How to Work a Prospect in DealerCenter CRM

Understanding the Sales Funnel

Every prospect begins as a New Prospect / Lead with a 15% chance of closing. As you engage with them, their status moves through the sales funnel—Contacted, Appointment Scheduled, Dealership Visit, Working Deal—and eventually, Sold. DealerCenter tracks each stage to help guide your process.

Engaging Prospects Quickly

Quick response is key. Respond to new leads using the same method they contacted you—whether it’s chat, email, or phone—to improve your chances of converting them. Follow up promptly and switch to phone only when needed.

Dispositioning Leads Effectively

Dispositioning means logging every interaction with a lead—calls, texts, emails—to build a complete follow-up history. In DealerCenter, use the Lead tab on the prospect's profile to log these touchpoints.

Maximizing Every Contact

Ask questions about the customer’s timeline, credit, and vehicle needs. It often takes around 13 touchpoints to close a deal—each one increases engagement and moves the lead closer to a sale.

Scheduling and Managing Appointments

Use DealerCenter CRM to schedule appointments, which are a major step in converting leads. The system sends automated confirmations and reminders to help reduce no-shows and keep leads progressing through your funnel.

Nurturing Through the Sales Cycle

Continue engaging your lead at every stage, from first contact to final sale. DealerCenter CRM’s Road-to-Sale tracker helps you see their current position and tailor your communication accordingly.

For more help with working prospects in DealerCenter CRM, reach out to our support team.