One of the key tools salespeople have to progress deals is the option to present potential customers with quotes. Many dealerships handle this within their DMS, however there are some that will build these using the Write Up Form. By customizing the print output the Write Up Form can be a suitable alternative used to present quotes to customers, with the real sale and purchase agreement done via the DMS.
We also have several dealerships that utilize pre-built "email modules" to quickly and easily add quotes to their AutoPlay Email Responses. These can be used for fleet deals, or for normal sales leads. AutoPlay Quote Builder Emails can be created from a listing or used within the Sales Pipeline to communicate with your customers. "Modules" can be customized to suit your specific requirements (development work for any changes is quoted on a case by case basis).
The AutoPlay Quote Builder is available from $100 p.m +GST (quoted on a per case basis dependent upon complexity of template).
If you have any questions about the Quote Builder contact firstname.lastname@example.org
So much of the focus is on generating new leads, that dealerships sometimes neglect to work the leads they have already generated. In this day and age potential customers are not contacting your dealership for s**ts and giggles - they have made contact because they are interested in buying a car.
We all know that most dealers are only closing 20-25% of their leads, which makes it critically important that you have the right tools to help you follow up with the majority of customers who are not purchasing from you. AutoPlay has a number of built-in tools to help dealerships focus on retargeting leads they have already spent money to acquire.
AutoPlay Sales Pipeline includes the built-in functionality to send video eDM’s to your captured leads. Sending Live Leads is integrated with the Sales Pipeline Dashboard and allows dealerships to target specific types of leads that they have already captured in the past.
1. Capture your leads as per business-as-usual
2. At the end of the month review your leads and decide on who you want to target
3. Click on LIVE LEADS then click on the + CREATE NEW LIVE LEADS EMAIL button on Desktop or iOS
4. Choose whether you want to manually set follow up, or use your default follow up settings (i.e create a calendar follow up automatically if a recipient watches X videos)
5. Select your Live Leads template and who you want to send the email from
6. Write a Subject Line and an intro message if required, and click SAVE
7. Select your Listings. Only listings with videos are included so if your desired listing does not have a listing go into the Listings screen and build a video via the burger menu>Listing>Rebuild MP4
8. Click on BUILD RECPIENT LIST to build a list of recipients for your email. You can select from any combination of leads including targeting only those that enquired on certain make/models, or those that only made it to Test Drive
9. Once you have built your list click SAVE and you can VIEW RECORDS to see who your email will be sent to. Your recipient list will be built from the leads you have previously captured.
10. PREVIEW and SEND your email
11. Once sent, wait a couple of hours and then you can click on RESULTS to view which recipients have opened the email, and watched videos. You can click on the VIEWED column to see which individual vehicles they viewed within the email
12. If you have your follow up set to automatic, AutoPlay will automatically create follow up calendar events against anyone that meets your follow up threshold – i.e. they watched at least 3 videos.
13. If you prefer to manually control your follow up you can select the leads you want to follow up with and click on the CREATE NEW LEAD button. This will create a new lead if your lead is closed, or add a calendar event if your lead is still open
14. Follow up your hot leads via the Dashboard
15. Next month, rinse and repeat. It is recommended that you don’t contact the same recipient more than once a month. Practically it is easier to create smaller, target groups that give your sales team a better chance of actually following up individually with recipients who interact with your email
You can read more about Live Leads here https://www.theplaybook.co.nz/playbook/coming-soon-integrated-live-leads
IN MARKET LEADS
As well as using Live Leads to qualify who to follow up with, you can also use In Market Leads to identify potential customers that might be interested when you lower the price of a vehicle, or a new vehicle comes into stock.
