For decades, car advertising has used the same old playbook: big budgets, big deals, and big bursts of ads — all pushed out with the hope that people would eventually step into the showroom. Chelsea Rizzo looks at these old-school methods and breaks down the new, smarter ways car brands can market today.

But the future of dealership marketing isn’t about doing more anymore.
It’s about accuracy, personal touch, and AI tools that help dealers follow up like real people.

This change is so big that it’s starting to reshape how dealers plan their budgets, organise their BDC teams, handle their follow-up steps, and even train their sales staff.

One of the clearest voices explaining this shift is Chelsea Rizzo, a growing leader with Abundant Auto and the creator of the AI-powered social brand AiMom. While her brand mainly focuses on mums and digital confidence, Rizzo has become a key voice on how AI-and-human systems are changing the automotive world from the inside out.

Her insights reveal something many dealerships are only just beginning to understand:

AI will not replace the car business — but it will transform every dealership that survives the next decade.

The Old Model: Buy Ads → Capture Leads → Hope Your BDC Calls Them

Before AI, dealerships relied heavily on:

• large awareness campaigns
• repetitive ad spends
• long scripts
• high-volume BDC teams
• slow, manual follow-up
• rigid CRM processes
• limited personalization

This model worked — until digital behavior changed.

Today’s customers:

• research faster
• expect instant replies
• compare deals across multiple dealerships
• switch attention within seconds
• refuse pushy tactics
• distrust vague pricing
• prefer digital communication over phone calls

Traditional marketing no longer matches modern shopping behavior.

The AI Shift: Human-Level Lead Nurturing at Scale

Chelsea Rizzo argues that the biggest opportunity in the auto industry right now is AI-enhanced customer communication — follow-up that is instant, contextual, and human-like.

The modern customer doesn’t just want contact.
They want clarity, and they want it right now.

AI-powered nurturing provides:

• immediate replies
• personalized scripts
• intelligent follow-up sequences
• 24/7 communication
• payment-based conversations
• inventory-aware messaging
• shopper intent scoring
• empathy-driven tone

The key breakthrough?
AI can now speak in a tone almost indistinguishable from a trained salesperson — without being robotic or pushy.

Why Dealers Are Embracing AI: The Four New Realities

According to Rizzo, four major changes are pushing dealers toward AI-driven nurturing faster than expected.

1. Consumers Now Expect Answers Within Seconds

When customers submit a lead form, trade-in form, or credit application, they receive AI-level instant responses from:

• banks
• insurance companies
• e-commerce brands
• travel platforms
• financial apps

Dealerships that take 20 minutes to respond are already behind.

AI eliminates that delay entirely.

2. Human Follow-Up Is Too Inconsistent to Scale

BDC teams experience:

• turnover
• fatigue
• human error
• script drift
• inconsistent tone
• gaps during off-hours
• delayed responses

AI fills those gaps with perfect consistency — day, night, weekend, or holiday.

But Rizzo emphasizes:
AI doesn’t replace the team — it carries them.

When AI handles the first 5–7 touches, BDC agents can focus on:

• appointments
• high-intent conversations
• warm transfers
• customer concerns

Result:
Higher efficiency.
Higher closing rates.
Lower payroll burn.

3. AI Follow-Up Builds Trust, Not Pressure

For years, dealerships have been stuck with “old-school” scripts:

“Are you coming in today?”
“When can you stop by?”
“We need to get you in for a test drive.”

Customers detect pressure instantly.

The new AI-human hybrid model uses:

• conversational tone
• empathy-based scripting
• transparency-first communication
• payment-focused messaging
• helpful explanation over hard push

This approach meets modern buyers where they are:
digitally, quickly, and respectfully.

4. AI Gives Dealers Insights Humans Could Never Track

AI systems can detect:

• buyer intent
• message heat
• browsing behavior
• price sensitivity
• urgency patterns
• credit-readiness signals
• likelihood of showing for appointments

This leads to better:

• ad optimization
• inventory planning
• messaging strategy
• sales forecasting
• follow-up prioritization

Dealers who use AI get a real-time look at customer psychology — not just customer activity.

The Hybrid Future: AI + Human Becomes the New Dominant Model

Chelsea Rizzo describes the next evolution of dealership marketing as “Human-led. AI-powered.”

In this model:

AI Handles:

• instant replies
• 24/7 coverage
• initial nurturing
• personalized scripts
• qualification
• data modeling
• customer segmentation
• automated retargeting

Humans Handle:

• relationship
• trust
• close
• problem-solving
• trade conversations
• finance discussions
• complex objections

This hybrid structure delivers the one thing modern consumers value most:

Efficiency with empathy.

The Advertising Evolution: Creative + Culture + AI Delivery

Rizzo’s work with Abundant Auto emphasizes that it’s not enough for dealerships to simply “turn on AI.” Consequently, the marketing must evolve too.

Winning 2026 dealers will combine:

• creative storytelling
• culturally relevant content
• accurate payment messaging
• transparent pricing
• AI-enhanced targeting
• AI-powered retargeting
• personalized follow-up funnels

This creates a closed-loop ecosystem:

Ad → Lead → Instant AI → Warm Handoff → Human Close

It’s smoother, faster, and more effective than anything the industry has used before.

Dealers Who Adopt This Model Will Win in 2026

Chelsea Rizzo sees 2024–2025 as the transition years, and, ultimately, 2026 as the breakout moment when AI-driven dealerships pull far ahead of their competitors.

She predicts that the leading rooftops in 2026 will be those who embraced:

• AI-augmented BDCs
• AI-human hybrid nurturing
• culturally relevant ad strategies
• transparent pricing
• real-time personalization
• faster cycles from lead to appointment
• data-driven decisions

The dealers who refuse to adapt will continue to:

• overspend on ads
• lose leads to faster competitors
• struggle with BDC staffing
• suffer high no-show rates
• misread buyer intent

The gap will widen quickly — and permanently.

Conclusion: AI Isn’t Replacing Automotive Marketing — It’s Elevating It

The future of automotive advertising isn’t just about automation.

It’s about real, human-style communication supported by smart AI tools.

Chelsea Rizzo’s insights from Abundant Auto and her social-AI company AiMom highlight one simple point:

Dealerships that mix AI technology with genuine human connection will lead the next chapter of the car industry.

Because of this, lead nurturing, communication, and advertising will change for good — and the dealers who adjust now will win the attention, trust, and loyalty of the 2026 customer.

Please follow and like us: