The easiest client to sell to is the one you have already sold

Overview

We often forget the best clients are the sold clients in our CRM's.

Summary

This is a very simple and profitable strategy. I would suggest that you mine all sold clients from 2009 knowing that most banks tightened up during that period and leasing was almost non-existent. In today’s market you should be able to flip a lot of those clients from a purchase to a lease or allow them to trade out of their current vehicle and get into a new one for approximately the same payment. Look at this as the perfect storm for your clients. The market presents all of us with lower interest rates, competitive residuals on leasing and high pre-owned values. Here is how it works. Transfer all clients into an Excel database. Then create a “Buy Back” letter explaining that you need their trade due to high market demand and low supply. Put a time frame on this letter to create sense of urgency. Make sure that each letter is individually addressed to the perspective client. Finally, create a phone script and worksheet for incoming calls.

Results

For the last dealership that I helped put this program together for, this was an investment of 3 hours of time for 2 employees and the cost of paper, envelopes and postage which was an investment of close to $400. Once we went back and calculated the effectiveness of this letter we came up with the following: We were able to gain and bring back 23 additional clients in just a 10 day period which equated to over $61,000 in front and back gross along with an additional 15 trades. Always remember "The easiest client to sell to is the one you have already sold". Should you have any questions what so ever please message me here on Dealerlelite and I will help you any way that I can. Happy Selling!!

The easiest client to sell to is the one you have already sold

Overview

Summary

Results

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