Women's Wednesday Archives: Customer Experience/Sales

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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Women’s Wednesday #64: Millennial Women and Your Market Share

Posted: October 4, 2017 by Anne Fleming, Car Buying Advocate

Reshaping The Industry’s Economy The millennial. Individuals born between 1980 and 2000 comprise ‘one of the largest generations in history’. In a recent article “Millennials Coming of Age”, by Goldman Sachs, millennials are not only poised to reshape the economy, but are about to move into prime spending years. Millennials overtook Baby Boomers, ages 51 […]

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Women’s Wednesday #63: The Science of Shopping vs Buying | What it Means to You

Posted: September 13, 2017 by Anne Fleming, Car Buying Advocate

‘Buying a car’ versus ‘shopping without buying’ emits a varied set of emotions for women car buyers. A new Women-Drivers.com study reveals that when there is money in the game, emotions dial up with the heightened sense of commitment. The data reported by women in the 2017 US Women’s Car Dealership Report shows that is […]

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