Even if you’re a top-performing salesperson or sales company, there still might be ways to bring your game to an even higher level. Many people look at sales as a form of art rather than some strict science. If that’s the case, relating sales to different forms of interactive marketing shouldn’t be too difficult.
That’s why we’re going to show you how you can use online quizzes to increase your sales in any industry. In this niche-specific case, we’ll show you how to sell more cars using online quizzes, but it can be applied to almost any niche.
So, if you’re a salesperson or a car dealership representative (or anyone in the world of sales and marketing looking to try a new approach to sales), buckle up and keep on reading.
In 2017, 79 million cars were sold worldwide. This trend is expected to continue to grow and reach 81.5 million by the end of 2018. But increased sales also mean fiercer competition. So, how can you outperform your competition in the car sales industry?
What better person to ask for advice on how to sell more cars than the world’s all-time record car salesman? Ali Reda sold 1,530 cars in 2017 (almost 130 cars per month), which makes him the new Guinness world record holder (the previous one was 1,425 cars sold in 1973) and which is more than some entire dealerships manage to sell.
The secret to his success? Instead of being a typical sleazy salesman, Reda takes a consultative approach to sales. What he does is treat his clients as actual individuals, learn more about them, and help steer them into the car that actually makes the most sense for them, instead of just trying to force-sell this week’s special.
“I’m more of an adviser than a car salesman,” Reda said. “That may mean not selling a car. That happens a lot. People come back and thank you. People come to me with their automobile problems and I’ll solve the issue. Like, somebody comes in who owes more on a car than it’s worth. Well, we need to sit down and figure out the best plan for now and how not to let that happen again in the future.”
If you come to think about it, Ali Reda is a real-life counterpart to online quizzes. How exactly?
Just like the top salesman from our story above, quizzes will help you obtain invaluable data on your potential customer and get to know them, so that you’ll be able to make them a compelling offer, tailored by their specific needs.
But what about the potential buyer’s perspective? What type of buying process do most customers engage in when shopping for a car?
An Autotrader study has found that 88% of potential car buyers use the Internet for research, in order to find out which car would suit their specific needs the best (just like our top-salesman did), look up the best deals within the limits of their budget, and read customer reviews, before they make the final decision on which car to buy and where.
According to some predictions, digitalization will open up new frontlines and growth opportunities in the car industry. In fact, online retailing is predicted to become the new combat zone for car manufacturers.
Many of the automotive industry giants like General Motors, Tesla, Jaguar, Mitsubishi and Hyundai, have already made their first steps in online vehicle sales in certain regions, be it via their own websites or via third-party aggregators. Ford, for example, has partnered with the Chinese aggregator Alibaba to sell its cars online, in a cooperation expected to start in 2018.
Joe Trujillo, Johnson City Honda dealership owner, said that they did 45% of their sales online last year, while he expects that percentage to increase in the following years.
“I sell a lot of cars in Asheville (North Carolina) and Virginia and Kentucky because of the internet,” Trujillo said. “There’s a world of information out there now,” he added “It’s made us better at what we do. We’re more professional how we do it. A salesman now has to have more product knowledge than ever because the consumer does.”
“I have six people in my business development center and all they do is handle sales leads and service follow-ups from the internet,” Trujillo concluded.
What if we told you we have something that would make life much easier for Trujillo’s six people? You probably got it on your own by now – online quizzes.
A typical marketing funnel includes the following four steps: increase awareness, draw interest, nudge them towards making a decision, and ultimately take action. And online quizzes fit that funnel just perfectly. Let’s briefly examine our quiz template titled ‘Ready for a New Car‘. Keep in mind that this is just one of the ready-made quiz templates available for free on our website.
The next thing to check could be what type of vehicle they’re looking for. For example, if they check ‘good gas mileage/fuel efficiency’ as the most important thing in a new car, that probably means that they’re looking for an economical solution. If they’ve chosen ‘rooms for friends and family’, it means they’re looking for a bigger, family car. If they select… you get the gist.
Maybe they are looking for a ‘kid-friendly car…
It’s important to learn what your potential customers’ priorities are, in order to offer them a solution with the best possible price-style-comfort ratio.
Down below, you’ll find several more things you could ask your potential customer in order to make it easier for you to determine the best type of car for their needs. And make it easier for you to get them to buy that very car. Things like:
Smooth ride vs. versatility?
Fun vs. safety?
Their weekend habits and hobbies can tell you a lot about your potential customers as well…
After they complete the quiz, users are prompted to leave their first name and email address on order to see the results (which is the ultimate way of generating leads).
This template can be easily customized to fit your specific needs or your unique target audience, or you may decide to create your own from scratch. Either way, it’s a breeze, at least if you’re using the right quiz software. With LeadQuizzes, the entire process of quiz creation is simplified and automated to a great extent, enabling you to create a quiz in minutes.
We know car salesmen have the reputation of being prone to… twisting the truth here and there. But rest assured that our online quizzes marketing strategy is not a lie. Actually, don’t take our word for it, take a look at the success of other people from various industries have had using our approach.
And, more importantly, how to apply that to car sales.
Let’s examine the Annmarie Gianni Skin Care case study first. They’re a skin care brand that made $200,000 and 20,258 leads in just 2 months. How? Two words – online quizzes.
Remember the steps of a sales funnel we mentioned above? To save you from scrolling back above, here they are again – awareness, interest, decision and action.
To increase awareness they created social media profiles on Pinterest, Instagram, Facebook and Twitter, posted interesting information on skincare on their blogs, and promoted them on social media.
In order to draw interest, they decided to use quizzes as their lead magnet and engage people through them. They replaced their opt-in with “What’s Your Skin Score?”, placed it on their most heavily traffic-ed pages, and promoted this quiz via social media.
Participants who completed the quiz and opted in were offered certain incentives to get them closer to making a decision to buy (free shipping, a free ebook, certain coupons, etc.), after which step they usually take action and complete the checkout.
Not only did this seamless process help them make $200,000 and 20,258 leads, it still continues to boost their profits. And they’re not the only one.
All thanks to online quizzes. If you follow these steps within your own specific niche (such as car industry), you should be able to see similar or even better results.
So, what are you waiting for? Try creating your own quiz right now for free and shift your sales into 6th gear.