Decrease the Gender Gap and Increase Revenue
Changing Culture, Changing Tides
Women are buying 45% of all vehicles at new car dealers today. Further, whether purchasing for herself or as part of a couple, this market segment retains 100% of the “veto power” at the dealership. Still, less than 1 in 10 front-line positions are held by women.…Continue
Added by Anne Fleming on September 19, 2018 at 6:01pm — No Comments
Women buy 45% of all vehicles at new car dealers today. Still, less than 1 in 10 front-line positions are held by women. Does it matter if women consumers deal with women or men sales consultants during their shopping and buying experience?
Yes, it does.
In an industry-first national…Continue
Added by Anne Fleming on September 12, 2018 at 3:35pm — No Comments
Defining Customer Experience for Long-Term Retention
When it comes to creating a successful sale, customers’ experiences matter from the moment they first engage with a dealership online or in person. Repeating successful experiences requires careful tracking and analysis of each experience to understand which experiences create success. Having that scalable success is the dance of sales, and finding an…Continue
Added by Anne Fleming on August 22, 2018 at 11:46am — No Comments
Do you have sales personnel or solution specialists at your dealership? Is there truly a difference between the two terms? Can changing the language you use really increase your sales?
When selling to women, language can make all the difference between a successful customer engagement and sending a prospect out the door. Why? Women rank trust as their #1 reason for buying from a dealership. Trust matters more than price. This means that language matters when creating a customer…Continue
Added by Anne Fleming on August 8, 2018 at 11:57am — No Comments
Creating a Service Drive Experience to Maximize Retention
Bringing a car to the service drive for maintenance and repairs is necessary, but few customers look forward to the task. Even the smallest repair can take time out of the day and create an inconvenience. Yet, for a dealership, service revenue is huge to the bottom line. And the best way to keep service revenue growing is to ensure your customers…Continue
Added by Anne Fleming on July 25, 2018 at 1:00pm — No Comments
Women make a full 45% of new consumer car purchases—that’s no small market. And when it comes to making these purchases, this market tends to consider much more than just cost. Price is definitely a component of their decisions, but emotional factors such as trust of the sales consultant and dealership are much higher on the priority scale. So while providing fast service and keeping up to date tech-wise are important, you need to adopt measures to ensure your female customers and guests…Continue
Added by Anne Fleming on July 11, 2018 at 1:42pm — No Comments
Women buy from dealers they trust, and what better way to build trust than to be an invaluable resource for everything women want to know about buying and owning cars?
Women-Drivers.com is the thought-leader in the auto industry, using evidence-based data from women’s behaviors and experiences. The company analyzes this information and produces action steps that create positive changes at…Continue
Added by Anne Fleming on June 20, 2018 at 12:30pm — No Comments
National research shows that women use car dealer reviews 50% more than men. Additionally, women…Continue
Added by Anne Fleming on June 6, 2018 at 12:37pm — No Comments
Texting Strategy for Women BuyersContinue
Unconscious behaviors of your front- and back-end teams can be difficult to recognize, but they can make the difference between a successful transaction and one that fails. Taking the intentional steps to recognize unconscious bias when it comes to women has a direct, positive impact on your store’s bottom line.caption text here. Use the block's Settings tab to change the caption position and set other styles.
Consider These Numbers:
Added by Anne Fleming on May 2, 2018 at 12:14pm — No Comments
Men and women communicate in different ways and have different expectations when buying a car. Therefore, it’s critical to incorporate different contact strategies into your communication methods with your women customers.
1. Know the difference between talking and communicating. There’s a big difference between talking to and communicating with women. Communication builds trust, and trust matters to women. In fact, trust ranks as the #1 reason women choose their…Continue
Pre- and post-purchase analytics are the key to cracking the code for selling to your #1 buyer: women. Women are buying 45% of all vehicles today, which translates to 819 total vehicles per year at an average new car dealership. Yet most business leaders still don’t celebrate this market, nor do they…Continue
Added by Anne Fleming on April 4, 2018 at 9:58pm — No Comments
Your Trust Dashboard Part 2
In our most recent blog, we reported that trust is the #1 factor for women in determining where they buy and service their cars. Yes, there’s a direct parallel between increasing trust to increase sales. But trust can be a nebulous…Continue
Women buyers now account for 45% of all new car sales. Yet one out of three women feel apprehensive or overwhelmed when they visit a showroom. Less than 40% feel confident. And a full 75% of women say they feel misunderstood by car marketers.
Car buying is a challenging process for many – and we know that women as a whole have different habits than men do. We also know that women are 50% more likely to use car dealer reviews and prefer to read reviews written by other…Continue
Your Trust Dashboard Part 1
Do you know the #1 reason women choose a particular dealership to buy a car over another? It’s TRUST. Surprised? Many dealers think the lowest price is the top reason. Research shows women seek a trusted advisor first to help them navigate the myriad of choices when selecting a vehicle. This means your dealership’s perceived level of trust by guests and buyers has a direct impact…Continue
Added by Anne Fleming on March 7, 2018 at 12:43pm — No Comments
It’s critical to create ways to tailor your consumer brand experience to the female buyer. She is your number one referral source and the key decision maker of 85% of all purchases at your dealership.
We recently had the distinct privilege of interviewing Katie Mares, who inspires audiences around the world to think differently about their customer experience and service.
Katie shares, “Dealers that are not curating an experience for the female buyer are losing her lifetime…Continue
Added by Anne Fleming on February 21, 2018 at 12:08pm — No Comments
Women report that a dealership’s website is the #1 digital resource they use when shopping for a car. Yet, 76% of women rate their dealer’s site at 3 stars out of 5. They’re looking for car dealer’s digital assets to deliver much more.
Currently, dealers’ websites are almost exclusively product focused. So what can you do to build trust, be welcoming, and make a better impression on your #1 market segment and increase conversions?…Continue
Added by Anne Fleming on February 7, 2018 at 1:13pm — No Comments
As we gear up for 2018, we’re providing you with a powerful white paper. While everyone knows the power of women buyers, are you aware of how women are impacting your business?
Clearly, you can’t grow what you don’t know!
The average new…Continue
Added by Anne Fleming on December 6, 2017 at 3:07pm — No Comments
Want to differentiate your store from others and grow your top and bottom line numbers? Women are now buying 45% of all cars at new car dealerships, which translates into an average of 620 new and used vehicles combined annually.
What processes can be implemented for ups, guests, and women shoppers to optimize their experience at your dealership, especially the ones who walk in and say they’re just looking? Do your front-line people think these guests aren’t serious and ignore them or…Continue
Added by Anne Fleming on November 8, 2017 at 6:22pm — No Comments
One Size Fits All No Longer Applies
According to the NADA, new vehicle revenue in 2016 was $995 billion, and sales to women accounted for $445 billion of that revenue at new car dealerships. With women buying 4.5 of every 10 cars, how can you increase your sales to…
Added by Anne Fleming on October 18, 2017 at 5:01pm — No Comments