The top ways to get leads for car sales are:
- Promote your cars on Facebook
- Use PPC advertising
- Create a website
- Build local partnerships
Promote your cars on Facebook to attract drivers with eye-catching visuals. Upload high-quality images or walk-through videos of each car. This kind of transparency builds trust and shows your expertise as a car seller. Besides visuals, Facebook is also great for engagement. UCD Magazine reports that 33% of U.S. Facebook users have bought from Marketplace, with vehicles being one of the top categories.
Use PPC (Pay-Per-Click) advertising to show up when people search terms like ‘cars for sale near me’ or ‘used cars for sale in [location]’. There are also display ads that appear in feeds, on other websites, and in apps. You can target a specific audience based on their location, interests, and demographics.
Create a website to increase visibility, credibility, and trust. Showcase your cars with detailed listings, including their features, history, pricing, and condition. Include all your information, contact details, reviews, and financing options. 95% of car shoppers use online resources for information before making a purchase.
Build local partnerships to gain referrals and add more value to your deals. Partner with car washes, auto repair shops, tire centers, and detailing services. Offer free services to your buyers through your partners. This way, you add value to your sale, customers get a new car with perks, and your partners get more business. You can also refer customers to each other, as both of you serve car buyers and owners.
In this article, we discuss the top 4 ways to get leads for car sales. We provide steps, tips, statistics, and expert advice for each strategy. We also dive deeper into car sale referrals and websites.
1. Promote Your Car Sales on Social Media
To promote your car sales on Facebook:
- Create a professional Facebook page. Use high-quality images of you and your top cars, as these will be the first impression buyers get. Write a clear description of your business, highlighting your quality, customer service, and car selection. Display buyer reviews and testimonials. Make sure your phone number, email, working hours, and physical location are easy to find. Add a prominent button like “Message” or “Call Now” for easy contact with potential buyers.
- Post your car listings on Facebook Marketplace or local buy/sell groups. Tools like Octoparse & The Lazy Poster let you automate listings from your website. With this, you won’t have to do it manually and will have more time to engage with car buyer leads. Just make sure you comply with Facebook’s policies on automation and bulk posting.
- Use strong descriptions and keywords. Don’t make your listing descriptions basic like ‘2014 Toyota Corolla, good condition’. Instead, add as many details, including make, model, year, mileage, features, and condition. Also, use keywords buyers are likely to search for, like “low mileage SUV,” “reliable first car,” or “family sedan under $10k.” This helps your listings show up in Marketplace searches and get more clicks.
- Engage potential buyers effectively. For the most part, interested buyers will respond with “Is this still available?” or “I’m interested.” You shouldn’t just answer their questions. You should ask your own questions to keep the conversation going and show you care about their needs.
A DealerRefresh user says he sells 15 to 24 cars a month on Facebook Marketplace without paying for ads. This is because Facebook Marketplace has serious buyers, even for big purchases. His strategy is to automate his car listings and encourage conversations with leads.
Cory Brunet uses Facebook to make over $30,000 a month as a car salesman. He says that your content is the front end for meeting potential buyers. Build trust by sharing valuable tips, social proof, and personal lifestyle posts. However, you must always include a direct appointment system. This allows users to reach out directly for inquiries.
2. Use PPC (Pay-Per-Click) Advertising to Boost Car Sales
To use PPC advertising for car sales:
- Set up a Google Ads or Facebook Ads account. PPC advertising is the most popular on these platforms as conversion rates are high. On average, the conversion rate for Google Ads is 3.75%, while Facebook Ads has a rate of 0.77%.
- Target your audience. For Google Ads, use keywords like ‘used cars near me’ or ‘affordable cars in [location]’. These ads are the first to appear on Google when people search for these terms. For Facebook Ads, target users by location, age, interests, and behaviors. With this, you get your ads on the feeds of people most likely to purchase a car.
- Create effective ads. Always highlight the best features of your cars with images and videos. Write an ad copy that resonates with the interests and pain points of your audience. Include a strong call-to-action, such as ‘Browse Our Latest Car Selection’ or ‘Get Financing Options Today’. Link the ad to a landing page with more details.
- Monitor and optimize campaigns. Go to your ads account’s analytics to see how well your campaigns are performing. Track their clicks, impressions, and conversions. Use your insights to tweak keywords, text, and audience targeting for better results. You can also retarget your ads to reach people who viewed your website or listings but didn’t buy.
One Redditor says to start ad campaigns with keywords that target someone who is ready to buy. For example, ‘Buy Used BMW Under 10K’ targets people who are ready to make that exact purchase. They also say to focus on car make/model, Dynamic Search Ads (DSA), and custom segment targeting. However, they say to make sure you stick with your budget.
Gareth Foxon says don’t make the mistake of targeting ads with incorrect messages. This leads to dissatisfaction, distrust, and low conversions. Make sure the keywords and ad copy you use are specific and match the cars on sale perfectly. Avoid the temptation to add misleading details just to grab attention.
3. Create a Car Dealer Website
To create a car sale website:
- Choose a platform or website builder. If you’re not tech-savvy, use a website builder to quickly set up your website. Some builders, like Snaps.ai, offer ready-made template options tailored for car dealers. These platforms include built-in SEO tools to boost your Google ranking. If you’re tech-savvy, use WordPress for full website customization.
- Add clear vehicle listings. Include photos, price, mileage, model, year, and condition. Add a search bar with quick filters. Then, organize categories like “New,” “Used,” “SUVs,” and “Electric”. Make it easy and quick for visitors to find what they need. Also, make your listings easy to browse on mobile. 51% of people searching for ‘car sales near me’ do it on their phones.
