Upgrade your website with cohesive IM and Live Chat strengths

10 Best Automotive Lead Generation Strategies to Drive Car Sales

Automotive lead generation
Table of Contents

    Leads are vital to the automotive industry because they are the starting point of the sales pipelines. They are as important for the auto industry as for any other. Focusing on acquiring leads is often the only way to drive car sales. 

    Acquiring leads in the auto industry is a lengthy and time-consuming process. Auto dealers also need to understand their audience, buying behavior, and search preferences for quality leads.

    A “Think with Google” study has found that 95% of vehicle buyers use digital as a source of information. The same study also concluded that twice as many potential auto buyers begin their research online versus at a dealer.    

    This indicates how auto dealers need to focus more on the evolving trajectory of most auto searches. They must combine the conventional with the digital to succeed in their automotive lead generation efforts.

    In this post, we’ll explore various strategies and examples of lead generation in the automotive industry.

    What is Auto Lead Generation?

    Auto lead generation is a marketing strategy the automotive industry uses to find, attract, and capture potential customers. It is done to build brand awareness, gain consumer insights, and eventually drive sales. 

    Auto lead generation aims to generate high-quality leads that convert into paying customers. A successful lead generation effort is key to using resources judiciously and expanding the footprints of the business.              

    10 Powerful Lead Generation Strategies for Automotive Industry in 2024

    Car dealers can now leverage various digital channels to generate quality leads. From social platforms to paid ads, websites to digital marketing, options are plenty for driving leads for the business.  

    Let’s look at 10 powerful lead-generation strategies for the automotive industry in 2024 –  

    1. Create a Mobile-Friendly Automotive Website 

    Most customers these days prefer browsing information on their phones. 

    Your potential car buyers are also likely to research vehicles this away. Make sure your car website is mobile-friendly so that it’s easy to access and browse for prospects. 

    benefits_of_a-mobile-friendly-automotive-website

    When you have a mobile-friendly automotive website, potential customers may spend more time on the site and the bounce rate will be low. There will be easy navigation and fast load times. All this can ensure a higher rate of conversions

    Pro Tips  

    • Focus on mobile responsiveness and adaptive design 
    • Make the navigation touch-friendly to avoid unplanned clicks 
    • Optimize the website content to increase its load times 
    • Use a clean layout and clear UI 
    • Add quality videos and images to display vehicles neatly to prospects 

    2. Add Live Chat on Your Auto Website

    Cars don’t come cheap. They are among life’s big purchasing decisions. So buyers will naturally have lots of questions and doubts before buying one. 

    Make sure you deliver a great car-buying experience to your customers.   

    Since online browsing is a key aspect of auto searches, you should consider adding live chat software to the website. It helps you stay available 24×7 and provide quick replies to queries. 

    stats_on_live_chat

    Using live chat software, your agents can provide instant replies to any type of auto queries. 

    From car prices to features, test drives to dealership info, live chat can help you provide information on everything. You can also send visitors sign-up forms and convert them into leads.  

    Pro Tips     

    • Add the live chat on key places on your website such as on the home page, product page, contact us page, etc. 
    • Integrate AI chatbot into the live chat for automated lead generation 
    • Automate your customer service and ensure a seamless handover when the chatbot fails to handle a complex auto query
    • Track visitor behavior and ensure personalized engagement for them   

    For example, REVE Chat’s live chat software and AI-powered chatbot can help car dealers better engage with prospects, interact with them efficiently, and eventually generate quality auto leads.  

    3. Bring AI-Enabled Automation to Lead Generation  

    Automation is the trend these days for generating leads across industries. Its popularity is growing as 50 percent of automotive companies use AI-enabled chat assistants to engage customers actively. 

    Chatbots are a great tool because they can respond to queries immediately due to the built-in questions, triggers, conditions, and events. Conversational bots can use the power of machine learning to engage in conversations like humans. 

    stats_on_ai_enabled_chat_assistant

    Bots are intelligent and can handle complex questions and route queries if something is beyond their comprehension. They can help you engage customers at any stage of the sales cycle and provide them with a personalized experience.

    You can also use them to recommend product offers and add value to lead generation. 

    Pro Tips  

    • Offer 24×7 support and quick replies to vehicle availability, vehicle features, financing options 
    • Ask qualifying questions, collect contact details and pre-screen prospects 
    • Leverage historical data and browsing history to make personalized car recommendations 
    • Send reminders and follow-up messages to leads 

    4. Use Local SEO to Capitalize on Nearby Industry Searches

    While a majority of car searches start online, most of them conclude at offline car dealerships. 

