IRVINE, CA, January 30, 2013 – Boyd Warner, CEO of AutoAlert, Inc., a technology and training company helping auto dealers identify and capture existing but unrecognized business opportunities, said that auto dealers should sell at least one additional vehicle every day when working from his special five-point plan.
The company will discuss compelling dealership service and sales strategies at NADA 2013 in Orlando, Feb. 8 to 11, at Booth # 1407.
“Dealers using our plan average one additional vehicle every day by being the first provider in their market to extend unique offers to customers,” said Warner. A simple targeted phone call
can offer unexpected benefits to both your clients and your dealership.
Sales managers like Antony Chandler agree. “This approach provides great conversation starters with existing customers, since it enables my sales professionals to engage with intelligent ideas we know will appeal to that particular customer,” said Chandler of Fletcher Jones Motorcars in Newport Beach, California. This dealership is selling 100 or more additional vehicles every month as a result, he said.
Warner said these five techniques can help any dealer drive additional car sales:
Investigate for opportunity:
Study the customer database and sort by customer equity and lease-end opportunities. Don’t wait for the last few months of ownership or lease to contact them. Your goal is to be first with the right offer to sell a new vehicle.
Swing at their sweet spot:
Identify potential situations and present them in such a way that grabs attention. For instance, is the customer facing mileage lease penalties or is their warranty about to lapse? Is the service history indicative of a problematic vehicle they would love to trade in?
Make it impossible to resist:
Build your opportunity offer based on the customer’s current equity or lease situation while incorporating current lender and captive rates, local tax situations, OEM incentives and your inventory mix. Does this formula enable you to offer a new model for about the current monthly payment, with no money down, to make it attractive to trade early?
Treat them royally:
Insist on treating all returning customers from this strategy like royalty. Make sure to alert the staff that these individuals are coming in and insist they be routed immediately to your VIP manager. This manager should have at hand all the facts and figures from the customer’s phone conversation with your dealership. Some dealerships even require these specific managers to wear a white medical jacket when greeting VIP customers, telegraphing instantly this is not a routine dealership visit.
Earn their trade:
Thecustomers meeting your VIP manager typically owns a model you want for your lot – and have made this trade an important part of your calculations and offer. Your top goal is to sell a new car and then reinforce your used inventory with their trade-in, so don’t lose these deals by playing with valuations!