Sales Journey Scorecard ...
... to streamline your customer journeys and boost sales conversion rates.
don't sell enough.
We get it; everyone could do with a few more sales.
It's a challenge, though. Competition is fierce, market conditions are challenging, and legislation is getting tougher.
And the customers are increasingly disloyal and demanding, too. They hop between Google, Autotrader, YouTube, Carwow, social networks, OEM and dealer websites, showrooms, call centres, chatbots and live chats.
Some know the car they want, most don't; some prefer online purchases, most still in-person; most have an old car to trade in, some don't; some negotiate, some don't; some understand financing, and some don't. The list of variations is endless.
Yet, you must provide smooth transitions between the channels and an enjoyable and personalised customer experience because otherwise, they will switch in a heartbeat to your competitor.
Understanding the endless variations of buyers and steps on the shopping journey is tough, and identifying the bottlenecks is even tougher. And with the traditional conversion funnels, personas, and tracking dashboards, it's nearly impossible. Even with over twenty years of digital experience, we've struggled too.
That's where the idea for the Sales Journey Scorecard came from. We wanted to make the tracking simple enough to be usable as a business dashboard and roadmap yet sophisticated enough to include all the intricacies of automotive buying journeys and the needs of the many diverse buyers.
And over the last three years, we've developed just that.
The Sales Journey Scorecard.
The Scorecard is scientific yet very user-friendly. It's rooted in the proven Customer Journey Mapping process adapted for car buying. It incorporates different buyer needs, best practices in marketing, customer experience and retailing, market trends, and a unique scoring mechanism.
It assesses a sales journey across all individual touchpoints, pinpoints those needing attention, and ranks them based on their sales impact.
With our Scorecard, you'll gain clarity on:
Your omnichannel selling maturity.
The most pressing gaps and the sequence to address them.
How you stack up against competitors.
... and get detailed insights and recommendations to drive action without drowning in science and jargon.
How it works.
The Scorecard consists of 34 steps, divided into 3 parts - marketing, sales, and retention.
It integrates key market trends and buyer needs and weights their significance into each step in the car buying process.
We evaluate the journey from the customer's perspective, scoring each interaction. The final score reveals your maturity in the sales journey and pinpoints areas for improvement.
The highlight? It prioritises shortcomings based on their impact on sales. And with some data from your end, we can even project the potential sales uplift.
We're so confident in our approach that if our recommendations don't yield at least a 3% sales boost, we'll support you at no extra charge until they do!
We offer three tailored options for your needs.
Complete Sales Journey Package - £54.9k
This comprehensive package encompasses all 34 journey steps, covering marketing, sales, and retention.
You'll receive a detailed breakdown of identified issues, complete with actionable recommendations and their priorities.
The package includes travel, consultations, and all necessary adjustments to ensure success.
It also includes our guarantee ensures that if, after implementing our recommendations, you don't achieve a minimum 3% increase in sales, we'll continue working with you for free until you do.
Individual Journey Sections- £19.9k each
If you want to concentrate only on a particular section, we offer in-depth marketing, sales, or retention reviews.
Like the complete package, this option provides a detailed breakdown of issues and actionable recommendations and covers travel, consultations, and adjustments.
Our guarantee stands: if you don't see at least a 3% improvement in the chosen area after implementing our recommendations, we'll support you for free until you achieve it.
Sales Section Quick Review - £4.9k
Some customers prefer to pay less initially and start by reviewing the 14 steps within the sales section of the journey and the top 10 recommendations on what to fix.
While this option doesn't come with our guarantee, it's an excellent starting point. It allows you to address the most immediate areas of improvement and can pave (and pay) the way for a more detailed review of the entire journey when you're ready.
I'm already using segmentation personas. How does this fit in?Think of our psychometric platform as a fine-tuning tool. We don't aim to replace your current demographic, behavioural, or lifetime-value segments. Instead, we further refine them into four psychometric categories, ensuring your communications are spot-on.
Will it work with my data?Yes, it will work with any file or data format, provided it includes the minimum information required for profiling and segmentation. To put your mind at ease, we haven't yet met a company that didn't meet the requirements. We'll cover all this before we start the pilot phase.
Can my existing team successfully operate it, or do I need to recruit retail psychologists or data scientists?Yes, they can, and you don't need to recruit anyone else in your team. The science comes in at the beginning to map the data and train the algorithms and during the pilot when we fine-tune it. We take care of all that. Once that's done, your existing marketing team can operate it without issues. And our scientists will stay in the background, supporting your team regularly through feedback and recommendations.
Can it sync with my current CRM or DMP?Absolutely! Our platform plays well with all CRM and DMS systems in use today. Whether you're looking at direct API connections, remote data exchanges, or even manual file imports, we've got you covered.
I've got a CDP, CRM, or Marketing-automation platform in place. How does this platform fit into the picture?We are here to boost, not replace. While you use CDP, CRM, and MA platforms to enhance sales, our platform steps in to supercharge their impact. How? By tailoring communications to align with each customer's distinct psychometric profile.
Is it GDPR-compliant?Yes, without a doubt. Our platform and processes are fully GDPR compliant. We don't need or use any sensitive personal data or identifiers. All profiling is done anonymously, keeping privacy and compliance at the forefront.
What if it's not the right fit for my business?Psychometric profiling shines across all industries, especially when dealing with high-ticket items like cars. But we get it, you want assurance. That's why we start with a Pilot project before unleashing the platform in full.
What's the duration?You can expect actionable recommendations for each stage in just ten working days (so a full scorecard in thirty). The quick review will take five days.
What info do you need from me?We evaluate the buying journey from a customer's viewpoint, so you don't need access to your systems or sales data. However, we'll need your help understanding how the aftersales part of the journey works. A few interviews will cover it.
Why no "personas"?In car buying, traditional demographic personas can become overwhelming. Instead, we segment buyers at each journey step based on their needs. This offers much clearer insights and actionable recommendations.