That means less time wasted on unqualified tire kickers
and more time for growing the business.
They'd rather see the tire kickers
out on the lot, because they feel that they're here--'I can go sell them a car,'" he says.
In other words, there are fewer tire kickers
heisting free pens and more decision-makers looking to buy.
While that was about 10% fewer attendees than the previous year, those who took the time to visit the show floor were serious users and not just tire kickers
, says Thomas C.
If the economy is to blame for keeping some attendees away, then it will more than likely sift out the tire kickers
We had a lot of tire kickers
, but we personally didn't complete a lot of deals," Siegler acknowledges.
Don't waste time trying to spot the "tire kickers
This eliminates the time wasted by sales people sorting the ready-to-buy prospects from the tire kickers
. Use a set of lead-qualification questions that determines time frame, budget, purchase authority and need to identify hot opportunities.
Also, it discourages tire kickers
from getting the card just to get the premium, and then never using it.
Another thing that hasn't changed is the problem of tire kickers
. Businesses always have lured customers with point of purchase promotions, demonstrations and gimmicks.
"There are a lot of tire kickers
around," said the source.
"One client built a matrix based on two factors--the value of the lead itself, ranging from 'ready to buy' to 'tire kickers
,' and where each prospect was in the sales process.
No tire kickers
," said Alex Peykar, a principal of Nourison.
In another time they would have been referred to as "tire kickers
." Add to that the unresolved problems with security and credit card fraud and you understand why things are off to a slow start.
"They are true tire kickers
. They don't pay nearly as much for an opportunity that's in a picture than they do for something they can physically see."