1. Capture your leads as per business-as-usual – making sure to qualify them to a vehicle
2. Every week check your IN MARKET LEADS screen. The In Market Leads screen is set up to show listings that have been recently added, or listings that have had a recent price decrease. There is a default setting for your dealership, but you can create your own preference using the PREFERENCES button
3. The In Market Leads screen will automatically return the Leads that have enquiries on similar cars to your new/price dropped listings. A Lead is identified as being similar based on the In Market Leads settings you have in PREFERENCES
4. It is recommended that you play with these settings to ensure you get a good balance between returning enough leads to follow up with, and returning too many leads to reasonably do anything with. A good starting point is match on Make, Model, Year (-1 to + 1) or Price (- $2500 to +$2500). Alternatively swap out make and model for Body Type if your customers are flexible on models
5. If you find a matching lead that you feel might be interested in the new/price dropped listing you can click on the record to view the lead, and + to schedule follow up. In Market Leads creates the perfect opportunity to communicate with leads that might have gone cold, with the introduction of a similar car that may tickle their fancy
You can read more about In Market Leads here https://www.theplaybook.co.nz/playbook/introducing-in-market-leads-making-buyer-matching-easy
Did you know you can use your iPad or iPhones built in dictation feature to record what you want to say, and the iPad/iPhone will automatically convert your words into text. For those of us that are slow typists, this feature can be quite useful as it makes compiling emails within the Sales Pipeline even easier than it already is with Standard Responses and our built in video tool.
Dictation won't work on every field within the Sales Pipeline - for example Customer Email and Customer Mobile. You'll know if you can dictate if when you open the keyboard to type you see a microphone icon - as pictured above. The function is available in the Notes fields on leads, and on the Messages field when crafting a Email Response. Simply hit the microphone icon and start talking. You will notice that your words begin to appear on screen as iOS converts them to text. From our experiments we've found this feature to be quite accurate across a range of diverse kiwi and aussie accents, however remember to speak slowly and clearly for best results.
If you are not seeing the microphone icon on your keyboard then you will need to activate this function. To do so;
1. Open SETTINGS on your iPad or iPhone Home screen.
2. Tap GENERAL.
3. Tap KEYBOARD.
4. Tap on the On/Off toggle next to ENABLE DICTATION. Green means Dictation is on, grey mean it is off.
If you want to find out more about the AutoPlay Email Response Tool contact email@example.com with any questions or to arrange training.
One of the options visible in the Sales Pipeline is 'Send to Remarketing'. This option is visible when you are viewing an individual lead and allows you to remove from the Lead Dashboard.
We had the best of intentions when introducing this feature, however we have found that the function is not working in the real world within dealerships. Instead of doing anything with these leads in the future some dealerships are using the Send To Remarketing function to hide leads without marking as Closed Lost.
The problem with this approach is that these leads are never closed, never followed up and eventually become Overdue and Stalled - rendering such reports like the Health Check useless, and many customers are falling through the cracks.
As such in the upcoming 17.3 release for iOS and Desktop we are removing the 'Send to Remarketing' option. Additionally we will remove the filter on the lead Dashboard to 'Show Remarketing'.
The vast majority of these leads are stalled and as such any that are under the 'Remarketing' flag and are either Overdue or Stalled will be Closed Lost. Any that are under the 'Remarketing' flag that are scheduled for the Upcoming or Future date range will remain open in your Dashboard.
This will happen automatically when we release our 17.3 version. You will be reminded a week before this occurs - currently scheduled for approx. the first week of October. For dealers with complicated set ups or with more than 50 leads flagged as 'Remarketing' we will call to work through the process of tidying these up. We recommend that you check your Dashboard for any leads that are sitting in 'Remarketing' by clicking on the search icon, and selecting the 'Show Remarketing' option.
Instead of squirrelling away your hard earned leads in Remarketing it is better to actually remarket to your customers. The new Live Leads processed we recently introduced provides our customers with a much better approach to be able to identify which customers are worth future follow up. The new Live Leads process enables you to build a recipient list from your captured leads on the fly, and remarket to them via Live Leads. When those recipients interact with your email you can automatically schedule follow up which will be added to your Dashboard. To find out more about Live Leads read our step-by-step How To Guide HERE
If you have any questions about the process please contact Support@autoplay.co.nz to discuss.
