50% of Leads are converted to a Test Drive. Only 20% of all dealership leads are converted to a Sale. What is happening with the other 80% of your leads?
Live Leads has always been an awesomely effective method of remarketing to your captured leads who have not resulted in a sale. Over the past few months we've been working on integrating the Live Leads remarketing process more tightly into the Sales Pipeline process.
Create Live Leads right from your iPad
Streamline the process of building Live Leads by building direct from your iPad
New improved Virtual Demo MP4 Videos
The new Live Leads templates feature the new AutoPlay MP4 videos which feature better transitions, backing music and are much tidier when viewed on mobile devices.
Adjust listing order by dragging & dropping Listings
Take advantage of the touchscreen to easily change the order in which your listings will be displayed on your Live Leads eDM
Follow up each lead manually or set an automatic threshold
When sending the Live Leads you can choose whether you want to decide manually what to do with each Live Leads recipient when they view an email. Alternatively you can set up an automatic threshold which will automatically create a follow up action in the Sales Pipeline when the recipient meets your threshold (e.g watches 3 videos)
Send Live Leads to Contact Groups or build your recipient list on the fly!
As always you will still be able to close leads to a Contact Group to send Live Leads. However now you can also choose to build your recipient list on the fly. Simply click on the Build Recipient List button to select from your Leads or Prospects who you want to email. You can use the following filters to build your recipient list;
View Results after sending Live Leads
You can easily view a summary of who opened the Live Leads eDM from the Live Leads Dashboard screen. Clicking on the graph icon will allow you to view individual recipients who opened the email, or viewed a video.
View which recipients watched which videos
Tap on the > next to the video views in the Video column to see which videos the recipient viewed on your Live Leads email
360 degree view of customer activity
From the Live Leads screen you can tap on the customers name > to view all the activity loaded against that customer. Clicking on the > in the Lead/Prospect column will link you directly to the Lead so that you can refresh your memory on the lead that resulted in the customer being sent a Live Leads eDM.
Select the recipients of Live Leads you want to follow up on
If you did not opt to set Auto Follow Up then you will be able to tick each recipient by tapping on the Selected column. If you have previously actioned this recipient the tick will turn grey, and the action taken will appear in the Action Taken column.
Select recipients to action in bulk
Tap on the tick icons to choose to follow up in bulk. Select All recipients, those that Opened Email or those the Viewed Video
Easily create follow up events in the Sales Pipeline Dashboard to follow up at a later date
Tap on the + icon to schedule follow up. The system will then automatically detect if the lead was Open or Closed and act accordingly. All Open leads will have a calendar event created on the existing lead, whilst for Closed Leads a brand new Lead will be created with a calendar event set up.
You will be prompted to follow up with recipients who interacted with your Live Leads
When you return to the Sales Pipeline Dashboard you will see a calendar event labelled Viewed Live Leads at the scheduled time/day. Opening the Lead will show the incomplete follow up in your Next Action section of the lead detail.
View which vehicle the recipient viewed
Opening the calendar event to follow up will display which listings the customer viewed on your Live Leads eDM and how many times.
The new Live Leads process streamlines the act of remarketing to interested customers, and can be used whether you prefer to close leads as lost, or leave them open forever.
With the Automatic Follow Up threshold set this can happen dynamically - further saving on follow up time spent asking your sales team to follow up interested customers, and allocating them out new leads.
To utilise the new Live Leads process we need to activate your account. If you are interested in utilising the new, improved Live Leads process when it's released please contact email@example.com and we'll get it set up for you.
July is nearly upon us and with it will come version 17.2 of the AutoPlay Studio for Desktop and iOS. The release is being tested as we speak and is on schedule to be pushed out to our customers in the first couple of weeks of July. As always we'll push out more comprehensive release notes once the exact release date is confirmed, but for now enjoy a sneak preview of some of the functions we've included in this quarters development.
At this stage the release is due to be released in mid July. Make sure you keep an eye out for our full release notes closer to the release date.
If you want to find out more about any of the improvements listed above please email firstname.lastname@example.org
A few months ago we shared our development plans with regards to rebuilding the AutoPlay Studio to be a HTML5 app instead of using Microsoft Silverlight. You can read more about it here.
We had planned to be starting development on this project in the middle of Q3 in order to deliver a finished product in early 2018. Unfortunately due to a number of number of opportunities that have come up we've made the difficult decision to delay the start of the project until early 2018. This means that the release date will inevitably be pushed out until approx. mid 2018.
We are committed to delivering the best product possible, and delaying this significant development project will allow us to polish off more of our product, continue to improve speed and stability and deliver some exciting new reporting and remarketing features that we think will have a big impact on our customers businesses.
If you have any questions about the HTML5 rebuild you can contact our Product Manager Matt Darby on email@example.com
AutoPlay now have approx. 70% of kiwi franchise dealerships using our products. This puts us in the position where we have a lot of data about what is happening in the pre-sale space in NZ. Every month AutoPlay will look to bring you the latest benchmarking on where kiwi dealers are generating their Leads, Test Drives and Sales from.
In this issue of Autotalk we take a look at May 2017 which was an “up” month in Leads, Test Drives and Sales when compared to the downer which was April. Overall the number of Leads entered by customers to AutoPlay Sales Pipeline increased by almost 20% from April 2017. Over the same period Test Drives increased by 12.8%, and Sales by 16.2%.
In May, the top source of Leads for kiwi dealers was ‘Web – Classified’ – of which there were 16.2% more Leads from this source than the month prior. The next most prevalent source of leads was ‘Web – Dealer’ – both figures which speak for both the ease of capturing information digitally, as well as the importance of web channels in generating new Leads. As always with AutoPlay dealers the ‘Brand’ was also an important source of leads for dealerships – though brands pushed through fewer leads than they did in April.
In May ‘Direct’ continued to generate the most Test Drives, closely followed by ‘Brand’. This indicates that a lot of the leads that the brands/OEM’s are feeding to their dealership networks are quite valuable, and probably reflects the increased number of leads brands pushed through in April (when all other main sources of Leads decreased).
As expected the top three Sources of Sales closely mirrored the Top Sources for Leads and Test Drives – with ‘Direct’ and ‘Web – Classified’ representing two of the top three Sources of Sales. Like April 2017, ‘Repeat’ business continues to be one of the more effective sources of Sales – supporting the general idea that despite ‘Repeat’ business not being one of the main sources of Leads, they are generally much easier to convert to Sales.
Make sure to check back in next month’s issue of Autotalk to see how kiwi dealerships fared in June. With Fieldays smack bang in the middle of June expect to see a lot of Leads created in AutoPlay.
Matt Darby works for AutoPlay who specialise in pre-sale lead management tools. To find out more about AutoPlay services email firstname.lastname@example.org or visit www.autoplay.co.nz
AutoPlay Sales Pipeline is a pre-sales lead management tool designed for dealerships, dealer groups and automakers