Autobytel Targets Online Shoppers With Phone Calls

Autobytel Inc. has launched an automated telemarketing program so car dealerships advertising on Web sites can target prospective customers while they're perusing information online.

Dealers are notified via an automated phone call seconds after a consumer requests price quote at a Web site operated by Autobytel. The prospect's name, identify of the Web site generating the lead and specific inquiry details are supplied to dealers who receive these automated calls.

Sales reps at dealerships can then press the digit "1" to immediately phone prospects. Their phone numbers, contact history and other data are tracked automatically to generate telemarketing reports.

"The goal is to put our dealers on the phone with customer so quickly that the customer is still literally sitting at the computer," said in a statement Mark Garms, Autobytel's senior vice president of dealer operations.

Autobytel envisions sales reps at dealerships in the future giving customers tours of online showrooms, while explaining color and trim options.

During beta tests involving 165 dealerships, telemarketing contact rates with prospects were lifted 50% when direct dial numbers were provided, as opposed to toll-free and other third-party tracking numbers, based on Autobytel's data.

Countryside IL-based Continental Honda reported that it converted 15 online inquiries to sales per month during the beta test.