AutoPlay Sales Pipeline is like a gym membership....it's nice to have, but unless you use it consistently, regularly and continually you won't achieve results. And just like a gym membership, you need a goal to work towards.
To help our customers get the most from AutoPlay we've put together a list of best practice actions that you should be doing in AutoPlay, as well as some benchmarks to help you stay on track.
1. CAPTURE EMAIL LEADS AUTOMATICALLY
Firstly the easy part - are all of your email leads being captured to AutoPlay automatically. You should never have to manually load email enquiries to AutoPlay - if you are contact firstname.lastname@example.org with a link to the web form in question, a copy of the enquiry that is submitted and an outline of what source and campaign you want to map to in AutoPlay.
2. LOAD ALL PHONE & WALK IN LEADS
Slightly trickier is ensuring that all leads are loaded in AutoPlay - not just email leads and not just those most likely to result in a sale. Luckily there are several ways AutoPlay make this easier;
- Loading leads is easy with the ability to scan business cards, drivers licence and choose existing customers all save salespeople having to type everything from scratch
- Floor Log TV Report can be set up for managers in their office on a TV to view real time as new leads are entered in AutoPlay
- The Health Check email can be set up to be received daily or weekly and provides managers with a breakdown of how many leads are being loaded to the Sales Pipeline.
3. LEAD CONVERSION TELLS YOU A LOT
Conversion to Test Drive generally falls within the 35% to 50% range - Deloittes use 40% as the benchmark. Sales conversion should fall within the range of 15% to 30% - Deloittes benchmark at 20%. If you have a Salesperson who is achieving well in excess of this it's highly likely they are not recording all their leads - a fact you will know if they are achieving their Sales targets or not. Conversely if conversion is too low this could indicate a performance issue, but could also indicate that particular user has fallen behind in updating their own Sales Pipeline.
4. SET TARGETS
The Sales Pipeline allows you to set Dealership, Yard and Salesperson targets for Leads, Test Drives and Sales. It is highly recommended that you set salespeople targets as this provdes a very quick reference of whether your sales team is on track or not. If you are not sure what to set as your Lead and Test Drive targets it's a good idea to work backwards from sales at standard conversion rates. Just multiple sales x 2 to get your Test Drive target, and multiply sales x 5 to get your lead target.
5. NO LEADS AT AWAITING ACTION
If there is one metric that you need to be aggressive about maintaining, it's that by the end of the day you should aim to have zero leads sitting at Awaiting Action in Progress. Leads at Awaiting Action indicate leads that have not been touched or followed up on. It's easy to keep on top of Awaiting Action leads. You can...
- Filter the Dashboard by Progress
- Check the Daily Health Check email which highlights whether there are any leads that have been at Awaiting Action for longer than 24 hours
- Check The Sales Pipeline Report in reporting .autoplay.co.nz
6. NO OVERDUE OR STALLED LEADS
The Sales Pipeline is set up to show user the leads they need to action now - within a +/- 3 day window. A lead becomes overdue when there is a scheduled event that is not actioned. The dealerships that are most successful are those that on a daily basis ensure there are ZERO Overdue or Stalled Leads. Managers can easily stay on top of this by using the built in filters in the Dashboard, checking the Daily Health Check email or running the Overdue Lead Report in reporting.autoplay.co.nz.
7. TRACK WHERE YOUR LEADS ARE COMING FROM
Every dealership should be tracking where their leads are coming from. For email leads this happens automatically so salespeople only need to add this on Phone or Walk In leads. At a minimum dealerships should be aiming for 75% of leads with a recorded lead Source, and 50% of leads with a Campaign assigned (though the best dealers should aim even higher!). In addition it is highly recommended that dealerships add costs to their Lead Sources and Campaigns - this will automatically calculate a cost per lead that can help make marketing decisions more than "intuition". If you want to make Lead Source compulsory this can be arranged - contact email@example.com to request a change to your mandatory fields.
