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. Their carumption is that the more information the better — as long as it is relevant — however once at the auto dealer’s site the more accurate priority is “transparency!” More time on page and more page visits used to be considered a good thing but today once again — not so much! The easier and faster the online car shopper can find the specific information hat they need to make a buying decision the better! Site designs are being simplified with more intuitive user interface and dedicated landing pages or linked micro sites to allow customers to limit the amount of “clicks” or wasted exposure to information that may be relevant to the dealer but not necessarily to the customer; at that time in their shopping cycle at least. Once the shopper actually ventures onto an online showroom the plan is to keep them there by providing direct or linked access to anything that they need to move themselves further down the sales/buying funnel. The dealer may see these information resources as a conversion tool or a lead generator but if they lose track of the truth — that the customer is still in charge — they risk losing them with the click of a mouse. Sorry but throwing their trade-in keys onto the roof won’t work in your virtual showrooms! The solution is for auto dealers to listen and learn from their online customers before they presume to sell them anything! Human nature has survived on the World Wide Web and relationship based selling still has a strong influence
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