A generic message such as "is the car available?" tells a dealer very little. Which car? When can the buyer come? Where are they? The reply takes two or three messages, and by then the buyer may have bought a different car somewhere else. A request that names the car from the start gets a faster and more useful answer.
This article explains how to set up test-drive requests so each enquiry arrives with the details you need.
Put the request on the car page
The test-drive button should sit on the car page, so the car is already selected when the buyer asks. Use a short form, or a WhatsApp message with the car's name, year and registration number already filled in, so the buyer only has to add their own details.
What to ask for
Ask for the buyer's name, a phone number, the preferred day and time, and the area they're coming from. Ask whether they're buying in the next week, the next month or later, so you can prioritise replies. Keep the list short, and don't ask for documents at the enquiry stage.
Explain what a test drive involves
Tell the buyer what to bring, such as a valid driving licence, and what happens during the drive. Say how long it usually lasts, whether you need a copy of the buyer's licence before the drive and whether a family member can come. Explain the route you use, if it's relevant to the buyer's comfort, and whether the car can be driven on the highway.
Confirm times honestly
A test drive can only happen when the car is at the showroom or the buyer can meet at an agreed place. Say that the request isn't confirmed until you reply with a time. If the car is sold while the request is open, say what happens next, such as offering a similar car.
Keep the car pages linked to the enquiries
When a car is sold, mark it as sold on the page rather than deleting it at once, so a buyer who arrives from a search engine doesn't land on an error. Remove it after a set period. Each enquiry should link back to the car, so the team can check the details before the drive.
Quick checklist
- Put the test-drive button on each car page, with the car already selected.
- Ask for the name, phone number, preferred day and time, and the area the buyer is coming from.
- Ask how soon the buyer plans to buy, so you can prioritise replies.
- Tell the buyer what to bring, such as a valid driving licence.
- Say how long a drive usually takes, and whether a family member can come.
- Mark sold cars as sold before you remove them after a set period.
What to do next
The used car dealer websites page shows how the car pages and the test-drive section usually fit together. The layout behind this is covered on the business websites page, which suits any used car dealership building its first site. Set up the request on one car page first, test it on your phone, then copy it across the rest of the stock.