Three Simple Ideas To Help You Sell More Vehicles TODAY

No matter where you look within your dealership there are always areas of opportunity and areas where client engagement can be amplified dramatically. It is very easy to get caught up in the day to day task and never look past what you have on your to do list TODAY. Taking that approach means that you are most likely reactive rather than proactive, it also means that opportunity is hanging around your dealership like low hanging fruit ripe for the picking. When I visit dealerships it is a great opportunity not only for me but for the dealership because I can give an outside view of what I see and where the best opportunity for quick success lies.

Here are three often overlooked opportunities that will net you more sales, more clients and more profit TODAY.

*The Easiest Client To Sell Is The One That You Have Already Sold.

So often a dealerships focus and money is directed toward new client acquisition and little to no attention is given to your existing database. You have a literal Gold Mine waiting to be harvested and resold. For example what if you mined all of your sold clients from 2009 knowing that most banks tightened up during that period and leasing was almost non-existent. You see in today’s market you could most likely 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. Today’s market presents all of us with lower interest rates, competitive residuals on leasing and an opportunity to get much needed pre-owned inventory. Here is how this Buy-Back program 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. You will be amazed at how high your gross will be on these deals, how you’re CSI scores will increase and how many referrals you will gain.

*Marketing Your Pre-Owned Inventory In Unique And Effective Ways.

In today’s world where most dealers and managers are more focused on price and price alone, there are huge ways to gain market share without spending a dime and netting huge gross profits.

• Park a Daily Special at the entrance to your service department with signage saying Daily Special or Managers Special or Last Chance Vehicle.
• Change your point vehicles each and every day. By doing this it gives the illusion of new inventory arriving daily.
• Do daily trade walks before or after your morning meeting. At this meeting have every sales consultant, one service advisor and the head of your detail department there with you. Mark on the windshield “Fresh Trade Available”. Then write on the driver’s side window all of the service work that will be performed tires, brakes, wipers, ect.. Then write the price that you are going to list it for. Also, add a copy of the CarFax or Autocheck on the dash of the vehicle.
• Once the vehicle has been completed (hopefully within 72 hours), get pictures of it immediately and get it on every site that you are signed up with.  Also, make sure that you have one picture and a description on all of your social media sites.
• Have each sales consultant share every new trade on their social media accounts (Only if they are willing)
• Insert a scrolling banner on the inventory pages of your website that says “This is just a small sample of our inventory please contact us for the vehicle that you are looking for.”
• Every evening do a lot walk with all sales consultants to review inventory and rearrange vehicles that may been out of line.
• Form a relationship with a local Credit Union and promote an Exclusive Credit Union Sale at your dealership. Also, park some inventory at the Credit Union branches to draw more attention. Also, see if the Credit Union will mention the sale in their Monthly Newsletter.

Service/Collision Center Clients Buy Vehicles Also

• Appraise every vehicle that rolls through your service department and give them a cash or trade offer for their vehicle. Keep in mind you may not want to appraise a vehicle that you just sold three months prior. Get a list of appointments from each service advisor the night before and have them pre-loaded in your appraisal tool prior to the client’s appointment. Once the vehicle is appraised present it in person letting the client know that their vehicle is in high demand and you have clients that are looking for vehicles like theirs.
• If a vehicle is in your collision center appraise it as if it were completed and give the client a cash or trade offer for their vehicle. This is a great opportunity that is almost always over looked. You can tell the client that you have an immediate need for vehicles like theirs and that you can give them top dollar because the work was performed within our collision center.

My hope is that these FREE ideas will help you sell more vehicles immediately. Remember “If you always do what you have always done, you will always get what you have always gotten.”

If you would like a copy of the Buy-Back Letter, Phone Script and Desk Worksheet feel free to email me at dealerslice@gmail.com. If you would have interest in me personally coming to your dealership and directing a Buy-Back program using your staff and your managers feel free to call me at 419-706-5770.  Happy Selling!!