Industry News & Trends

CONTEST: Top 5 Tips For Selling a Car to a Chat Prospect

DEALER CONTEST with Contact At Once

Our long time sponsor Contact At Once is hosting a CONTEST for the DealerRefresh community and our reader base.
CAO Silver Logo

They’re looking for your best advice on gaining appointments and selling to a chat prospect….


What are some of the proven ways you’ve found to turn a website ‘looker’ into an appointment or even a sale using chat?

Post your single best piece of advice along with a chat transcript that demonstrates the technique to this forum thread by November 21st. Then, tweet it out to all your friends so they’ll see what you said. (If you want, you can even let us in on how much you made off the deal!)


In the end, CAO will compile a list of the ‘Top 5 Tips For Selling a Car To a Chat Prospect.’ Five (5) individuals and their tips will be announced on the Contact At Once! Facebook Fan Page and featured here on and in their monthly eNewsletter, which currently reaches more than 9,000 dealers

They are even going throw in a $10 Starbucks Gift Card for every individual that participates and a $100 Starbucks Gift Card for each of the individuals whose tips make it into their Top 5.

More than just a great contest, sharing the best techniques will help others become more effective at using chat to GAIN APPOINTMENTS and OBTAIN MORE SELL CARS.


Here are the steps to take in order to participate and qualify* for the prizes:

  1. Post your single best tip for selling to a chat prospect to this forum (one submission per person).
  2. Include a chat transcript demonstrating the technique mentioned in your tip (screen shot or cut-and-paste, just be sure to remove or obscure any customer personal information).
  3. Include your full name along with the name of your dealership.
  4. Using your Twitter account, send a tweet including a short link to this forum thread and the hashtag:#dealertips

Don’t forget to watch the Contact At Once! Facebook Fan Page where the 5 winners will be announced!

*Note: You must complete all steps to qualify. Only one gift card per person – and no funny business! 🙂

LET’S GET POSTING! (over on the DealerRefresh Forum)

Founder of DealerRefresh - 20+ Years of dealership Sales, Management, Training, Marketing and Leadership.
I learned with chat that the only true way to sell a car is to consider the chat prospect the same way that I would consider a phone up.

I would start the conversation the same way that I would answer the phone.  I would also follow my standard inbound phone process.  The only difference is that I am typing instead of speaking.

It is important to ask questions and take control of the conversation.  It is also important to add personality by adding a sense of humor to the conversation.  Whenever I get a chat prospect to say "LOL", I know that I am doing the right thing.

When the chat customer insists on negotiating a deal use appropriate rebuttals and ask closing questions all while at the same time trying to get their contact information.  Remember, the goal is to escalate from chat to phone to appointment to closing a sale.

I have on numerous occasions gotten the customer information and had a 15 minute conversation which resulted in a scheduled appointment.  I wish I had the transcription of the one conversation that I had which resulted in major success for the dealership.
  • R
    Ryan Lucia
  • November 4, 2011
Hey Dan,

Thanks for adding your tips and experiences to the conversation:

TIP: Treat the chat prospect the same as you would a phone-up
TIP: Take control of the conversation by asking questions
TIP: Try to convey your personality and a sense of humor
TIP: Ask closing questions and get contact info when prospect tries to negotiate

Tips from other dealers can be found in the forum. Here's the link to the thread:
Dealers are spending thousand's of dollars to bring buyers at their website and chat helps them to convert into sales.