enjoys reading, writing, kickboxing, and spending time with her loved ones. She is passionate about animals and has a "mini zoo" of her own, which includes a hound dog, an orange tabby cat, a reptile tank and an aquarium.

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