8. DATA QUALITY
AutoPlay has a purpose built report in reporting.autoplay.co.nz to measure how effective your sales team is at collecting data. Dealerships need to aim toward capturing 80% of leads with email addresses, 80% with mobile numbers, 60% with Phone numbers and 50% with addresses (though this becomes more important when the lead is converted to a sale). Integration with your DMS makes this much easier to achieve as users will be shown any similar customers from their database whenever they try to load a new lead.
9. DON'T BE AFRAID TO CLOSE LEADS AS LOST
Some dealerships shy away from the word "lost" and leave leads sitting open in AutoPlay forever. These leads inevitably fall into 'Stalled' and gather digital dust. It is far better to close these leads as lost. This helps keep your dashboard tidy and easier to manage. Lost leads can be filtered to in a click/tap and with the new Live Leads process you can retarget these lost leads incredibly easily with Live Leads eDM's.
10. USE THE TOOLS AT YOUR DISPOSAL
AutoPlay is incredibly feature rich. Once you've mastered the basic you are silly not to take advantage of all the tools at your disposal. Some of the features users often forget about include;
- Video email responses can make converting email leads to face-to-face a lot easier
- Live Leads remarketing can help dealerships retarget cold leads for no added cost
- Use the calendar properly - it will help you become more efficient managing leads
- Find out if DMS integration is right for you - it can save time and streamline your processes
- Use Appraisals including SMS to wholesalers, Manager approvals and the built in vehicle checks via CarJam, Motor Central and MotorWeb
- Use the Wishlist - it helps connect potential trades with potential sales
- Understand reporting - there is a wealth of data available via Sales Pipeline. Identify and understand a few select reports and you'll be well on your way to improving performance
If you have any questions about AutoPlay features you can contact our Support Team on firstname.lastname@example.org. If you feel like you need additional training this can also be booked via Support (charges apply for all offsite training).
Sending a Live Leads eDM is only part of the equation. If the recipients who engaged with the Live Leads eDM are not followed up with then you can never hope to get full value from your retargeting.
Picture this...It’s the end of the month and approx. 80% of your leads have not resulted in a sale. Being the smart, proactive dealership, you are you decide to send a Live Leads eDM to re-touch these customers. You extract a report with all your customers from this month and send them a Live Leads. It goes well with over 40% of your recipients watching a video. However, NO ONE ever follows up. Sound familiar?
There are a couple of big disadvantages with this approach. Firstly, by extracting a list of customers from your DMS, CRM or even from AutoPlay you run the risk of breaking the link back to the original lead. This means that in order to follow up Salespeople are forced to manually create follow up events.
The new Live Leads process was released last week in 17.2. You can read more about it here. If you have the new set up activated you are able to build your recipient list dynamically from the leads that you have previously captured. This means that you can be more accurate with who you are targeting - from the source of lead, make enquired on all the way to the current progress or outcome of the lead.
The other major advantage of building your recipient list from your leads is that it allows AutoPlay to easily create a calendar event to prompt sales people to follow up the recipients who engaged with the email. The dealerships that close additional leads from Live Leads eDM's are the ones that actively work those customers that watch videos in the Live Leads eDM. However we often see very little follow up going on as we were previously reliant on the individual salesperson manually loading a new lead or follow up.
The new process allows users to view all the recipients who opened the eDM and watched a video, and click a button to create follow up action.
This can also be done automatically! When sending a new Live Leads eDM you can choose to automatically create follow up when recipients engage with the email or videos therein. Each dealership can create a threshold of the number of video views required before automatically creating a calendar event for follow up - completely automating the process of scheduling follow up and greatly increasing the chances of sales people following up with their customers.
If you would like to get started on the new Live Leads product today please contact email@example.com and we'll get it set up. The new process costs nothing for customers already on the Sales Pipeline Package - so maximising your sales and minimising lost leads is easier than ever before.
Enjoy this sneak peak of AutoPlay's article in the next issue of Autotalk
Whenever a new lead management or CRM system is put into a dealership there is always a conflict between salespeople who want the process to be fast, and marketing/managers/CRM people who want as much data captured as possible.