    Local dealers are always the priority for people looking to buy cars. This is why optimizing your auto website for local SEO is essential. What’s more, 76% of people doing “near me” searches often visit the related business within a day.  

    stats_on_benefits_of_local_seo

    If your website is not optimized for local searches, you might lose out on such customers. More importantly, search engines give extra weight to the searcher’s geographical location. 

    When you have local SEO, even a big automaker may find it hard to outrank you in the local area. 

    Pro Tips  

    • Create a Google Business profile 
    • Provide Google with your business address to complete the listing. 
    • Use the key information for your Google Business profile, including business category, services, products, and opening hours.
    • Submit your site to top local directories to boost your position in search results  
    • Encourage customers to share positive Google reviews   

    5. Leverage Social Media For Visibility and Engagement 

    This may sound familiar  – you’re scrolling through your social media feeds on Facebook or Instagram and suddenly, an image or video of fancy cars grabs your attention and fascinates you. It piques your curiosity and you feel like owning it someday! 

    Well, it all starts with visibility. 

    Visibility is great in capturing leads. The more visible your products are, the more people notice them, which eventually brings in more leads. 

    The same happens in the auto industry as well. The more your cars and offers are visible to the people, the more chances it can create for the business. 

    stats_on_social_media_benefits_for_auto_lead_generation

    And when it comes to increasing visibility, nothing can beat social platforms. They allow you to show up on the feeds of people. You can use social platforms to display the car on channels where people hang out and get their attention.  

    If you’re still skeptical of using social media for lead generation, consider this – 66% of marketers found new leads with the use of social media, and that too, with as minimum as six-hour-a-week effort. 

    Pro Tips 

    • Share regular content on the chosen social platforms and link them to a lead generation form on the site.
    • Use high-quality images and videos of your products to grab your attention.
    • Create exciting driving footage of your car models and share it on people’s feeds with a great caption. 
    • Increase engagement on social channels with regular polls, and quizzes related to the industry as it can prove great value to your drive automotive lead generation work.

    6. Implement a Robust Email Marketing Strategy 

    Did you know that more than 50% of car dealers have an email marketing strategy to generate high-quality auto leads?

    You should also consider implementing a full-fledged email marketing strategy if you want direct communication with leads. Email is effective as it helps you reach specific customer segments with personalized messages. 

    Most importantly, email marketing costs a fraction of what traditional advertising does yet delivers a high ROI. 

    benefits_of_email_marketing_for_car_leads

    You can run automated email sequences and consistently engage with prospects. You can send emails regularly to your audience and forge long-term bonds with them. 

    On top of that, email marketing ensures measurable results as you can track open rates, CTR, and conversions.    

    Pro Tips

    • Run targeted email campaigns with the help of segmented email lists 
    • Share personalized emails aligned with the recipient’s preferences 
    • Create and share lead magnets in exchange for email sign-ups 
    • Nurture leads with drip campaigns  

    7. Create High-quality Walk Through Videos of Cars

    Cars are big-ticket purchases. Buyers often approach the deal with a sense of excitement. They want the best value for money. All this makes car buyers detail-oriented.

    That’s why most car buyers want to inspect every feature of the vehicle, visually and otherwise as well. They wish to look at the model inside out. 

    So, you should focus on having a full-fledged car display in the form of high-quality walk-through videos. This will help you inform and enrich potential customers. In most cases, the way you display the car can inspire buying motivation and impact the purchase decisions. 

    Make sure the video is high-quality as you need to create a fascination for buyers. You need to stimulate their visual senses. 

    And yes, apart from your website, consider putting those videos on popular channels like YouTube and Facebook for more visibility. 

    Pro Tips 

    • Display your car in a way that looks exciting to customers 
    • Focus on giving a quick overview of the model
    • Discuss all the interior and exterior features 
    • Emphasize creating a visual impression on potential buyers. 
    • Let the video discuss the car’s performance, engine, mileage, etc. 
    • And always include a CTA and an offer to take a test drive     

    8. Run a Referral Campaign 

    A Nielsen study says that people are 90% more likely to buy from a brand recommended by a friend.  

