Video
How to follow up on Cars.com leads with shopper details
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Stop starting from zero on every follow-up
Every time a rep opens a conversation with “so, what are you looking for?,” itâs because theyâre working with the info they have: a name, vehicle, and number. That’s the industry standard, and it’s why most follow-ups sound exactly the same. Same opener. Same questions. Same outcome.
Cars.com leads are different. Every one comes with shopper details: the exact vehicles the buyer was comparing, price range they’re filtering by, and the other dealerships they’ve already contacted. That intelligence flows directly into your CRM before your team picks up the phone.
The best reps use what they know to guide the conversation, anticipate objections, and make the shopper feel understood.
The result is an initial conversation that earns trust faster and gets to a test drive instead of stalling at discovery. Dealers using shopper details close at double-digit higher rates than the marketplace average.1
Watch the video to see how it plays out in a real follow-up call, from the lead hitting the CRM to a test drive booked.
Put your lead intelligence to work
Shopper details come with every Cars.com lead. If your team isn’t using them on every call, you’re leaving proven intelligence sitting in the CRM. Let’s walk through exactly what’s there â and how to put it to work.
1FourEyes, Q2 2024 analysis of a major dealer group
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