From a salespersons perspective, they need a process that that fits around their existing workflow. No salesperson wants to have to interrupt their flow by capturing extensive details from the customer. Marketing/crm staff come from the other extreme. It’s their job to ensure the database is complete as possible and it’s something that is often a key part of their responsibilities. From a marketing perspective, it’s nirvana to have every possible customer contact point (phone, mobile, email and address) as they each provide a different opportunity for marketing communication.
As with most things a balance needs to be struck between the bare minimum and overzealous collection of customer info. The issue with not collecting enough customer info is obvious - can a “lead” really be called a “lead” if there not enough info to follow up? If only a phone number is captured, then you lose the opportunity to follow up via eDM’s. Additionally, many people change phone numbers or email addresses from time to time. With multiple points of contact you have less chance of not being able to reach the customer in the future. In addition, the fewer contact details you have for a customer the harder it is to match with your existing database – causing situations where there are multiple customers called “Bob”, each with a different phone number or email address.
Conversely if selling starts to become more about capturing data, and the customer experience starts to suffer then the balance is clearly wrong. There is a school of thought that capturing adequate data is such an essential piece of the pie, that salespeople should be forced to capture certain fields when dealing with a new lead/sales opportunity.
The problem with this approach is that no matter how good your system, there is always a way around it. For every salesperson that sees the benefit of asking a customer for an email address there are two that will just enter their own or a fictitious email to get around the requirement. From a technology perspective, it’s very difficult to control a user who is determined to get around the rules, without resorting to draconian policies (that inevitably result in barriers for the salesperson to do their job well).
At AutoPlay, we have a flexible system that enables each of our customers to customise exactly what fields they want as mandatory when capturing leads. However, we believe best practise is to capture the following;
· A name – without this how will you address your customer. At AutoPlay, we recommend at least the first name but last name and company are also very helpful
· One of Phone, Mobile or Email – From our experience we don’t find value in forcing users to capture all of the customers contact detail at the initial point of contact. It’s obvious you need one method of contact, and good salespeople will get all 3, however a customer not having an email address they want to share should not prevent the user from loading a lead.
And that’s it. We don’t make address details or marketing questions like where they came from compulsory as it’s not always appropriate. Additionally, forcing salespeople or customers to answer marketing questions can actually backfire and lead to false results as many users will just choose the first option available. (Note – collecting this information is still vitally important but you need to sell it from management down to salespeople, and allow salespeople the freedom to enter it when it is appropriate to the customer experience).
The beauty of digital lead management and CRM is that it’s incredibly easy to identify who among your team is not putting the effort into capturing customer info, and the types of customer info that is not being captured. At AutoPlay, we have an out of the box report we call the Data Quality Report which does exactly this – providing managers with a detailed breakdown of how each salesperson is capturing customer info and providing opportunities for further coaching by managers.
If you would like to customise your mandatory fields when loading new leads please contact firstname.lastname@example.org with your request.
The new year is a great time to review how you are managing leads and ensuring that your dealership is doing everything it can to take advantage of every enquiry received. The Sales Pipeline allows dealerships to improve accuracy, efficiency and productivity…. but it doesn’t do it on its own. At the end of the day your sales team need to use it to effectively manage their leads. Below are 3 key things that dealerships can do to get better at using the Sales Pipeline.
1. Use the calendar effectively
At AutoPlay, we have thousands of users who are effectively using the Sales Pipeline to manage their road to a sale. And whilst almost every user is taking full advantage of our built-in Test Drive and Appraisal Forms the pool of users who really get the most out of the built-in calendar is much shallower.
This has always surprised us as the users that get the best results are those that take full advantage of the calendar to self-manage. These types of users are typically the “go getters” who invariably use the calendar for the right reasons – because they see value in it and not because their manager makes them. Correct usage of the calendar allows users to let the system take care of managing leads. Users that utilise the calendar routinely to schedule the next action every time they interact with the lead can feel safe in the knowledge that the lead will automatically resurface in the Now +/- date range when they need to follow up – instead of scrambling to remember when they last spoke to the customer and what they need to do next.
