Another method is to offer clients a free quote on the value of their car. This alone will start the conversation rolling. They may have been considering selling their car but you now have the opportunity to talk about trade in value and special new car offers you are featuring. They may get a big repair estimate and decide to trade or they could go home and continue to think about it and talk it over with their spouse. All of these situations can turn into a sale.
Finally you can use the approach of serving your clients by letting them know how you could save them money by being able to lower their payment on a new car with a new full warranty. Have you ever called your credit card company or cell phone provider and asked for a lower rate? It often is very easy to get a lower interest rate, yet you can't help but feel irritated that they didn't let you know about the possibility because you know you have been paying too much all along. Your clients may feel the same way if they find out there is a better deal or interest rate available but no one offered it to them. Once a person starts to pay for repairs or is close to being out of the security of a warranty, new incentives become very tempting.
Keep in mind that working on the service drive should not be viewed as a chore or punishment but a privilege. Where else in the dealership do you have guests lining up to talk to your staff and spend money. If this position is handled correctly, it can and should be a gold mine!
Happiness leads to success,
not the other way around!
Contact Sally today for more information