How do you track leads and test drives at a dealership?

Q&A • Car dealers

How do you track leads and test drives at a dealership?

A customer asking about a car should not depend on a salesperson's memory. A lead linked to the car and a test drive on the calendar keep the sale moving.

Short answer

  1. Create a lead for every interested customer and link it to the car they want.
  2. After every conversation note what you agreed and what the next step is.
  3. Book the test drive on a calendar, with the car and the sales person assigned.
  4. Regularly check leads without a next step, so you do not lose the sale.

What you record on a lead

  • The customer's contact details and the car they want.
  • The conversation history, with the date of each.
  • An owner and a next step with a deadline.

The test-drive calendar

A test drive occupies the car and a sales person. If both are on the same calendar, you no longer book two tests on the same car and no longer send the customer away for nothing.

How SoftAuto helps

  • Leads linked to the car record, with history and next step.
  • A test-drive calendar with the car and sales person assigned.
  • SoftAuto sends no messages to customers; you make the contact yourself.

See also