2. Send Live Leads eDM
Every dealership that utilises the Sales Pipeline is entitled for AutoPlay to send one Live Leads eDM per month on their behalf (and if you want to send yourself you can send as many as you like). Live Leads eDM’s are completely free and are extremely effective and re-engaging with potential customers.
Live Leads eDM’s allow you to send an email with 9-12 vehicles each with their own video. With the improvements made in late 2016 these videos are now more user friendly for mobile, and enable dealerships to re-prospect customers that they may have previously discounted as “lost”, or those that are floating without making any conclusive progress towards a sale.
To find out more about Live Leads, watch the short video below.
3. Check for existing open leads
One of the hardest things for dealerships to do well is to keep their customer databases clean. At AutoPlay, we work hard to provide salespeople with full transparency over who is coming into the dealership, whilst at the same time ensuring they have the freedom to use the tool as they require.
One thing that sometimes get missed in the rush to move faster, is the fact that users need to search the database for the customer’s information BEFORE proceeding away from the new lead screen. This serves two purposes – not only does it minimise duplicate customers in the database, but it also enables salespeople to identify whether the customer has recently been in the dealership and dealt with someone else, and also what vehicles they previously were interested in. This helps salespeople deliver a better customer experience that is tailored to each customer.
Of course, these are just three of the many features you can take advantage of when using the AutoPlay Sales Pipeline. If you have any questions about any AutoPlay features, or want to organise additional training please email email@example.com for more information.
The latest version of the AutoPlay Sales Pipeline for iPad, iPhone and Desktop is now available.
To download the latest Desktop update just visit https://automotive.autoplay.co.nz and loging and the update will apply. If you have previously installed the Desktop icon when you next login in it will detect there is an update and then ypou will need to log out and in again to apply it. If you are unsure look at the bottom left for your version number. You need to be on version 16.4 to get the features below.
On iPad and iPhone if you don't have your device set to automatically update versions then you'll need to check your app updates or revisit the app store and search for "AutoPlay Automotive".
In the latest version....
Bulk Allocate Leads from a Deleted User
When a User is Deleted from AutoPlay using the Desktop Studio it is now possible to bulk allocate all of their leads to another User. This only works when actually ‘Deleting’ the User account, as opposed to changing the status to ‘No Access’. This function is only available for AutoPlay staff so if you would like to move all leads from a Deleted User to their replacement please email firstname.lastname@example.org.
Test Drive Forms licence photos
You can now view both front and back Drivers Licence images in the Desktop Studio Test Drive Forms.
Assorted iPhone Improvements
Notification to Managers on pending Appraisals
When set up with the Vehicle Appraisal Manager Approval the Sales Pipeline will send an iPad notification and email to the APPRAISAL MANAGER when an Appraisal is created and needs approval
Easier searching Leads from the Dashboard
The User List drop down on the Dashboard is no longer conditional on Date Range in Dashboard iOS & Desktop. This will make searching for leads easier – as no matter if there is a lead against the user in the currently visible date range their name will be visible in the drop down
Occupation & Default Yards
When capturing a lead, you can now add the Customers Occupation in iPad and Desktop Sales Pipeline. Additionally, the Sales Pipeline will now first show you the default yard you have set up when choosing a Listing to add to your lead.
Discount Calculations on Write Up Forms
When using the Sales Pipeline to complete a Write Up Form it is now possible to enter a ‘LESS DISCOUNT %’ as well as a ‘LESS DISCOUNT $’. Entering a percentage will automatically calculate the $ figure.
Create New Customer records directly from the Loan Car Form
It is now possible to add a brand-new Customer whilst creating Loan Car Form. Previously it forced you to choose from your existing customer database.
Email Campaign Print Summary
When you click on the PRINT LIST button in the EMAIL CAMPAIGNS screen in the Desktop Studio it will now email the report with ‘Received’, ‘Viewed’ ‘Demo’ and ‘Opt Outs’ from all the campaigns in the report.
