Carzone and Carl work together to double the call-to-sales rate
Hi Tor! This is Carl from Carzone. You recently registered your Volvo EC40 with us. We're a small company with two employees, and we prioritise customers who want to sell their car soon. Do you know roughly when you'd like to sell it?
Hi! We've ordered a new car, so anytime from now until mid-November works for us
50%less work on lead handling
2Xcall-to-sales rate
100%of leads engaged within 1 hour
93%of leads reply and uncover intent and needs
- Industry
- Automotive
- Market
- Norway
- Focus
- More leads turned into purchases, from registration to sale
- Carl's role
- Qualifies and prioritises every lead
Summary
Carzone is a Norwegian car dealer that buys cars directly from private sellers, with a focus on premium used cars. Its sales team used to qualify every lead by phone, the same way for every seller.
Carl now writes to every lead within an hour of registration and collects what the salesperson needs for the call. Lead handling takes 50% less work, and the call-to-sales rate has doubled.
Carl finds the right customer and gives me everything I need to close the deal.
Arslan QayyumWorking Chairman, Carzone
The starting point
Too much time wasted on cold leads
Carzone's salespeople qualified leads by phone, and much of their time went to leads that weren't ready to sell.
Every lead went through the same process, with no way to tailor the approach to the seller.
How Carl works
A one-to-one dialogue right after registration to uncover intent and needs
Carl asks each seller when they want to sell and whether they have other offers, and follows their answers instead of one script for everyone.
When a seller is ready, Carl books the call. Carzone's salespeople are experts who know the market well and are good at suggesting the right solution for each seller. With Carl, they start every call knowing the car and the seller's plans.
77%of leads give a concrete timeline before the sales call
51%of leads share more about competing offers before the sales call
The results
50% less work and calls with sellers who are ready
Salespeople spend their time on sellers who are ready, and they know the timeline and any competing offers before they call. Twice as many of their calls end in a purchase.
Carl now handles every Carzone lead until a salesperson calls.