SEO marketing is critical, not just for car dealerships, but for any website. To achieve good results from SEO it’s important that you have a clear understanding of why you want to do SEO and what you want to get out of it. Without such insight and the right plan, it will be difficult to hit the nail on the head and, ultimately, it can waste a lot of your time and money.
The following guide will help you plan your SEO strategy and understand how you can achieve your goals.
Ask yourself why you want to improve SEO on your website. Do you want to generate more visibility? Increase your traffic? Up your sales figures? Or is it simply because SEO is the current buzz word and everyone else is doing it?
I sincerely hope that you are looking at SEO because you want to generate more business through search engines. Although if you’re planning SEO because of any or all the other reasons listed above, then that’s Ok with me too!
However, you should be very clear on why you want to spend money on SEO, as wall as what and how much you want to achieve out of it.
For me, every car dealer has an excellent reason to work on SEO: to sell cars faster. Everyone wants to sell more cars through their own website, rather than simply relying on outlets such as Auto Trader, which just adds an extra cost.
Before you define ‘how’, its important that you are clear on ‘what’. Make sure you know:
Now let’s look at how you’re going to achieve your business goals (i.e. drive qualified traffic to sell more cars).
Ranking – Find out how many miles your customers have travelled to visit your dealership. this is very important. If you’re a local dealer, do not make the mistake of targeting generic or nationwide keywords, such as ‘Used Cars’ or ‘Car Dealers’. Such targeting is not going to get you anything but a waste of money, time and resources. Define a more realistic targeted keywords list for the optimisation of your website.
For example, if you are a local car dealer, then target very local keywords:
If you are a car supermarket, target wider regions, town and cities:
Traffic – If you have 200 cars, you require approximately 40,000 page views per month on average. Certainly, you’re not going to generate all these views with SEO alone, but it can provide at least 50% of them. (These figures can vary, and are open to debate, but this is the closest estimation I can provide, based on my own personal experience.)
Lead Generation – Define how many cars you need (or want) to sell. This will not only give you the level of website traffic and search engine ranking you require, it will also help you decide whether or not you need to run a PPC, email or social media campaign alongside your SEO to boost its impact.
Search Market Leadership – It’s really important for your dealership or car supermarket to strengthen its reputation in the local area to challenge your competitors. A car supermarket will certainly need to see its brand appearing above smaller local car dealers in organic searches, in order to protect the reputation of its brand. This is critically important for car supermarket brands.
Important: start by creating a timeline for each task. If you want to achieve 40,000 page views, write down when you want to have done this by. Work out what you will achieve after your first quarter and then after a year. Define a separate timeline for each goal, otherwise things will remain complicated.
Ranking, traffic, leadership and leads are all important goals, but you should concentrate on sales lead generation, ahead of ranking or traffic. Plenty of websites appear at top ranking, generating huge traffic as a result, but with low or even zero actual business conversion or sales leads. So, whatever you decide to do, always think first about how to increase your sales leads.
Here are few key steps that you can:
It’s important to earn your links, rather than build them indiscriminately. To do this, you must treat link building like a PR or marketing exercise. Here are few things you can do to earn links:
A number of tools exist to help you monitor the performance of your website.
1. Google Analytics
This is a free tool that you can use to check your traffic growth month on month (MOM) and year on year (YOY). To analyse growth, you should always be looking at your YOY growth, rather than MOM
Your (car dealership) website results should focus more on views, so keep an eye on your total page views and where they come from. To do this, I suggest monitoring:
This goal setting can help you understand how much of your SEO traffic actually goes on to search and view individual vehicle detail pages, rather than simply browsing the main landing pages.
This data is valuable information that will help you to hone your optimisation strategy. Finding out which pages have a high bounce rate will help you fix the leakage. You can fill in the gaps and ensure that your traffic continues travelling across your website until it reaches those all-important vehicle detail pages.
2. Advanced Web Ranking Tool
While you can check your website ranking manually, which will cost you nothing, if you have lots of keywords, this will be a massive challenge. There are number of tools available to help with this, among which Advanced Web Ranking is my favourite.
This tool will enable you to:
3. Majestic SEO
This tool offers both free and paid-for versions. You can use it to check your link growth trends and also compare your website against the competition.