Women's Wednesday Archives: Customer Experience/Sales

Women’s Wednesday #85: 8 Tips to Hire Saleswomen to Build Dealer Sales & Retention

Posted: November 7, 2018 by Anne Fleming, Car Buying Advocate

A recent national report “Women Car Buyers Rate Women Consultants Higher in Dealer Reviews” shows that these buyers experience higher satisfaction and improved customer experiences when they work with female consultants. A more trusting and engaged consumer experience leads to higher CSI scores, reviews and retention. Here are 8 suggestions to help dealers hire more women to the front-line team.

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Women’s Wednesday #84: How Your BDC Can Minimize Leakage with Digital Customers

Posted: October 17, 2018 by Anne Fleming, Car Buying Advocate

Did you know that less than 6 in 10 women car buyers report not being satisfied with the initial greeting at car dealerships? Last week, we discussed how to improve in-store guest engagement with 7 ‘face-to face’ suggestions. However, when the initial interaction is via email or social media, your response is no less important. Digital communications have the advantage of being read when your customer has the time. It can actually be more relaxed and as effective as an in-store visit.

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Women’s Wednesday #83: The Bad News About Customer Greetings at Dealerships

Posted: October 3, 2018 by Anne Fleming, Car Buying Advocate

How do your consultants greet women customers when they come in the door? Does the content, context and tone of a greeting make a difference in the interaction? Dealerships spend so much time working toward showcasing a positive resumè of reviews. However, a new national report from JoinWomenDrivers.com shows that less than 6 in 10 women are satisfied with the initial greeting and do not have a favorable first contact at car dealerships. The real-time impact of this is loss of brand credibility and concern on the part the customer.

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Women’s Wednesday #81: Do You Meet Expectations for Long-Term Retention?

Posted: August 22, 2018 by Anne Fleming, Car Buying Advocate

When it comes to creating a successful sale, customers’ experiences matter from the moment they first engage with a dealership online or in person. Repeating successful experiences requires careful tracking and analysis of each experience to understand which experiences create success. Having that scalable success is the dance of sales, and finding an impeccable team to do this continually is what is required.

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Women’s Wednesday #80: Be a Solution Specialist, Not a Salesperson

Posted: August 8, 2018 by Anne Fleming, Car Buying Advocate

Do you have sales personnel or solution specialists at your dealership? Is there truly a difference between the two terms? Can changing the language you use really increase your sales? When selling to women, language can make all the difference between a successful customer engagement and sending a prospect out the door.

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Women’s Wednesday #78: How Trustworthy is Your Dealership?

Posted: July 11, 2018 by Anne Fleming, Car Buying Advocate

Women make a full 45% of new consumer car purchases—that’s no small market. And when it comes to making these purchases, this market tends to consider much more than just cost. Price is definitely a component of their decisions, but emotional factors such as trust of the sales consultant and dealership are much higher on the priority scale.

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Women’s Wednesday #74: Unconscious Bias Doesn’t Just Happen at Coffee Shops

Posted: May 2, 2018 by Anne Fleming, Car Buying Advocate

Unconscious behaviors of your front- and back-end teams can be difficult to recognize, but they can make the difference between a successful transaction and one that fails. Taking the intentional steps to recognize unconscious bias when it comes to women has a direct, positive impact on your store’s bottom line.

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Women’s Wednesday #72: Cracking the Car Code for Selling to Women

Posted: April 4, 2018 by Anne Fleming, Car Buying Advocate

Pre- and post-purchase analytics are the key to cracking the code for selling to your #1 buyer: women. Women are buying 45% of all vehicles today, which translates to 819 total vehicles per year at an average new car dealership. Yet most business leaders still don’t celebrate this market, nor do they undertake mining data to advertise and sell directly to women.

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Women’s Wednesday #71: Trust is the #1 Factor!

Posted: March 30, 2018 by Anne Fleming, Car Buying Advocate

In our most recent blog, we reported that trust is the #1 factor for women in determining where they buy and service their cars. Yes, there’s a direct parallel between increasing trust to increase sales. But trust can be a nebulous concept.

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Women’s Wednesday #65: How Can You Increase Your Sales to Women?

Posted: October 18, 2017 by Anne Fleming, Car Buying Advocate

One Size Fits All No Longer Applies According to the NADA, new vehicle revenue in 2016 was $995 billion, and sales to women accounted for $445 billion of that revenue at new car dealerships. With women buying 4.5 of every 10 cars, how can you increase your sales to women by 7% to 10%? Ten […]

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