Just Get Them In? That ship has sailed!
The phrase “Just get them in” was once the rallying cry of sales managers across dealerships. The idea was simple: no matter what the customer asked, the goal was to get them physically through the doors. Once there, managers believed the magic of persuasion, a flashy showroom, and the in-person pressure would seal the deal.
But today’s automotive business doesn’t work like that anymore.
Customers now walk into a dealership more informed than ever. Internet shopping tools have made it easy to:
1. Compare transparent pricing across multiple dealers.
2. Research the fair value of their trade-in.
3. Secured pre-approved financing through banks, credit unions, or online lenders before they ever set foot on the lot.
In fact, many customers show up already knowing what a “good deal” looks like. Telling them, “We’ll get you a better deal in person” rings hollow.
When a manager tells a BDC agent to “just get them in,” what exactly is expected? Without tools to build value and trust, that directive is an empty command. Customers aren’t tricked by vague promises anymore. They expect information, answers, and respect for their time.
· “I need to see the car to give you a value”
· “You’ll only get the best numbers if you come in”
…simply don’t hold water in 2025. Thousands of cars are bought and sold wholesale online every day without ever being touched or driven by the buyer. Dealers don’t need the car physically present to create a deal. They need the VIN, photos, and condition information—nothing more.
Credit pre-approval is another example. Customers can now choose from OEM financing, local banks, or third-party tools like Capital One Auto Navigator. By the time they’re ready to shop, many are already loyal to the institution that helped them secure financing. This can block the dealership from an opportunity to present its own financing options—unless the BDC builds enough value and trust before the visit.
The dealerships winning today are the ones that empower their BDCs and agents with real solutions:
1. Transparent Conversations – Provide realistic trade-in ranges upfront with VIN-based tools.
2. Digital Financing – Offer secure online pre-approval that competes with outside lenders.
3. Convenience – Make the process frictionless with online scheduling, quick responses, and digital paperwork.
4. Trust – Position the dealership as helpful, not withholding.
The “just get them in” mentality belongs in the past. Today’s customers reward dealerships that meet them where they are—with speed, convenience, and confidence.
Dealers that cling to old-school tactics risk losing customers before they ever step foot on the lot. The better approach is to help customers complete as much of their journey online as possible. When they arrive, they’re not there to haggle—they’re there to finalize.
If your dealership is still relying on the “just get them in” approach, it’s time to modernize. AllCall can help you build a strategy that works—one that empowers your BDC to earn trust, deliver value, and drive more customers through your doors ready to buy. Give us a call today and let’s build your next-generation BDC together.
Contact our MysteryConcierge for a free mystery shop of your store to analyze how leads are handled.
