As your partner in this industry - it is our job to provide you with as much insight and educations as possible - and what better thing to focus on than gaining a deeper understanding of your potential buyer? Lucky for you - RV Trader has the ability to run custom surveys to better understand the thoughts and needs of potential buyers - so this will be the first edition of a larger series breaking down some of the insights we’ve learned from these custom polls.* This month we will be focusing on a buyer’s preferences once they’ve contacted you about a particular vehicle.
So - let’s dive in. When it comes to a potential buyer’s contact preferences - they shared that:
- 60% prefer to be contacted via email.
- 56% would like a response back within the same business day.
- 48% will wait one day for a response before they move on.
- 52% will contact another dealer if they don’t hear back in a timely manner.
- Once a dealer contacts them - 55% plan to have the keys within a week.
While these statistics all have individual implications in terms of how you should interact with a potential buyer - the big takeaway here is that these buyers are motivated. They have done their research, identified the amenities they need, the price they are comfortable with - and you have the unit they want. They are coming to your dealership with their research done and ready to buy.
But - and here is where the rubber meets the road - they aren’t above going to another dealership if your communication strategy isn’t up to snuff. They expect a good experience because this is a big purchase for them - and they want your customer service to reflect that.
Bottom line - these leads are yours to close - and as hard as it can be to get back to consumers quickly, it’s imperative that you do because they are ready to buy and are yours for the taking.
*Hotjar 2016
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