Most Likely Buyers Report Launched for Auto Dealers

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Dealers testing BuyerScout reported 20% conversion of car shoppers IDed as "high-probability."

Data-powered car dealers convert at a 20% rate.
Data-powered car dealers convert at a 20% rate.

Outsell, a SaaS provider of customer behavioral data to car dealers, today launched a service that scores purchase intent based on data collected from more than 12,000 automotive websites.

BuyerScout combines both offline and online behaviors of car shoppers and detects when they're ready to buy by scoring buying behavior, brand preferences, and shopping intensity. The service then issues dealers daily “most likely buyers” reports for their models along with details on competitive makes and models the shoppers are considering. Given these specifics, sales teams at some 280 dealerships across four automotive brands testing BuyerScout reported they were able to close one out of every five people on their lists.

Outsell partners with Dataium, a provider of auto industry data, to gather anonymous shopper data for BuyerScout, then uses its own scoring models and inference algorithm to connect the dots with existing customer data to uncover what it calls a “significant percentage” of a dealer's in-market customer base. The company says that, so far, about 16% of identified shoppers are “lower funnel,” or ready to buy.

“The data shows us how we stack up against competition. Now that we have it, I can't imagine not using this tool. It's another piece of the puzzle to help us win more business from other dealers,” said beta tester Adam Jones, Internet sales manager at Tom Hesser Chevrolet in Scranton, PA.


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