    Referrals and recommendations often dominate car purchase decisions as well. Since buying a car is an expensive investment, potential buyers don’t mind seeking a lot of pre-booking advice and suggestions from dear ones.

    stats_on_benefits_of_recommendations_and_referrals

    As an auto dealership, you can tap into this universal urge and run a referral program to drive sales by rewarding existing customers. When there is an incentive, your existing customers may even go out of their way to recommend the cars to someone they know.  

    Pro Tips

    • Promote your referral program through email and social media 
    • Implement a tiered system with higher rewards regular engagement and referrals
    • Consider attractive rewards like cash bonuses, gift card discounts on servicing, etc. 
    • Create a dedicated page, platform, or app for referral
    • Make the participation easy and hassle-free   

    9. Give Customers Credit Checks and Financing Options

    Most cars are not bought, they’re financed. 

    This is why a lot of customers often check for financing options on auto websites while doing car research. They may even request you for the same in case you don’t offer. 

    Financing options make the buying smooth for potential buyers. 

    As a car dealer, it’s your responsibility to display everything in detail about the EMI, financing, and credit check options. All this can add huge value to your automotive lead generation efforts.  

    The more options you give, the more customers are likely to find a relevant deal, which can therefore bring more leads to your business. 

    Pro Tips

    • Have an in-house credit check option on your website so that customers can know how far they can stretch themselves in buying the car.
    • Send personalized EMI and financing options to customers based on their creditworthiness and credit score.   
    • Factor in customer’s credit health and send information on different car models at various price points to increase chances of conversion.   

    10. Run Ad Campaigns and Retarget Ads

    Paid ads are very effective digital marketing tools to generate quality automotive leads. They help drive potential customers to your website.  

    You can use Google Ads and social ads campaigns to reach your potential car buyers. Similarly, targeted ads are strategically used to reach the most relevant audience. They ensure your marketing budget is spent correctly and increase the chances of conversions. 

    In addition, there are many ad channels and platforms that you can use to target prospects based on their browsing history, demographics, preferences, and interests. 

    These platforms are essential to taking your ads to the people who have shown prior interest in buying a car.   

    Similarly, retarget ads are ideal for targeting visitors who have signed up for lead magnets on your website.  

    Pro Tips

    • Segment the audience for effective targeted ad campaigns 
    • Choose the platform that aligns with the demographics of your target audience 
    • Use lead generation forms to get user information like name, sex, email, contact number 
    • Rely on dynamic retargeting for improved conversions   

    Examples of the Successful Automotive Lead Generation 

    The auto industry is dominated by top brands that are known for deep pockets and innovation with branding. Some of these companies have added a new dimension to the way auto leads are generated. 

    Let’s look at some examples of the successful automotive lead generation – 

    1. Hyundai UK’s Use of Live Chat on the Website 

    Live chat is a key tool for automotive lead generation. Hyundai UK shows how to use live chat and drive engagement with potential auto buyers. The company prominently displays the chat icon close to the high-quality image of the car model. This leaves no doubt to buyers what the chat is meant for and it could work great for lead generation in the automotive industry. Anytime a prospect visits the website, he/she can ask queries and get them answered quickly via the live chat software. 

    Live Chat on Hyundai website

    2. Kia Motors Getting Leads with the Car Builder Option on Your Website  

    Kia Motors shows how to leverage the “Car Builder” option on the website. A dealer can use the data from the car configurator option. It will better understand what kind of cars your potential customers search for. In addition, this option is key to providing information regarding the dream car, like when can you make it available, when can they get a test drive, etc. Even if you don’t have the right match, you can still try to match customers’ configurations and ensure great value to their needs.   

    car builder option kia

    3. Toyota Innova’s Subtle Use of the Referral Program to Get Auto Leads

    Toyota Innova has a robust referral program in place. This program is easy to use and simple to participate in. The referral lays out the benefits – “refer friends and accessorize your Innova Crysta vehicle worth INR 25,000 of accessories! The strategy is not unique but it stands out for clarity as the website has clear mentions of the benefits associated with referral. 

    referral program for auto leads

    4. Mercedes Highlighting the Test Drive Option on the Website 

    Mercedes offers a test drive option on the website which could be a great auto lead generation example. It clearly understands how test drive is a big part of the car buying experience. While a test drive will help customers understand the product better, it will also give you a great opportunity to convert your leads into sales. This is the stage where you can try out various upsells. 

    test drive booking for lead generation

    5. BMW Leveraging the “Find a Dealer” Section on the Website 

    BMW USA knows the value of having a “find a dealer’ section on the website. This helps customers find it easy to locate the nearby dealership and enjoy the buying process. 

