Although much of the car shopping process takes place online—the average car buyer spends 13 hours online conducting research and comparing vehicle prices—the visit to a dealership remains a crucial step in the buying journey. In fact, 95% of purchases still happen at the dealership.
No matter where a walk-in shopper is in their journey when they arrive on your lot though, it’s crucial that you take the time to get to know them. Ask questions to learn where they came from and what brought them to your dealership. By understanding their behaviors and motivations, you’ll be able to better tailor your sales pitch, and, ultimately, have a lot fewer walk-in shoppers getting away.