Short sales-advice video by Nate Tilley about lead qualification in automotive retail. The speaker explains using a pre-qualification application to capture estimated credit, budget, and purchase timeline to judge buyer seriousness. The strategy is to cast a wide net (low cost per lead, high volume), then filter to surface the most serious buyers while not over-disqualifying borderline prospects (e.g., single parents with modest down payments who can be converted by conversation).
Chapters
We send everybody through to this pre qualification mechanism right here where they're going to tell us what they're in the market for and we're going to be able to judge how hot of a buyer they are and take them seriously based off this. So they'll come in, what's their estimated credit, what's their budget, how soon are they wanting to buy in? And based off that, you're going to know how serious they are. But we're targeting everybody. So we're targeting some people that they're not going to be ready to buy for two weeks to two months and we're targeting some people that want to buy tomorrow. And all of that's going to be shown to you through this application location. So you can take people seriously and we can disqualify people based on if they're not in the market. But the thing is, is like what we found is that we don't want to disqualify too many people because if you guys can call somebody up, have a conversation with them and really show them what it's like to get a car, you're going to be generating people that, you know, they're not in market shoppers per se, where they're shopping on price or looking for something specific. But they're a single mom that has $2,000 down that'll come in the dealership and look at her options because she's wanting to get something. So it's a broad strategy. You get the lowest cost per lead and the most volume, and then we help you filter those leads out so you can easily see the ones that are the most serious.