    When the dealer location is provided, your customers can decide on their own and visit the nearest one and avail all the benefits of buying a car. The company makes sure its customers don’t face any issues in locating the local dealer and making the purchase.  

    Find a local dealer BMW

    Tips to Generate More Car Leads

    Generating more car leads becomes easier when you have the right strategies in place. While there are many tried-and-tested methods for generating leads, auto dealers can also experiment with unique ideas for leads. 

    Let’s look at some tips to generate more car leads – 

    Partner with Third-Party Websites 

    Third-party sites often have a huge audience cutting across different price points. So automakers can easily leverage this unique arrangement of network and grow sales. There are so many such 3rd-party auto sites and you need to pick the best for lead generation in the automotive industry. The key is to find a great source of leads and then work on them to drive sales. And another key thing to remember is – make sure all the car-related content, description, images, videos, and content are provided by your sides.

    Use High-Quality Photos on Your Website or Social Channels 

    Consider using high-quality photos with different angles and shots of the vehicle. This can elevate the excitement level for prospective customers. It would be great if you have a solid inventory of car photos as it will leave a good instant impression on potential customers. Make sure you click car pics with the purpose impress leads with great visual shots. Choose the best possible angles and backdrop for the photos. 

    Give Customers the Benefit of Virtual Appointments 

    Some car buyers do most of their searches online – except for the test drive – and then visit the dealer to buy the vehicle. To leverage this trend, you should plan a virtual appointment or a virtual demo. This can help potential customers know about the vehicle without a personal visit to the dealership. If the virtual tour is impressive, who knows, you might get quality leads. But yes, you need to take these virtual demos as seriously as if they were in-person visits. These appointments could augment your lead generation in the automotive industry. 

    virtual appointment for lead generation

    Run a Blog to Educate and Enlighten Potential Car Buyers 

    Buying a car is a slow-moving process in most cases. Since big money is involved, buyers don’t like to take risks. They want in-depth information before buying the product. The more information they have, the more empowered they feel in terms of making buying decisions. And what could be better than a blog to educate, enrich, inform, and enlighten prospects? Make sure you publish high-quality blogs with detailed analysis of the cars, their features, performance, mileage, price, etc. These could go a long way in helping you win more car leads. 

    blog_of_an_auto_company

    Source

    Sponsor Local Events and Consider Cross-Promotion with Other Businesses 

    Sponsoring local events is an excellent strategy to boost the visibility of your products and take your brand in front of the local community. You can sponsor a variety of local events at the college and high school levels. You may host events, and sponsor charity runs. You can cross-promote with any influential business in the locality and consider gift cards or similar perks for leads. 

    Top 3 Automotive Lead Generation Companies

    Auto companies and car dealerships often rely on the expertise of lead generation companies to streamline operations and drive sales. Many top automotive lead generation companies give amazing results to clients worldwide. 

    Let’s look at the top 3 automotive lead generation companies – 

    1. Lead Allocate 

    Lead Allocate is a top automotive lead generation company that provides high-quality leads to auto leaders. It has a feature-rich lead generation software and the company only works with reputed dealerships and individuals who want to sell more cars. Lead Allocate delivers in-market quality car sales leads as it has a robust lead generation system that works outside of available processes and leads.  

    2. Cox Automotive 

    Car Automotive is a key player in the auto lead generation space. It has popular auto websites that attract millions of visitors every year, forming the basis of high-intent leads for the industry. The company uses advanced analytics to understand consumer behavior and target them through personalized messages. Integration of multiple platforms and data-driven strategies are key reasons that make it a top auto lead generation company. 

    3. CarGurus

    CarGurus is a famous automotive workplace that stands out for its effective lead generation credentials. It ranks amongst the largest online auto marketplaces in the world. So, the company sees millions of potential buyers visit its website. What’s more, it provides tools and services to auto dealers for managing and nurturing high-intent leads.   

    Final Thoughts 

    Leads are integral to the automotive industry and companies that focus on lead acquisition always drive car sales. The best way for auto dealers to focus on leads is by understanding their audience, buying behavior, and search preferences. Dealers can leverage various strategies to generate quality leads. From live chat to social platforms, paid ads, retarget ads, local SEO and more, options are plenty for driving leads for the business.  