View Lead from Vehicle Registry
When viewing Test Drives in the Vehicle Registry you can now click through to view the Lead provided you have role management permission.
Print Test Drive T&C's with PDF Form
It is now possible to Print the Test Drive Terms and Conditions with the Test Drive Form
Recieve a notification Email when a Wishlist match is detected.
If the role ‘Receive Wishlist Match Email’ is set up users can now automatically receive an email notification when their Wishlist is matched against a new Appraisal or new Listing.
Larger display for writing Comments
When editing a Listing on the Desktop Studio there is now a + button which will pop up a larger space to write Comments in.
Business Card Scanner warning message
When using the Business Card Scanner it now explicitly displays a warning message which informs you that you cannot use the Business Card Scanner to scan licences. We are currently exploring options for a Drivers Licence scanner – watch this space!).
Improvements to the Test Drive Kiosk functionality
If you are using the TEST DRIVE KIOSK user it is now possible to add a Test Drive and/or Notes to a lead owned by another user (you still cannot allocate that lead to yourself). When this is done the Lead Manager will be sent an email notifying them that someone has loaded a Test Drive against a lead they do not own. The Test Drive Kiosk user uses the following rules;
General speed improvements on Dashboard
Speed improvement when searching for all leads loaded, for all date ranges for a particular user. Sped up from 40 seconds to 5 seconds depending on internet speed.
If you have any questions about the new features and functionality contained in version 16.4 of the AutoPlay Sales Pipeline please email email@example.com
Live Leads has long been one of AutoPlay’s most popular products and an extremely efficient way to re-prospect anyone who has enquired with your dealership. In the past AutoPlay have sent the email on behalf of dealerships – but did you know that you can send Live Leads yourself in just a few clicks.
AutoPlay have a policy of sending one Live Leads for each dealership each month. We send this to whomever the dealership requests, however this is typically anyone who has enquired at the dealership but remains an Open lead in the Sales Pipeline.
However it is possible to get a lot more targeted with your approach. You can choose to select only leads that have reached a particular Progress item – this allows dealerships to choose to send a different message to those that have made it to Test Drive stage, as opposed to those that have never got behind the wheel (and are thus further away from a purchase decision). You could also choose to send the email to people who enquired upon specific types of vehicles, or through a particular lead campaign or source. As you are not restricted to one message you have complete freedom with how targeted you choose to be.
To extract the database to send to just click on Sales Pipeline and then hit the REPORT button when in the Desktop. You can then choose to run the Lead Audit or Lead Progress Reports in order to get an Excel file emailed to you with all the leads loaded to the AutoPlay Sales Pipeline over the period of the report.
When you have finished narrowing down your spreadsheet you can upload the database to a group. To do so just click on CONTACT GROUPS add a New Item, give it a name and click on IMPORT CONTACTS to upload your database. Please note this must be uploaded in a specific CSV format. If you have not done this before then contact firstname.lastname@example.org and we will send you the format and walk you through the process. (Note we will be making this easier in 2016 – watch this space!)
To send a Live Leads email click on EMAIL CAMPAIGNS and choose the Live Leads/Monthly Specials Template (if you cannot see a template like this contact AutoPlay and we will set one up for you). You can then enter a subject line as well as a short message.
Once you click on SAVE a window will appear for you to select the vehicles you wish to include in the Live Leads email. Simply tick the appropriate vehicles and hit save. Depending on your message you may want to choose either specific types of vehicles or a range of vehicles at different price points or types.
Once you are happy with the email simply choose the database you wish to send to using the CONTACT GROUPS drop down. You can then either hit TEST EMAIL to send an example to your own email, or click SEND EMAIL if you are ready to go.
Remember that Live Leads really come into their own when they are followed up. Make sure to read the How To Guide on the link below to learn how to view the stats showing who opened the email and viewed it. With this information at your disposal you can follow up with only the most active prospects via individual emails or phone calls.
To find out more about Live Leads or if you need help please contact us email@example.com
AutoPlay Sales Pipeline is a pre-sales lead management tool designed for dealerships, dealer groups and automakers