- Add contact and inquiry options. Offer different ways to contact you, like a form, phone number, or WhatsApp. Include call-to-action (CTA) buttons like ‘Request Financing Info’ or ‘Book A Test Drive’. CTA buttons can lead to your contact info or guide people to a specific form or page designed for each action. Make your contact and CTA super easy to spot within your website, as these are the ones that drive action.
- Display trust signals and reviews. Add as many customer reviews or testimonials to prove your cars are real and reliable. Show your dealership name, warranties, and any certifications. Write an ‘About Me’ page where you talk about your dealership’s mission, values, and history. If you take a refundable deposit to hold the car before the buyer sees it in person, use secure options like PayPal or credit card checkout.
- Improve your local SEO (search engine optimization). Use keywords like ‘car dealer in [your city]’ or ‘used cars near [your city]’ throughout your website. Add your business to Google Business Profile, so you show up on Google Maps. Include your full address, local phone number, and opening hours on every page. Add location-based reviews from real buyers to build local trust.
One Reddit user says your website is the first impression people get of your brand. It’s also the first step in building trust with potential buyers. That’s why you should focus on how your website looks and how easy it is to navigate. If it’s hard to use or doesn’t look good, people will quickly leave and check out another website.
Jesse Peak, founder of buyacareasy.com, says websites are crucial, even though some say it’s not. To him, social media is good to enhance your online presence, but should never replace a website. The reason is because dealership websites serve many purposes. It’s a tool for potential buyers to book appointments. It’s also a place where dealers can post helpful videos, like “common problems and solutions.” What’s more, visitors get an instant feel of the dealership, their mission, and staff. Plus, they can browse the full inventory without leaving the house.
4. Build Local Partnerships to Add Value to Car Sales
To build local partnerships and add value to your car sales:
- Research local businesses that complement your car sales. For example, auto repair shops, car insurance agents, tire dealers, or car washers. Start with services you already use and trust, so it’s easier to build genuine partnerships. Focus on the relationship first, then explore mutual benefits like maintenance packages, discounted services/products, or referral programs.
- Offer special discounts or deals through partnerships. For example, a local auto repair shop could offer discounted services to your car buyers. They’ll likely agree because it helps bring in more clients for them. On your end, it adds extra value to each purchase – your customers get more than just a vehicle. Or, create loyalty programs that reward people who interact with both businesses. If a customer buys a car from you and gets their first oil change at your partner’s garage, they could earn a discount on future services. This encourages repeat business for both you and your partner.
- Host local events or promotions together. This includes car shows, test drive days, or first-time buyer info sessions. Here, showcase your cars and meet potential customers face-to-face. Your partner can offer free consultations, inspections, or small services at these events. This boosts visibility and increases foot traffic for both businesses. Also, share your partner’s materials at your dealership, and ask them to do the same. Cross-marketing builds stronger local relationships and attracts new customers.
- Communicate regularly to nurture and maintain the partnership. Check in often to see how things are going. Keep your partner updated on promotions, events, or new services. Offer to team up on future marketing efforts. Showing genuine interest helps keep the relationship strong.
A Redditor says partnering with local mechanics makes your deals more attractive. You stand out and make it harder for buyers to say no. They also say to keep a personal touch as you grow your car dealership. And always do this along with having a website, follow-up systems, and solid branding.
Auto Action Flips says don’t partner with people with no local knowledge or commitment. If one partner depends more on the other, it will turn out problematic and unbalanced. Successful partnerships need equal knowledge, financial contributions, and efforts from both parties. The majority of partnerships fail due to unmet expectations, attitudes, and unequal effort. You must select your partners wisely.
How to Make Car Buyers Refer You to Others?
- Be super helpful. Make the car buying process smooth, friendly, and honest. When people have a great experience, they’re much more likely to refer you without even being asked.
- Ask buyers directly. If you provide excellent service, simply asking will encourage them to refer others.
- Provide a referral rewards program. Give gift cards or cash bonuses to buyers who successfully refer you to others. Give bigger rewards for more referrals.
- Offer referral discounts. Offer discounted oil changes, service packages, or money off their next vehicle purchase. Give the same deal to the new customer and the referrer.
- Give free upgrades or perks. Reward referrers with small but valuable extras – like a full tank of gas, a free car wash, or upgraded accessories.
- Make referrals easy. Add a “refer a friend” section on your website, and give out printed referral cards. The simpler it is, the more people will do it.
- Show appreciation. Send thank-you messages to people who refer others. A personal message makes people feel special. When people feel appreciated, they’re more likely to tell more people about you.
What Are the Best Website Builders for Car Dealerships?
The best website builders for car dealerships are:
- Snapps.ai. It has a car dealer template with drag-and-drop editing. The best part is that it was specifically built for local businesses that want to capture more leads. You’ll have access to features like vehicle inventory management, lead capture forms, automated follow-ups, customizable car listing pages, etc… It even has SEO tools to rank you higher on Google for more visibility.
- WordPress. It comes with a lot of plugins to enhance functionality. There are Car Dealer and Auto Listings plugins that display your cars effectively. Plugins such as Search & Filter or FacetWP let you add custom search filters. Then, there are the SEO plugins, like Yoast SEO or All in One SEO, to optimize your site for better ranking. However, WordPress requires a bit of a learning curve as it’s more advanced.
- Squarespace. It’s known for its visually appealing, professional designs that are easy to customize. You can add inventory, forms for test drives, and showcase cars with full details. It’s super simple to use but a bit limited compared to WordPress or Snapps.ai.
- Wix. It’s the easiest builder to use with drag-and-drop functionality. Plus, it has the features that car dealers need, like inventory management, customizable search filters, and SEO tools. You can also add lead capture forms and integrate social media links. While Wix is easy to use, it feels restrictive if you need advanced customization.
