Lead Generation: Beyond the Showroom

For dealerships to grow, new leads must be more than just names, they must be the right kind of opportunities. This course empowers participants to go beyond walk-ins and inbound enquiries by identifying high-quality lead sources that match their dealership’s customer profile. Participants will learn how to use external resources to generate new leads, build relationships that convert interest into intent, and proactively manage their pipeline to ensure no opportunity is wasted. By connecting lead generation with real customer needs and long-term relationships, the session helps individuals develop the confidence and structure to drive consistent business growth from the ground up.

Objectives:

• Identify your dealership’s ideal customer profile – understand who your key customers are and how this shapes your lead generation focus
• Utilise external resources for lead generation and finding new leads – explore tools, networks, and platforms that can support proactive outreach
• Correlate new leads to your customer profile – evaluate lead quality and prioritise those most likely to convert
• Develop contacts and leads into prospects – apply relationship-building techniques to turn early interest into meaningful engagement
• Explain how to effectively manage leads – use structured methods to track, follow up, and convert leads over time
• Demonstrate how to proactively manage your pipeline – take ownership of your lead activity and implement consistent habits for generating new business

Duration: 4 hours

Assessment: Included ✓ (80% Pass, 90% Merit, 95% Distinction)

Certificate: Included ✓

Follow Up Resources: Included ✓