Waiting for your service customers to walk into your showroom and ask to trade-in their vehicle is like cruising into warm Gulf waters and waiting for fish to jump in your boat. If you want to catch the most fish, you have to cast the most lines.It’s no secret, the easiest people to sell to are the people who have already bought from you. Better yet, it’s even easier if they are actively doing business with you! Why? You already have their...
Every dealership should have a system for selling to existing customers through their service department. Our clients see the most success with this approach when they establish a process and get all staff on the same page with the business goals. We suggest building a process that works best for your dealership that includes the following:
In these discussions, be friendly, don’t push. Your customer is here for service and you want to keep them coming back. However, we encourage you and your staff to be excited to share news of the newest products in your showroom with your customers! Remember, customer service is paramount, but you’re the expert and your customer may not know what their vehicle is worth or that they can upgrade their vehicle without increasing their monthly note!There’s an old saying that goes, “Your current customers are your best prospects.” With very little setup, you should be able to identify service customers in a prime buying position and entice them with an offer on every visit.If you’d like to learn more or discuss other strategic tips for your business reach out to The Moran Group today!
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