Automotive and Change
The automotive industry is undergoing a revolution. 15 years ago, it was unthinkable to sell cars online. Then came Tesla. Then came BYOD. Who's next?
Car buyers are driven by emotions and while the automotive industry has excelled at mastering in-store experiences, the battle for customer attention is shifting online.
New ways of buying, new channels, new expectations. In order to stay on top of their game, automotive companies require access to data that allows them to engage their customers in a relevant manner on many channels. The collaboration with sales teams and dealerships is still not ideal, particularly in a matrix setup where demand is often driven at the HQ level, and collected data isn't always shared.
Insights into the buying behavior, preferences in terms of models and features are as important as it is to get the timing right. Otherwise, the next (online) dealership is just a click away.
Industry specific challenges.
⚡ Steady shift towards online sales and online decision making makes it harder to meet with customers. Gaining visibility into online behavior and decision making and research, is key.
⚡ Low margins on car sales, requires the sale of add-on services such as premium care, add-ons or financial services.
⚡ High volume of leads - not ready or able to buy - makes sales focus and lead hand-off a real challenge.
⚡ A matrix setup, often with independent dealerships, leaves marketers guessing what happens to leads they are generating. The feedback look is poor and lead quality is often unclear.
⚡ A highly experience driven and emotional purchase decision, requires a personalized engagement via email, ads, and on other channels.
⚡ Crucial data to understand the customers' interests in models, options and add-ons, is missing to steer marketing campaigns.
How SalesWings supports the Automotive Industry
🏆 Behavioral segmentation and identification of interest in models and features, allows for highly targeted marketing campaigns (owned and paid). This results in high email engagement rates, stronger ROI of paid ads, and more marketing driven pipeline.
🏆 Reliable and user-friendly lead and contact scoring accurately identifies buyers that are most likely to buy. Leads can be reached by sales prior to the competition, increasing win rates while ensuring consistent focus.
🏆 The identification of buyers showing interest in add-on services and products in Salesforce, allows to increase revenue from existing customers.
🏆 SalesWings real-time notifications allow to send sales-ready leads to the dealerships, while lead scoring allows to validate the leads are sales ready.
