As a car seller, you should be aware of this. If you are a one-off private seller, which means you have only one car on your lot, it might not be an issue. But if you sell cars on a larger scale, then your income will suffer if people aren’t buying cars from you.
Why? because your source of income is down the drain and the cars on your lot are packing up dust. So how do you fix this? We have the right solution for you.
- Your Cars
This may seem a bit obvious, but the cars you have to sell are going to be pretty much the sole reason someone will come to your dealership. Make sure you are always up-to-date on the latest models of cars you have on offer and that you are aware of what’s selling best in the current market.
This is super important! Sell what your customers want, not what you want to sell! This is such an old-school mentality: “Good salespeople will sell whatever we give them.” Nope! In today’s day and age, customers are more sophisticated and informed than ever before. If we don’t see what we want in Showroom A, it’s a 10-minute drive to the next! Alternatively, he or she will hop online.
As a dealership owner or other professional, you need to be the expert on everything you have in stock so that no matter what a customer asks, you always have the answer.
- Customer Service
This is a big one. especially because selling cars is such a consumer-facing service. Customers need to be able to trust who they’re doing business with, or they won’t buy from you.
This means that all your staff need to be friendly, polite, engaging, and well-informed to deal with any issue a customer may raise. Greeting whoever walks into your garage with a smile on your face is a must. You have to make them feel welcome.
You need to always be willing to exceed the expectations of the customer—there are no traffic jams along the extra mile.
Simple things, such as offering them a beverage, go a long way in making them feel valued by your company, and when they feel valued, they trust you. It is this trust that will cement their decision to make a purchase from you over any other local competitor.
Here’s the thing, right? Consumers are spoilt nowadays! We all are. Offer incentives; they don’t usually have to pay for food. Going above and beyond for customers is not easy, but its payoff is untouchable! Try it today.
- Personalization with the Customer
You need to be connecting with your customers on a personal level. When they come to you, find out what cars they’ve had in the past—which cars they like and which they don’t. This will allow you to give recommendations based on their preferences, making them much more likely to go through with a purchase.
We say this for all businesses: try to always ask for the customer’s name. Only 21% of employees ask for a customer’s name, yet they have one 100% of the time—and they love hearing it!
It’s all about getting on that personal level so that they trust you even more. A car is a huge investment for anyone, and they’ll only make that investment if they trust who they’re dealing with.
This is absolutely vital for any business, yet so many don’t do it! Whether they are happy or unhappy, you have to get feedback from your customers. How else are you to find out what you’re doing right and where you are going wrong?
Feedback means you can prioritise areas in which you need to improve for next time and what you can focus on as a unique selling point to drive customers into your garage. Either way, they both lead to substantial growth for your business.
Not only that, feedback can be used in the form of reviews, either online or offline and, in the world, we live in today, people are always checking these out before going to a company!
We live in a convenience economy, which is why you must stop at nothing to ensure your service is both available and accessible to your consumers.
Think about where your dealership is located or how you are presenting your business online. Ask yourself: Is it easy for someone to find out more about us? If it’s not, then they’re most likely going to go somewhere else. Answer the questions your consumers have about all things cars before they find the answer elsewhere!
The game is simple, but not easy. You have to make it as easy as possible for someone to buy from you.
Overall, all these points link to one thing: the customer experience—every little step a customer takes in their journey with you and how they interact with you along that journey.