    Similarly, there are some excellent examples of the successful automotive lead generation. We saw how some car companies redefined lead generation efforts. From Hyundai UK’s Use of Live Chat on the Website to Kia Motors Getting Leads with the Car Builder Option on Your Website, top auto brands are using innovation to drive leads.  

    In addition, auto dealers can also experiment with unique ideas for generating more leads. We can see how partnering with Third-Party Websites and Sponsoring Local Events can open up new windows of opportunity for lead generation. Plus, many top automotive lead generation companies like Lead Allocate, Cox Automotive, and CarGurus give amazing results to dealers.

    With REVE Chat, you find an advanced and feature-rich Live Chat System to boost engagement and drive leads for your auto business. Sign up with us and add a new meaning to automotive lead generation.  

    Frequently Asked Questions (FAQs) on Automotive Lead Generation  

    1. What are the leads in the automotive industry?

    In the automotive industry, leads are the potential customers who have shown prior keenness and interest in buying a vehicle. Leads are vital for the industry as they form the basis of sales and revenue. They also make up the first step in the sales process and sales funnel.  

    2. What is the automotive lead generation process? 

    Identifying and attracting potential customers is the backbone of the automotive lead generation process. This process has the ultimate goal of converting leads into paying customers through nurturing and conversion.  

    3. How to generate leads for car sales?  

    Various strategies are available for generating leads for car sales. Some of them include – 

    • Create and share informative content such as blog posts 
    • Use email marketing campaigns to directly connect with prospects 
    • Add live chat on your car website for enhanced engagement with visitors 
    • Automate customer service via AI chatbots 
    • Optimize your auto website for mobile 
    • Display and sell cars through high-quality videos
    • Run paid ads 
    • Leverage retarget marketing and ads 
    • Connect prospects on social platforms 

    4. What factors should be considered when selecting third-party lead generation websites for a dealership?

    Various factors need to be considered when selecting third-party lead-generation websites, including – 

    • Trust a platform that has a track record of providing verified leads 
    • Rely on a platform that regularly attracts high-intent car leads 
    • Show faith in a website that regularly engages with its user base   
    • Match whether the website’s user base matches your target audience profile 
    • Analyze the reviews and testimonials on the website  
    • Make sure the platform easily integrates with your sales tools and CRM  

    5. How Much Does An Auto Lead Cost?

    The cost of an auto lead is not fixed. It can vary depending on several factors. 

    Here are the key factors that determine the cost of an auto lead – 

    • Lead quality
    • Lead generation source
    • Lead location 

    An auto lead can start from $ 10 and reach $ 500. In most cases, the price stays within that range. 

    Leads that cost less often require more effort to convert. On the other hand, costly leads are high-intent and require less effort.

    Start using REVE Chat now!

    Start a 14-day free trial, no credit card required

    Share this post

    • Twitter
    • LinkedIn
    • Facebook
    Praveen Singh
    AUTHOR’S BIO

    Praveen Singh is a content marketer, blogger, and professional with 15 years of passion for ideas, stats, and insights into customers. An MBA Graduate in marketing and a researcher by disposition, he has a knack for everything related to customer engagement and customer happiness.

    As a writer and analyst, he pours the heart out on a blog that is informative, detailed, and often digs deep into the heart of customer psychology. He’s written extensively on a range of topics including, marketing, AI chatbots, omnichannel messaging platforms, and many more.

    Mr. Singh also has a passion for subjects that excite new-age customers, be it social media engagement, artificial intelligence, machine learning. He takes great pride in his learning-filled journey of adding value to the industry through consistent research, analysis, and sharing of customer-driven ideas.

    REVE Chat Blog

    Stay updated with the latest trends and ideas we share

    View all posts
    10 Best Insurance Lead Generation Ideas in 2024

    10 Best Insurance Lead Generation Ideas in 2024

    Business competition has been more fierce than ever before in the insurance market. Therefore, generating high-quality leads is getting more...

    9 Most Important Banking Customer Experience Trends (2024)

    9 Most Important Banking Customer Experience Trends (2024)

    In recent days, we have found at REVE Chat, that our Banking customers have been experiencing a significant shift towards...

    5 Best Live Chat Software for Banking Compared in 2024

    5 Best Live Chat Software for Banking Compared in 2024

    When it comes to live chat software, there are countless options out there, each offering a variety of benefits. When...

    Start converting your website visitors into customers today!

    Get Started