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: As owner of Strong Automotive Merchandising, a company that increases traffic up to 1,000% for dealerships, Strong lives by the simple concept that your attitude affects your success. Without a positive mind set he would not have been able to grow the company over the last decade from just 10 to over 80 full-time employees. The rapid growth is thanks to his ability to keep the company on the forefront of technology, market changes and an infectious talent to motivate and keep employees striving to fulfill their potential. His beginnings in direct mail gave him the tools and skills to develop incredibly successful marketing plans. From there he moved on to traditional forms of media and has now mastered the dynamic world of digital and social media advertising. With over 150 dealers to please, Strong takes a hands-on approach and personal attention to detail in all aspects of marketing strategies. His expertise in plan development gives him a keen sense on how to maximize a dealer’s budget and ultimately increase their bottom line. Strong is a passionate speaker in the automotive industry. He has authored two books on creating next day traffic. He graduated from the Executive Education Program at the Harvard Business School. Strong received a B.A. in Communication Studies from the University of Montevallo. He lives with his wife and three children in Homewood, Alabama.


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