This falls under the category of what we in the business refer to as putting someone ¡°on the bubble.¡± The idea being that the potential customer wont be able to find a deal that looks better, and the dealer will only ¡°pop¡± the bubble when the client is finally there in front of them, and the chance of closing the deal is better than online or over the phone. I spend time on explaining these practices in the chapters on new cars in the Car Buying Tips Guide.
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Imagine your Persona using your product. Now, what are the main things that your Persona will want to do with your product.
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