I drive a 2005 Nissan Sentra. It’s a great, reliable car with just over 100,000 miles on it.
But it’s 10 (almost 11) years old. It’s showing its age. I’m ready to upgrade.
After looking at cars online, I decided to spend a lunch hour at a nearby Auto Mall (I guess that’s the colloquial term for 7-8 car dealerships all tucked into the same street).
I’m looking for a compact economy car – nothing flashy. Although compared to my Sentra, just about anything new is going to be comparatively flashy. I’ve decided I want to look more closely at Hyundais, Kias, and maybe Mazdas.
So yesterday at lunch I drove into the Hyundai dealership. After cruising the parking lot for a minute, I stopped behind a Hyundai Accent that was parked next to an Elantra GT. These were two of the cars on my list, so it was a perfect opportunity to compare. I kicked the tires and peered in the windows, compared the sticker prices, and got back into my trusty rusty Sentra and pulled over to the parking places in front of the showroom.
As I walked up the steps to the showroom, I got a nod from a sales guy out front who was more interested in his phone call than selling a car at that moment. No problem, I opened the door and went in. There wasn’t an Accent or an Elantra in the showroom, so I busied myself with the snazzy, sporty Hyundai Veloster.
I opened the door, sat in the driver’s seat, sat in the back seat, went around to the passenger side and opened the nifty third door to see how that worked. I opened the hatch back and figured out how to put the back seat down for more storage area. I got back in the drivers seat and found all the switches and buttons and gadgets and was duly impressed.
I was in and around that car for 10-15 minutes, and I was NEVER accosted by a sales guy (or gal). Not once. There were guys sitting at desks with their smartphones, no doubt following up on important leads and not Facebooking or playing Words With Friends. In either case, they were ignoring a warm body right there in their showroom, obviously interested in what they had to sell.
I left, and I didn’t buy a car. Honestly, I won’t really be in the market for a few more months, but I daresay they couldn’t tell that by looking at me – if they indeed looked at me.
Are they treating each caller that dials in to your business as a sale ready to happen? Or are they distracted with the latest Angry Birds iteration and not really paying attention?
You may have quality assurance measures in place, which is great. Convirza’s Call Quality Monitoring software can automatically tell you which agents are performing well and which calls are converting to revenue through our powerful Conversation Analytics engine. It automatically analyzes the calls that come in to your business and tells you which are converting, which agents sales skills need some polishing, and much much more.
In fact, it measures nearly 50 indicators to give you deep data as to what’s happening on your calls.
In addition to analyzing the calls that come in, it uses call tracking software to attribute what caused those people to call you in the first place. Did they see your yellow pages listing? (Unlikely, it is 2015 after all.) Did they see your PPC ad on Google? Bing? How about an organic search or even a TV commercial? We’ll tell you that too.
And then we’ll automate marketing actions based on the attribution and analysis of those calls. Is a PPC ad producing lots of calls that are converting at a high rate? Automatically increase your bid amount on that ad or keyword to increase your leads.
Are your sales guys failing to close the deal, even when the customer is sending strong buying signals? Those are what we call “Missed Opportunities” and you can automatically update your CRM to schedule a call back, or send a supervisor an email.
Attribution. Analysis. Automation. We refer to these as the three A’s of Call Marketing Optimization. Give us a call, we’d like to talk to you about it further and schedule a demo or free trial of our system.
Just think, if the Hyundai dealership hadn’t ignored my strong buying signals, I might have a nice new car today.