Best Live Chat Software for Business Websites

Gaging a Leads Level of Commitment

In our last discussion, we reviewed how the chat widget can be of strategic importance.  Equally important is the response from your representatives.  In this issue, we are not trying to tell you how to sell cars, you already know how to close.  But it is important to consider the user experience from the strategic selling platform, conversational marketing.

Key to success, when a lead comes through the chat experience, the psychology of live chat establishes a baseline relationship.  It is true and important that your reps appreciate that the potential buyer is a warm lead.  There is no barrier of introduction – to them, they have passed the point of a normal introduction.

4 Follow-Up Points

For the car dealership, here are 4 key follow-up elements.

  • They have already been qualified.

    Over the years, it never ceases to amaze us how even at 2AM, buyers visit one of our dealerships and as they walk through our automated chat widget, they believe they are talking with and building a relationship with a human.  Chat offers a unique touch point, the buyer has full-control of the conversation.  They can leave at any time, without push-back.  Asking qualification questions at the right time, encourages buyers that your dealerships respects their time.  And finally, asking for a timely call-back that works for their schedule, not the dealerships, underscores your commitment to them.

    The result of this simple widget is a relationship, that when coddled appropriately, closes.

    This is why you need to come to where they are – looking for you to solve their problem.

  • You’re not selling, you are fulfilling. 

    Essential to success is to begin the call at exactly the time they scheduled a call-back.  So important.  Do not call randomly – this call-back is the psychology of delivery – you are doing exactly what you told them you would do, call-back at a time of their choosing.  Then always ask them if the time they scheduled still works for them.  Confirmations build steady commitment.

  • Assure they are qualified.  

    Be sure your reps have reviewed the STIPs response email sent to each lead who schedules a call-back.  These STIPs are the key to follow-up as they outline your position.  Some sample starts might be:

    “It says here you can put down $100, our guaranteed program requires $500 down, are you in a position to do that at this time?”  If not, they are not qualified for the program.

    Or “You have a trade over $500, that is great, you are qualified – the next step is to schedule you out to sit down,  it usually takes about 45 minutes and you can drive away in your selected vehicle, but we need to assure you bring the following with you:

    • Proof of Income (W-2 Employer)
    • Proof of Income (Self-Employed)
    • Proof of Income (Fixed Income)
    • Proof of Income (Unemployed)
    • Proof of Residence
    • Proof of Bank
    • *MUST have a VALID form of Identification
    • **$500 Minimum Cash Down or Trade Equity
  • Schedule a time to meet

    Once you have confirmed qualification, schedule a time to visit your dealership.  Do not talk about their next vehicle or what they qualify for – get them to come into see their available options.  That is when the selling begins.

    In summary, the level of commitment from a JOLEADO Chat is higher than that of a lead or application form.  The relationship has confirmed a call-back at a specific time.  Confirm down payment, cover STIPS, and once qualified, schedule a time for dealership visit.

    Learn specifically how JOLEADO can work for your dealership by watching our 2-minute overview video here www.joleadocredit.com , then try our no obligation free trial to see if JOLEADO Conversational Widget can work for your dealership.

Want to amp up for a strong weekend on the car lot? This widget will help

As Amazon jumps into the used-car sales market, dealerships are looking at more and more ways of doing business, differently and more effectively. Dealerships are embracing JoyDrive and other strategies, but is the buyer prepared to purchase “completely online”? The data suggests, yes, consumers are warming to purchasing their next vehicle completely online. This is no surprise given recent trends in online consumption.

Still, human relationships will not be driven away from the buying process, even if contained inside of a live chat, the introduction to human interaction into your selling process makes or breaks a sale at the crucial moment – the emotional connection to the buyer.

For the car dealership, here are 3 important buying trends that can improve your competitive advantage.

1. Target Your Buyers, Be Strategic
By targeting your specific buyer, dealerships gain personal trust that is crucial when closing those extra cars sold per month that make the difference between a good month and a great month.
2. Welcome the Credit Acceptance Buyer
Here at JOLEADO, we offer a simple chat widget that easily integrates with your website which targets the Credit Acceptance buyer with ease and the ever-important personal touch. Dealerships use the subtle, albeit strategic widget to welcome the Credit Acceptance buyer and assure them that they are welcome with determined ease to get them closed.

  • “What type of vehicle are you looking for today?”
  • “What monthly payment can you afford?”
  • “How much can you put down for a down payment?”
  • “What is your employment status?”

By automatically asking customers relevant to the car buying process, JOLEADO’s chat widget helps your sales team save time and convert more qualified leads.
3. Engage using the human-touch
Over the years, it never ceases to amaze us how even at 2AM, buyers visit one of our dealerships and as they walk through our automated chat widget, they believe they are talking with and building a relationship with a human. Chat offers a unique touch point, the buyer has full-control of the conversation. They can leave at any time, without push-back. Asking qualification questions at the right time, encourages buyers that your dealerships respects their time. And finally, asking for a timely call-back that works for their schedule, not the dealerships, underscores your commitment to them. The result of this simple widget is a relationship, that when coddled appropriately, closes. So, whether you are already selling your targeted used-car quotas or not, featuring the JOLEADO widget on your dealership website will pump up your monthly quotas.

