New research quantifies how quickly sales teams stop pursuing
leads; and how many of those leads continue to shop.
PORTLAND, Ore., July 15,
2024 /PRNewswire-PRWeb/ -- New research on sales
process data across U.S. automotive dealerships sheds light on the
opportunity for "hidden" leads in dealership CRMs.
"So often dealerships call for more leads
when there's existing opportunity already in their database."
Foureyes, who conducted the analysis, defines hidden
opportunities as:
- Sales leads marked "closed-lost" (or similar statuses like
"lost" or "bad") by dealerships in their CRM
- Despite being "closed-lost," the leads are still actively
engaging with the dealer's digital properties
They are "hidden" because of the tendency for dealerships to
stop prospecting these leads.
So, just how quickly are leads being marked "closed-lost?"
In the first half of 2024, the Foureyes research found that lost
leads were marked as such within 21 days (median) of contacting the
dealership. This number slightly changed depending on how these
leads contacted the dealership, with internet leads (20 days) being
marked lost slightly faster than phone ups (22 days) and showroom
ups (22 days).
Leads that inquired about used vehicles (21 days) were marked
lost slightly faster than those interested in new vehicles (22
days).
How many "closed-lost" leads still engaged with the
dealership?
On average during this timeframe, "closed-lost" sales leads
accounted for:
- 13.3% of all sales leads who returned and shopped the dealer
website
- 15.7% of all sales leads that clicked into emails* sent by the
dealer
"We hope this data helps dealerships see the sales opportunities
that already exist in their CRMs and sales process today," said
David Steinberg, CEO of Foureyes.
"It's just hard to spot without being able to see if someone is
still actively shopping or not."
About Foureyes
Foureyes is sales assistant software that helps dealers work
their leads so sales teams can get back to closing more deals. It
uses AI and connected data to work alongside dealership teams and
their existing processes to automate lead logging, follow-up based
on inventory price changes, and alert for salespeople when
in-market leads return to dealer websites.
Matt Inda, Foureyes, http://www.foureyes.io, 971-352-3494,
matt.inda@foureyes.io
*Based on email activity Foureyes tracks through its
Prospect Engagement email solution.
Media Contact
Matt Inda, Foureyes, 1
971-352-3494, matt.inda@foureyes.io, www.foureyes.io
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SOURCE Foureyes