Case Study - Doubled Closing Rates Within 45 Days

Lexus Carlsbad Doubled Their Closing Rate Within 45 Days of Turning On DealerSocket

When John Mendola joined the team of Lexus Carlsbad in December 2013, the Internet closing rate was below 5%. Within 45 days of coming on board, he helped double the closing rate to 10%. Since then, they have maintained a 15% closing rate on Internet Leads for both new and used cars.

By analyzing data and tracking customer behavior, Lexus Carlsbad has been able to make assumptions on contact times, communication preferences, and buying cycles. With these assumptions, they make strategic decisions that have proven to increase sales and customer satisfaction.

When asked how DealerSocket empowers his internet lead process, John shared some of these insightful tips:

  1. Utilize DealerSocket filters to identify hot leads and to prioritize work plans

  2. Analyze customer records for 90 days to determine buying cycles and see who is still engaging, in or with

  3. Monitor the Click Through report to see which links customers are clicking on and see what type of content is relevant to them

  4. Automate and customize follow–up based on tracking codes

  5. Send first email response and immediately follow it up with a phone call

Some outstanding statistics:

  • 100% increase in internet closing rate within 45 days

  • 52% of contacted internet leads buy within the first 3 days

  • 8 minute average response time

  • 30% of new internet leads are contacted over the phone

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