Remember these 3 key points:

  1. 1. Target Your Buyers, Be Strategic
  2. 2. Welcome the Credit Acceptance Buyer
  3. 3. Engage using the human-touch

3 Steps to Generate More Qualified Leads for Your Car Dealership

Streamline your lead generation process by using conversational marketing to specifically target your customers’ needs.

The car dealership industry is vastly different and modernized from where it was just a few years ago. For example, instead of customers walking through your dealership doors and talking through which vehicle fits their situation, they can now visit your website and scroll through your inventory online.

The loan qualification process for car dealerships has also become much more advanced. Pre-approvals for multiple credit partners can be completed using a single application. But which credit partner is best for the specific buyer without multiple credit reports? And how to adjust your inventory demands for specific markets? If you don’t utilize the latest technology, you risk leaving money on the table.

Keep reading for how to target a specific buyer using conversational marketing – a free flowing, 24/7 qualification dialogue from your website for buyers who need access, but whose situation puts them in the low income, high risk pool.

Step 1: The Psychology of Engagement

Let’s visit your public website. Your live chat call to action is positioned and works well, but requires a call center or some bot to respond for 24/7 support. When you open end your call to action to something like “How Can We Help You?” – your process risks a less effective approach to targeting consumer expectations.

Instead, a clear call to action provides the consumer with a specific, targeted market “Bad Credit? Click Here” – this targets a specific buyer.

The expectation is pre-defined and thus chat is no longer just a platform for your customer service team to reply to support requests, but a lead generator to satisfy the targeted consumer.

The result of this targeted call to action is a buyer that feels well taken care of – THIS dealership respects my time and my position. It is a completely different way of thinking about consumer engagement – the phase II of Live Chat software and it has proven that it works, very well.

Step 2: Rethink the SubPrime Consumer

The subprime consumer is NOT a risk to your new vehicle brand. Many franchises make this mistake – and we have proven this is not the case when JOLEADO is a call-to-action on your website. This targeting of the subprime consumer works to expand your used car sales, while offering the new car buyer a better deal for their trade-in.

The SubPrime buyer for the Franchise will go to the independents when not coddled or shown their business is welcomed by your franchise. Joleado combines automated chat and customer relationship management software to send appointment and financial details directly to your finance department.

While your reps are not on the lot, your leads can book appointments, tell you which car they are interested in, and what they are able to pay monthly.

This saves your sales reps time and effort so they can focus on selling cars.

Here is a quick overview of what the Joleado’s chat widget offers:

  • Use our automated chat functionality on your dealership’s website
  • The widget walks through the consumers qualifications
  • The widget will schedule a call-back appointment
  • View and export completed credit application forms that you can send to CAPS (Credit Acceptance Processing System), Excel, email, or PDF.

With an intuitive dealer management platform, your sales reps will spend less time on their computers and more time servicing the buyer.

Step 3: Expand your pre-owned marketplace

By utilizing the power of Joleado’s conversational marketing platform, what you will see is your pre-owned applications will go up, thus your pre-owned sales will rise.

“When we began to market to the subprime marketplace using JOLEADO we saw a rise from 5% to 50% of our pre-owned business was subprime. This has made a huge difference to our franchise, market directly to this buyer and they will come to you and buy.”

General Manager – GM Franchise

And the majority of online customers prefer chat over every other communication channel to get answers and schedule meetings to learn more about your business.

Here at Joleado, we offer a simple chat script that easily integrates with your website which allows car sales professionals to know specifically how to close this type of buyer. Because the JOLEADO widget is a targeted market, the selling process is learned quickly and onboarding the buyer to the Credit Acceptance program is learned and repeated.

By automatically asking customers relevant to the car buying process, Joleado’s chat widget helps your sales team save time and convert more qualified subprime leads.

Learn specifically how JOLEADO can work for your dealership by watching our 2-minute overview video here www.joleadocredit.com , then try our no obligation free trial to see if JOLEADO Conversational Widget can work for your dealership.

Close More Credit Acceptance Contracts

March 14th, 2019IN credit-acceptance-blog by
chat_preapproved

Close More Credit Acceptance Contracts

If you’re a dealer working with credit acceptance, we know that around 25% of your applications end up closing. What if we could increase those sales with no change to your existing workflow?

Preapproved_image

joLEADo is a chat widget that fits on your website.What we’ve done is taken the credit acceptance application and broken it apartinto a series of questions and integrated these questions into an automated chat. When a customer enters a chat by clicking on the widget, the system answers immediately and begins to ask each question from the credit acceptance form.

This is called conversational marketing, and it works because it’s accessible and welcoming to the customer. Dealers currently using joLEADo have found that putting the chat button on their website drastically increases the number of incomingcredit acceptance applications.

And more applications – more business.

And again – this process is 100% automated – the system is receiving apps 24/7 with no sales reps required.

joLEADo doesn’t stop there – after completing the form,the system also prompts the applicant to schedule a follow up appointment to gain an additional level of commitment. For example, you can see this particular dealership prompts customers to schedule a 10-minute phone call, right inside of the chat.

Therefore, joLEADo not only increases the number of appsreceived – it also works to increase your conversion ratio. The system requires no setup and is easy to use – after a chat is completed, the system emails you immediately with a record of the form and details of the appointment time. It’s that simple.

If desired, reps can also loginto the back-office of joLEADo and access the application records, appointment calendar, as well as export features for CAPS integration.

Learn more at www.joleadocredit.com