Let's Talk Digital Market Evolution

Three Phases of the Sales Process

There are three phases we have identified in the Digital Sales Process. 

Phase I: Website Traffic
It's no secret today's customer's are educating themselves digitally before visiting the store. The same way a dealership drives floor traffic, it's just as critical that the dealer does the same to drive digital traffic to the website. 

Phase II: Digital Lead Follow Up
This is where DLP thrives. In this phase, it's imperative to focus on quality follow up to convert your digital leads into kept appointments and create an exceptional customer experience. DLP establishes, builds and maintains positive relationships to get them from their initial hand raise to a kept appointment. 

Phase III: Lead Conversion
Once an appointment shows, communication transfers to the dealership. The dealer's internal sales team converts the kept appointment into a sale.  Phase three is all about the dealer's internal sales operations and internal sales process. 

As you prepare for 2020, ask your staff the following questions:

• Marketing Manager: How are leads currently being driven digitally? To what platforms? 
• General Sales Manager: How is the sales team following up with unsold kept appointments? How is the sales team tracking and measuring?