Used car sales get easier with C It Now
Here at C It Now we're always delighted by a consumer's reaction to a live video presentation of a used car. The fact that they can view the car live from the comfort of their home or office with the help of the dealer salesperson is a great benefit. No wasted journeys, no hidden surprises, lots of detail inside and out; far more useful than the photographs we're all used to. It's no surprise that the C It Now service is yet to score less than 9 out of 10 on any exit questionnaire.
But it's not all been plain sailing. One of our dealers, Rybrook Jaguar in Warrington has been very smart solving some customer reaction. It appears that not everyone is always comfortable with the idea of a live video presentation service. So much so that the sales guys no longer use words like 'live', 'video' and 'presentation'; instead they focus on 'more information'. It seems that some buyers feel that accepting a presentation is a sign of increased commitment and is not the right signal to be giving off at that point.
By only making an offer of 'more information', the buyer feels more comfortable that this is still part of the fact finding mission and not a sign that they are ready to purchase.
The sales guys like it because it enables 5 minute conversations to develop into longer video based conversations; valuable time to build up some rapport with the buyer.
It also appears to be working as Rybrook's sales figures for September show a 42% conversion to sale.