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Let Customers "Couch" Their Own Deals

Customers want buying experiences that are easier, faster, and more transparent. 86% of consumers are willing to pay more for a better customer experience. When it comes to buying a car, 73% will travel farther for a great salesperson, while only 65% will travel farther for the lowest price.

So, how do you earn customers online when your competitors are only a click away? Deliver the experience they want. Put them in the driver’s seat. Let customers upsell themselves from the comfort of their homes and improve your CSI while increasing your F&I profits.

In other words, let your customers couch their own deals. 

Here’s how:

Make it Easier

Customers should be able to find the vehicle they’re looking for on your website with minimal effort, from anywhere, on any device. Once they decide, make it easy for them to act on their decision. 70% of car buyers want to start the F&I process online. Can customers do this on your website? Making it easier to shop and order online improves the customer experience and generates sales with your website, not just leads.

Make it Faster

Don’t let the speed (or lack thereof) of your website get in the way. Focus the content of your website on the essentials to improve your website speed and reduce clutter. Use clean, streamlined design to make the online checkout process faster. Once the customer has placed their online car order, follow up with them as soon as possible to confirm their purchase. Then schedule a time for them to pick up their car or have it delivered.

Make it More Transparent

When it comes to car-buying, providing realistic payments and pricing online increases total gross-profit per car by $785. Deliver the information customers seek in a way that fosters trust. Don’t redirect them to 3rd party websites or competing experiences; this can feel like a bait-and-switch. Engage shoppers with a completely native experience. By offering more transparency, you can win with the 81% of shoppers who will be more likely to try your other products and services.

Make Your Dealership an Ecommerce Destination

Customers want an easier, faster, and more transparent car-buying experience. Add online checkout and give them the experience they crave by letting them couch their deal from the comfort of their own home. You’ll earn their trust, and they’ll be more likely to add F&I upgrades and use your service department in the future.

Want to learn more? Download your free ebook:

Let Customers Couch Their Own Deals

Drive Motors offers seamless ecommerce for dealerships. To learn more about how we can help your dealership become an online shopping destination, request a demo: 

Request a Demo

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About Author

Matt Weinberg
Matt Weinberg

Matt Weinberg is the SVP of Consumer Experience at Drive Motors. With 20 years of leadership experience in the automotive industry, he has consulted for more than 100 dealer groups on internet sales processes and ecommerce and is a trusted advisor for Wards Auto Top 10 dealer groups, including Lithia, Asbury, and Hendrick.

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