THE FIVE MUST-HAVE CRM FEATURES THAT SET YOU UP FOR SUCCESS - AutoSuccessOnline

THE FIVE MUST-HAVE CRM FEATURES THAT SET YOU UP FOR SUCCESS

With 2017 just around the corner, you might be considering a change in your CRM. Maybe the contract with your current vendor is ending, or maybe your CRM just isn’t delivering the value you need — and you’re ready for an upgrade. But before you splurge on a CRM with bells and whistles you may not need, however, it’s important to identify what you do need — the features that really move the needle when it comes to revenue.


Read our entire issue – Click here

Here are the five features every dealership should look for:

1. Intuitive design — If your team is actually going to utilize and embrace your CRM, it should be easy to use. You don’t want to click through several screens just to complete a simple task, and you don’t want your business to come to a grinding halt while everyone gets used to the software. Also, when you hire a new employee, a CRM with a streamlined approach to completing tasks will make it easier to train them — so they can start winning sales faster.

How it sets you up for success:
 Take a look at your task completion rate to measure how employees are engaging with the CRM. Intuitive design helps ensure that these numbers stay high.

2. Process flexibility — Every dealership is different, so why should a CRM be a one-size-fits-all solution? Your CRM should conform to the way you do business, not the other way around. A flexible CRM will allow admin and management teams to customize the processes for entering leads and following up based on where the lead came from — making it easier for salespeople to close deals.

How it sets you up for success: If your CRM is tailored to your processes, your close rates and appointment show rates should be higher.

3. Mobile capabilities — The sooner you’re able to act on leads, the better chance you’ll have of getting customers in your showroom. And, once you have them there, your CRM’s mobile app will let you search your inventory for cars that match their interests, all without leaving their side. According to the 2016 Car Buyer Study by IHS Automotive, most of the purchase process is spent negotiating or doing paperwork — resulting in only a 56 percent satisfaction rate. A CRM with a mobile document scanner ensures that they won’t be sitting at your desk while you work the copy machine for 15 minutes.

How it sets you up for success: Your time-to-close rate should be faster than before. The less time it takes to respond to customers and gather their information, the faster you can get them into a new car.

4. Efficiency gains — For your customer journey to be as smooth and efficient as possible, it’s critical to have a CRM that keeps up-to-date records to ensure that you won’t have tasks to send irrelevant emails to your customers. Nobody wants to get service offers for cars they haven’t owned in 10 years, and the right CRM will have a feature that ensures those tasks never show up in the first place — allowing you to focus on tasks that matter.

How it sets you up for success: If your CRM helps to keep your processes as efficient as possible, there’s no reason you won’t see higher conversion rates.

5. Integrations with existing vendors — Your CRM should be able to work seamlessly with the software you already own, from appraisal and pricing tools to Website visitor tracking tools. Choose a CRM that offers single sign-on for all the solutions you’ve already invested in. This will make training and implementation easier because your team won’t have to log into multiple portals. Most importantly, seamless integration means data is shared between your existing software and your CRM, so you’ll have all the insights you need to run your business better.

How it sets you up for success: Thanks to a more efficient workflow, your time-to-close rate should be higher than before.

Choosing a new CRM isn’t an easy decision, but in order to be successful, you need one that puts functionality first, instead of complicating things with unnecessary add-ons. If you look for a CRM that streamlines your processes, conforms to the way you do business and integrates with your existing software, you’ll be well on your way to better customer connections and increased sales.

VIEW ALL ARTICLES

You May Also Like

Data Is the New Oil: Revolutionizing the Automotive Industry with Integrated Solutions

Dealerships that harness the predictive power of data can anticipate maintenance schedules, predict the optimal time for car replacements and personalize marketing to reach customers with the right message at the right time.

Data is the new oil - Velocity Automotive

The modern dealership is a hub of activity, where every car has a story waiting to be told. You want to tell your vehicles’ stories so they build desire with online shoppers. In other words, you want vehicle descriptions to “lube” the click-through phase of this selling process.

High-Tech Solutions: A New Way of Thinking About Paint Touch-Up Products

The automotive paint chip repair products’ journey from simple touch-up solutions to sophisticated repair kits reflects not only the technological progress the industry has made, but also the changing demands of today’s consumer.

Dr. ColorChip paint repair
Understanding Your Market: Insights on Customer Retention and Conquest Opportunities

Brand retention and defection numbers can be tough to look at, but they can be a great guide to finding new customers.

Insights on Customer Retention and Conquest Opportunities
Unlocking Service Drive Revenue: The Critical Role of Technician Inspections

The true potential of service consulting lies in recognizing the nuanced art of quality inspections and leveraging it to drive success for both advisors and technicians.

Unlocking Service Drive Revenue: The Critical Role of Technician Inspections
Elevating the FTC Safeguards: Embracing a Defense in Depth Approach

In a serious cyberattack, a single security control may not be able to mitigate all the damage, but multiple controls working in unison can.

Elevating the FTC Safeguards: Embracing a Defense in Depth Approach

Other Posts

How Dealership Texting Software is Changing the Game

Dealership texting software is setting new standards in customer service and sales efficiency, proving to be an indispensable asset in the modern dealership toolkit.

How Dealership Texting Software is Changing the Game - Tecobi
How Women In Automotive Benefits the Auto Industry

WIA seeks to break down old stereotypes in a way that truly creates channels of opportunity where both women and men can participate.

Women In Automotive
Are You The Captain Now?…or Is Bad Marketing Steering Your Ship?

It’s time to get out of the mindset of cut, cut, cut, and into the mindset of spending wisely for your long-term success.

Is Bad Marketing Steering Your Ship?
She’s Not Just the Dealer’s Daughter or Wife!

In this interview, Rita Case shares her journey from pioneering automotive franchises to overcoming industry challenges.

Rita Case interview with Susan Givens for AutoSuccess