My top 5 unexpected car sales lead generation ideas
1. Publish useful and educational content on your blog
Did you ever think a blog would be the answer to your lead generation problems? Probably not. But it’s true: regularly published blog content, optimized for online search engines (SEO), will bring in more leads. This strategy works not only to attract more online traffic, but also to build trust with your potential customers.
Here are a few tips to get started:
Assign an in-house writer or freelancer to write at least 1-2 posts a week.
Make sure the writer knows SEO practices and demonstrates a mastery of English grammar.
Develop a publishing calendar. Pick the days you’re going to post and stick to them.
Write content your customers would want to read. A good example topic: “5 Ways to Choose the Perfect Car for Your Teenager. We Can Help!”
2. Re-engage past customers with targeted promotions using the notes about the guest in your CRM.
You should always keep regular contact with past customers. Repeat business is one of the best lead sources to tap. Maybe they want to trade-in or have a child looking to purchase his first car. But there’s only one way to find out: you have to ask!
Target specific groups based on demographics, vehicle purchases, family size, etc.
Write personalized emails with promotions tailored to wants or needs.
Send texts with useful information such as inventory information or service and maintenance tips.
Schedule custom based tasks on response to ensure clients are answered promptly, even on busy days.
3. Build your website into a car sales lead generation machine
Your website is the digital door to your dealership. It’s the main ingredient for a successful online presence, marketing strategy, and lead generation tool. There are several ways to utilize your website and have it convert web traffic into qualified leads.
Optimize every page with SEO keywords and conversion architecture.
Video content is great for catching attention.

Create interviews with salespeople, virtual presentations of vehicles, customer’s testimonials, etc.
Generate email lists by giving free content or gifts in exchange for email addresses.
4. Get creative with your referral programs
Are your referral incentives working at their maximum potential? Chances are you could gather stronger leads by creating more engaging programs. Here’s a tip: money offers don’t always motivate customers into action. If you want to generate better referrals, consider targeting different motivations.
Pay it forward. Tell your customer that every referral she sends in will receive a special discount. People like to help out friends and family!
Ask customers to spread the word. Tell your customers to send a Facebook update referring your dealership. If they receive over 50 likes, they get a free tune-up and tire rotation from the service department.
5. Pick up the phone (it still works!)
Old school methods are unexpected these days. Help yourself conquer your cold calling fears. Of course, none of your calls should be frozen stiff—use this strategy for your past contacts, customers, or qualified lead sources. You’d be surprised at how much business can be drawn up by making ten phone calls a day. With some vendor automation tools, it’s easy to multiply the number of potential buyers contacted so you can fill the day with tasks that bring in more leads.
A few tips for effective cold calls:
Be prepared with in-depth knowledge of your offer and why it’s important to the customer.
Use customizable cold call phone scripts and regularly monitor their effectiveness with your vendor’s reporting tools.
Think of every failed attempt as a practice shot. Don’t get discouraged in the short run.
Give yourself a month to see good results from your efforts. Use your vendor tools to maintain accountability and see which efforts are most profitable.
Make it a champion day!

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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