Why This Matters for Dealerships
Car buyers don’t wake up and decide to buy a car overnight—they research online, visit multiple dealerships, and compare offers before making a decision. They also visit other businesses and brands that can provide insight into affinities in order to allow the dealership to align offers and ad strategies.
By specifically leveraging transactional and location-based data, your dealership can:
✅ Identify high-intent shoppers “before and after” they visit your physical showroom.
✅ Target them with personalized offers & messaging based on their behavior before, during and after their visit to your showroom.
✅ Convert leads into sales with timely follow-ups and competitive pricing.
Let’s dive into proven marketing strategies to maximize conversions.
Retargeting & Personalized Ads
Use customer browsing & location data to re-engage high-intent car buyers.
Dynamic Retargeting Ads (Google, Facebook, YouTube, TikTok)
- If a customer visits your dealership showroom (or that of a competitor) but doesn’t book a test drive, retarget them with:
- “Still looking for the perfect [Honda Civic]? Get $500 off this weekend.”
- “Test drive the new [Ford F-150]—zero down payment available now.”
- If they check-in with reception, show them loan approvals & special financing deals personalized to the customer or lead.
- If a customer or lead visits a complimentary brand, i.e., IKEA or their local coffee shop, the dealership can align itself with the brand by pairing an offer and retargeting through online searches.
Competitive Conquesting Ads
- If a shopper visits competing dealerships, run hyper-targeted search & display ads:
- “Compare our deals before you buy at [Competitor Dealership].”
- “Get a better trade-in value at [Your Dealership]—instant online quote.”
💡 Pro Tip: Use AI-powered ad creatives that automatically adjust based on the customer’s previous showroom visits and visits to complimentary brands as well as competitors.
Personalized Email, SMS & CRM Outreach
Re-engage customers and leads based on their transactions and visits to the dealership.
Website Browsing Follow-Ups
- If they check out SUVs on your site, send:
- “Looking for a family SUV? Special APR on the Honda Pilot this week.”
- “Compare the [Toyota RAV4] vs. [Honda CR-V]—which one’s best for you?”
Test Drive Reminders & Incentives
- If they book a test drive but don’t show up, follow up with:
- “Still interested in the [Chevy Tahoe]? Come in this weekend for a $50 gas card when you test drive.”
Trade-In Targeting
- If they own a 5+ year-old vehicle, send a personalized offer:
- “Your [2017 Ford Escape] is worth up to $4,500—get a free trade-in appraisal today.”
Geo-Targeted & Location-Based Marketing
Turn dealership and complimentary brand visits and competitor foot traffic into high-intent leads.
Proximity-Based Push Notifications
- If a customer visits a competing dealership, trigger an SMS:
- “Spotted at [Competitor]? Before you sign, see our unbeatable offers on [Toyota Corolla].”
Geofencing & Dealership Targeting
- Target people who visited a competing dealership in the last 30 days with Google & Facebook ads.
- Example: “Before you buy at [Competitor], check out our exclusive [Jeep Wrangler] pricing.”
Service & Maintenance Retargeting
- If a customer visits a local auto service center, send:
- “Need an oil change? Get $20 off your next visit at [Your Dealership].
Lookalike Audience Expansion
Find high-intent buyers who resemble your best customers.
Facebook & Google Lookalikes
- Upload your customer list and target similar shoppers searching for cars.
“In-Market” Auto Buyers
- Google & Meta allow you to target people actively searching for vehicles based on browsing history.
Competitor Lookalikes
- If you sell luxury cars, target people who visited BMW, Lexus, or Mercedes websites.
💡 Pro Tip: Layer location + vehicle interest + income bracket for ultra-precise segmentation
AI-Powered Onsite Personalized Selling
Enhance your in-person sales team withAI and personalized offers for customers and prospective buyers.
Smart Inventory Recommendations
- If a customer browses trucks, show personalized pickup truck deals first.
- If they shop SUVs, push family-friendly financing options upfront.
Exit Intent Offers
- If they try to leave your showroom, allow your sales team to view personalized offers:
- “WAIT! If you schedule a test drive now, get a $500 discount and a $50 gift card to Starbucks” (Note: the dealership receives data confirming they are a Starbucks customer)
Financing Pre-Approval Hooks
- Show instant loan approval calculators based on their credit profiles.
Final Takeaway: Drive More Sales with Data-Driven Sales & Marketing
Your dealership has access to game-changing data—transactional history, dealership and complimentary brand and competitor visits and more.
The key is to turn this data into actionable, high-converting onsite sales pitches and retargeting with personalized marketing campaigns:
✅ Retarget high-intent shoppers with personalized ads.
✅ Use geofencing & location-based marketing to conquest competitors.
✅ Leverage AI to personalize the dealership experience.Which strategy would you like to implement first? 🚗💨
