How to perfilate a lead?

How to profile correctly a lead in a used car dealership?


1. Understand the Need: Inquire about why the lead is in the market for a car. Understanding the duration of their search and the reasons they haven't committed to a purchase yet can provide insight into their urgency and decision-making criteria.

2. Identify Immediate Benefits: Discuss the immediate benefits the lead will gain from purchasing the car. This can help them visualize the value proposition and how the car will improve their daily life.

3. Address Obstacles: Determine any obstacles that are preventing the lead from making a purchase. This could range from financial concerns to uncertainties about the car's fit for their lifestyle.

Let´s see this example:

Salesperson: Good morning! Thank you for calling [Your Dealership Name]. My name is [Your Name]. How can I assist you in finding the perfect vehicle today? Why are you buying a car?

Customer: Hi, I'm considering buying a used car. I've been relying on Uber for my 15-mile commute to work, and it's getting quite expensive.

Salesperson: I completely understand how that can add up. Let’s make sure we find a great solution for you. 🚗💡 If you don’t mind me asking, how long have you been thinking about making this change from Uber to owning a car?

Customer: Oh, probably for a few months now, but I haven’t found the right car yet.

Salesperson: It sounds like you're ready for a more reliable and cost-effective way to handle your commute. What features are you looking for in a car, and what has held you back from the options you’ve seen so far?

Customer: Well, I’m looking for something that’s good on gas and won’t cost me a lot in maintenance. I haven’t found a car that I’m confident won't give me problems down the line.

Salesperson: I see, reliability and efficiency are key for you. 🛠️🌿 Owning your own vehicle will certainly save you time and give you control over your daily commute. Imagine the convenience of leaving for work on your own schedule. What would that mean for your day-to-day routine?

Customer: It’d be a huge relief. I wouldn't have to wait around for a ride, and I could leave work at a decent time.

Salesperson: Absolutely, that freedom is priceless. Now, let’s talk about what might be holding you back. Is it the concern about potential unseen costs, or maybe finding the right financing options? 💬💳

Customer: Yeah, I guess I’m just worried about buying a car that looks good on the outside but has a lot of hidden problems.

Salesperson: That’s a very valid concern, and I want to ensure you feel secure in your purchase. We offer certified pre-owned cars that have been thoroughly inspected and come with a comprehensive history report. Plus, we can discuss warranty options that protect your investment. How does that sound?

Customer: That actually sounds pretty good. I’d be interested in seeing what you have.

Salesperson: Fantastic! Let’s schedule a time for you to come in, take a look at our selection, and maybe even take a test drive. How does your schedule look this week?

Customer: I can come by after work tomorrow.

Salesperson: Perfect, I'll set that up. I look forward to helping you find the perfect car for your needs. See you tomorrow, and have a great day!

Let´s talk since the customer need. Let´s solve their exact needs.