12 Reasons Your Customer Left Without Buying

February 6, 2013 / John Paul Strong / 0 Comments /

Autoremarketing posted a story yesterday called “Why Car Shoppers Leave Dealerships without Buying” with some great research conducted by Car Research CRM, which I have seen first-hand over the years in many dealerships, can be a very effective tool.

Pat Kelly is absolutely correct with his statement that, “It is about being first.”  The days of being a second or third shot dealer are coming to a close.  The number of dealerships that customers will physically shop before their purchase has steadily decreased.

You have to position that you are number one in your media and digital efforts and create top of mind awareness before you stand a chance in either one of these categories.

The survey found the top reasons car shoppers left without buying to
be as follows:

1. Still Shopping: 25 percent
2. Price: 15 percent
3. Financial: 13 percent
4. Inventory: 10 percent
5. Style: 10 percent
6. Payments: 5 percent
7. Other: 5 percent
8. Sales Staff Issues: 4 percent
9. Trade: 4 percent
10. Decision Maker Absent: 3 percent
11. Time Constraints: 2 percent
12. Negative Equity: 1 percent

Full story from Autoremarketing here.


About the author

John Paul Strong: For someone who spends an average of 135 days outside of the office meeting with clients, John Paul Strong remains the driving force behind his Birmingham-based advertising agency, Strong Automotive Merchandising. Strong began his career as a fresh-faced account executive at Martin Advertising. Learning much, but never satisfied, he convinced his father to partner with him in reopening their own advertising agency in 2004, catering exclusively to the automotive industry. The company started strong but humble. The original roster of 10 employees and eight clients has exploded today, growing to 100 full-time employees and more than 220 automotive dealers. And it hasn’t gone without notice. Along the way, Strong Automotive Merchandising has been recognized as a perennial winner in Birmingham’s Best Places to Work contest and as a Top 20 Agency among Google’s National Ad Partners. Yet, Strong still finds time to share what he’s learned along the way. As an avid writer, he has published two books in the Next Day Traffic series, along with more than 1,000 automotive-focused blog posts. He is also a member of the Texas Auto Writers Association, and his success has been recognized in the Birmingham Business Journal’s 2013 “Top 40 Under 40” feature and the 2017 CEO Awards. The foundation for Strong’s career began at the University of Montevallo where he earned a bachelor’s degree in communication studies and advanced public speaking. Always staying ahead of the competition, Strong later went on to study in Harvard Business School’s Executive Education Program. Amid all of his endeavors, Strong always makes time for what matters most – his family. He is a proud husband to Amy, and father to Lilly Grace, Anne Charlotte, Hudson, and Ford.


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