One of the biggest mistakes you can make in sales is front-loading all of your effort. An amateur salesman works really hard to bring customers in and then sell them a vehicle. Once the sale is over, their efforts belong to the next prospect.
An experienced salesman knows every customer driving away in their new car is a potential ad, a repeat customer, or a five-star reviewer. The experienced salesman knows the goal isn’t necessarily the dotted line, but creating and cultivating a relationship.
That’s why what you do after every sale can make or break your business.
Investing time in customers, post-sale, cultivates relationships, builds maintenance and fixed op loyalty, and increases referrals and repeat customers.
1. THANK YOU
A simple “Thank You” goes a long way. The fact that a consumer chose you among other dealerships and salesmen deserves a 30 second video. Remember, the goal is a lifelong relationship, with you being their go-to resource for everything automotive.
2. REVIEW REQUESTS
Review requests are one of the most popular videos we see. Not only are they more effective than sending an email, but you have the opportunity to simplify a process that can be daunting to people. Explain how to fill out a CSI email or leave an online review. Explain why these surveys and reviews are so paramount to you. [Read more…]