225 Leads in 3 Weeks? How to Track Social Media Leads at a Dealership
What happens when social posts produce real leads and your BDC is drowning in screenshots? Mike's guest shares what changed once those leads hit the CRM directly.
Sending screenshots of social conversations to the BDC works at low volume, but Mike says that at 300 screenshots "it gets out of control."
A link in bio tool sends social shoppers straight into your CRM, branded to the person posting, with follow-up built in.
Many social leads are top of funnel, so the goal is to pull them into your ecosystem and keep following up, not to force a sale today.
Mike's guest reported 225 leads in roughly two to three weeks after setting up the link following NADA.
MOTO(social) gives each person posting on social their own link, with leads attributed in the CRM.
Your salespeople are posting on social, and some of those posts are working. Shoppers comment, send messages, and ask about vehicles. The question most stores have not answered is how to track social media leads at a dealership once they start coming in, and how to get them into the CRM before they go cold.
In this video, Mike Crothers, CEO of MOTO(acquire), talks with a guest who is living that problem. The short version: a few social leads you can manage by hand. A steady flow, you cannot.
The Screenshot Problem
The conversation opens on a scenario every BDC manager will recognize. A salesperson gets a lead through social, screenshots the conversation, and sends it to the BDC to log and work. When it happens occasionally, as Mike puts it, "you can handle it."
"But what happens when you've got to send 300 screenshots, like you said, to your BDC department? It gets out of control."
Screenshots are not a process. They do not land in your CRM on their own, they carry no source attribution, and nothing triggers follow-up. The BDC ends up retyping names and phone numbers, the salesperson has no record the lead was theirs, and management cannot see which posts are actually producing.
How to Track Social Media Leads at a Dealership Without Screenshots
Mike's answer is to give social leads a direct path into the CRM. The tool he describes is a MOTO(acquire) link in bio tool that "funnels people from your social media to your CRM," branded to the person posting, and that "also follows up with them."
That follow-up matters. As Mike points out, "some of these leads are top of funnel." A shopper who taps a link on a salesperson's profile may not be ready to buy yet. The goal is not to close them today. It is to "pull them into our ecosystem" so they get worked instead of forgotten.
Here is what changes when every social lead comes through a link instead of a screenshot:
Every lead lands in the CRM. No retyping, no lost screenshots, no leads living in someone's camera roll.
Every lead has a source. The link belongs to the person who posted it, so attribution is not a debate.
Every lead gets follow-up. Top of funnel shoppers keep hearing from your store instead of drifting off.
The BDC works leads, not inboxes. Their time goes to conversations instead of data entry.
What Happens When Social Leads Have Somewhere to Go?
Mike asks his guest what they have noticed since adding a tool that funnels these shoppers to the CRM. The guest set it up after getting back from NADA, which they place around February 7th. By their count, that is "maybe two weeks, going on three weeks."
The result: "I'm up to 225 leads off of that alone."
That is a single person's experience over a short window, not a promise. The bigger point is what the link does with that interest. Each lead is captured, attributed, and followed up with in the CRM, where your team can actually work it.
For a used car manager, more tracked conversations also means more chances to uncover trades, not just retail deals. A shopper who reached out on social still has a vehicle to sell you.
Where MOTO(social) Fits
MOTO(social) gives each person posting on social their own link, with leads attributed in the CRM. It is built for the situation Mike describes: salespeople doing real work on social, and a store that needs those leads tracked and worked like any other lead source.
If your team is already posting, the question is not whether social produces leads. It is whether you can see them and follow up. For more on how stores are approaching this, browse our Dealership Social Selling videos.
Frequently asked questions
Why is sending screenshots of social leads to the BDC a problem?
At low volume it works. Mike's point is that once it grows, say to 300 screenshots, it gets out of control. Screenshots have to be retyped, they carry no source attribution in the CRM, and nothing triggers follow-up automatically.
What is a link in bio tool for car salesmen?
It is a personal link a salesperson puts in their social profile or posts. When a shopper taps it, their information goes directly into the dealership CRM tied to that salesperson, instead of coming in through messages and screenshots. The version Mike describes is branded to the individual and also follows up with the shopper.
How do social media leads get attributed to the right salesperson?
The cleanest way is to give each person posting their own link. MOTO(social) does this, with leads attributed in the CRM, so there is no question about who generated the lead.
Should we follow up with social leads that are not ready to buy?
Yes. Mike notes that some of these leads are top of funnel. The goal is to pull them into your ecosystem with ongoing follow-up so they come to your store when they are ready, rather than letting them go cold in a message thread.
How many leads can a social link generate?
It depends on the person and how actively they post. In the video, Mike's guest reported 225 leads in about two to three weeks after setting up the link following NADA. Treat that as a single example, not a benchmark.
Turn your team's social posts into tracked leads
See how MOTO(social) gives every person posting their own link, with leads attributed in your CRM.
More on Dealership Social Selling
Full transcript
You can handle it. But what happens when you've got to send 300 screenshots, like you said, to your BDC department? It gets out of control. And we recently worked with our MOTO(acquire) link in bio tool that funnels people from your social media to your CRM, directly branded to you, that also follows up with them. Because some of these leads are top of funnel.
But how do we now pull them into our ecosystem? We haven't talked much about it. You texted that it's been going well. But what have you noticed now that you have a tool in your arsenal to really funnel these people to the CRM? It's great. Honestly, that's right now, month to date. I only inputted this after we got back from NADA.
So what would you say, two weeks maybe we've had it? Maybe a week? NADA was like February 7th or something. Yeah, maybe two weeks, going on three weeks. I'm up to 225 leads off of that alone.