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Right now, finding customers who are willing to take on a new monthly expenditure is more of a challenge than it has been in years. Financial news tends to indicate a trend toward saving, rather than spending, on the part of consumers and "creature comforts" and luxuries are falling lower and lower among the priorities of consumers with every passing month. Special finance leads are an opportunity for auto dealerships to network directly with customers who are looking to buy a vehicle as soon as possible and who have already been pre-qualified for the lending that suits their needs.

"Up selling" is a tough order in an economic downturn. Many customers will show up to dealerships with a set figure in mind and will tend to be more amicable toward driving off the lot with less car and, therefore, less financing, than they had initially planned. Dealerships who work with such customers aren't missing out, especially today, and it's an excellent way for sales people to exploit the needs of a market that very much needs to be serviced.

Special finance leads are oftentimes responsible, reliable buyers who, for one reason or another, have suffered financial difficulties that have made their credit score difficult to maintain. Everyone's likely been there at one time or another and, like everyone who has, most of these customers are looking to rebuild their credit rating to a level that will enable them to borrow toward the most important things in life in the future. For many of them, a car is both a necessity and an opportunity. Being current on payments for something as large as an auto loan presents these customers with a means to repair their credit. Finding a dealership who is willing to work with them toward this end is certainly going to make that business, and the sales people who helped them, stand out among their competitor's in that customer's eyes. One should not underestimate the word-of-mouth advertising that can be potentially generated by fostering such a relationship.

Finding special finance leads can be greatly simplified by making use of Internet resources. Internet lead generation companies have the benefit of being able to update their lists by the minute and some of them work with leads that are pre-qualified for financing up to a certain limit. For the sales people, the lead is a person who is very much in need of having a vehicle as quickly as is reasonably possible and who is simply looking for a dealer that can help them achieve that goal.

Using special finance leads can open up a whole new market in a much more targeted way than does advertising. When most consumers have become rather resistant to the traditional sales pitches, dynamic businesses know that it's time to move out of the "tried and true" methods that simply don't work as well anymore and to take advantage of new opportunities offered by technology and the marketplace in general.

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Michael Newman