21 Apr The 14 Day Proactive Challenge Recap
Are you taking part in our 14 Day Proactive Challenge? In case you missed it, we’ve been posting daily tips to help you navigate this uncertain time.
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During this uncertain and stressful time, consumers want to know that the businesses they choose to work with are trustworthy and have their best interests in mind.
Because of that, it’s important to be extremely clear and upfront with your customers about the measures you’re taking during this time and moving forward to keep them safe and healthy.
If you haven’t already, send out an email blast and update your social media letting customers know:
- If your dealership is currently open or closed
- What measures you’re taking to ensure a safe and hygienic environment (ex. extra detailing of all vehicles and the showroom, hand sanitizer available throughout the showroom, maintaining a 6ft distance between staff and customers, delivery of cars to their homes instead of having to come in to the dealership, etc.)
- Who to contact in sales and service if they have any questions or need assistance during this time
- Let them know that throughout all of this, they’re your #1 priority. That is how you build trust and a loyal customer base.
When is the last time you followed up with your previous clients? Too often we see salespeople who have the thought process of “I’m too busy to do that”, but if new leads are down right now, use the extra time to take a step back and check in with your previous clients.
Make sure they’re still happy with their purchase and that it’s helping them get to where they need during these times, see how they’re holding up, and let them know you’re there to help should they need anything.
This is how you create loyal, repeat customers.
Even if they’re not in the market right now, they will be in the future and they likely know someone who is currently in the market or will be soon.
With a lot of businesses experiencing slow periods or temporarily closed, consumers are looking for new ways to support their local businesses during this time.
An easy way to have your customers provide support is to write an online review for your business through Yelp, Google, or Facebook. Send an email blast or post a social media update asking them to take a few minutes out of their time to write one.
A lot of consumers look at online review sites before deciding which dealership they want to do business with, so getting more reviews in now will help set you up for later.
People want to do business with companies they believe are trustworthy and run by good people.
Right now, consumers are looking at which companies are giving back and emerging as leaders in their communities, and those will be the ones they look to do business with in the future.
If your dealership isn’t already, think about ways you and your salespeople can volunteer or give back during this time when it is extremely needed.
Clients who are coming up on the end of their lease terms are probably at a loss for what to do right now. Is their dealership even open? Is it possible to get an extension?
Reach out to all of your end of term clients and offer them assistance. Offer to do as much as you can over the phone so they don’t have to come into the showroom, or assist with COVID-19 lender relief/extensions if any are available to them.
Salespeople, how often do you take a look at your individual numbers to determine your weak points and areas that need improvement?
What are your conversion rates from online to showroom? Phone to showroom? Appointment to showroom?
Do a deep dive on your numbers from the past 3-6 months. How do they stack up to the rest of your colleagues? Next, create a list of tactics you can implement to improve your conversion rates even by just a few percentage points in each area. Increasing by a few percentage points at each touchpoint will have a HUGE impact on your overall sales.
Implementing continuous training and education is always crucial in staying on top of your game and hitting your sales numbers.
With traffic and leads down at most dealerships, don’t just waste this extra time sitting around twiddling your thumbs. Use this time wisely and do 30 minutes of training daily to improve your sales skills in every area. Spacing it out in 15 minute increments allows you to better retain the information you’re learning.
Don’t have a training plan in place for your staff? Schedule a free demo of our Online Sales Training Platform here >
- Update your followers on whether your dealership is open or closed
- Precautions you’re taking at your dealership
- Promotions you’re running
- New stock
- Educate them on vehicles, lease terms, financing options, etc.
- Share uplifting/funny stories to bring a little levity during this time
- Behind the scenes pictures
- Fun facts about employees
It’s a difficult time for businesses all over the world. We know you need to pivot and shift priorities, which is why we’re offering a free training plan right now. You’ll get 30 days free, an action plan, a free consultation–all worth over $2000. Sign up for your free training plan and consultation to get things moving in a positive direction in this uncertain time.