The service drive at your dealership is not only a chance for customers to see your staff's professionalism, expertise, and friendliness, but can also be a wonderful sales opportunity. How can you improve sales in your service drive? Here are 3 suggestions that can help:
- Inform Your Customers of Current Deals
One of the number one rules of sales is that customers can't buy what they don't know about. When you train your service advisors to inform customers of new deals at your location, to talk up the advantages of a specific service, or even a trade-in, and to overcome common objections, then you are bound to see an increase in sales originating from the service drive.
- Offer Fast and Efficient Customer Service
Your service department's reputation reflects upon the entire dealership. Customers that experience prompt and satisfying service will be more likely to promote your dealership to friends and family.
How important is exceptional customer service to sustainable business growth? Research indicates that almost half of all customers identify an ideal customer experience with a fast response to an inquiry or complaint. That's true across all industries, including the automotive retail and service industry.
- Clearly Communicate Proposed Repairs
For initial customers, it is vital that your service advisor clearly and concisely explains any problems the car is currently experiencing, and how he recommends those issues be fixed. For returning customers, it is important that your SA obtains a full picture of the reason the vehicle has been brought back to the dealership, and then outline the repair options available. Clear and straightforward communication will enhance your dealership's credibility, and often lead to increased service sales.
Implementing these 3 tips will help you to maximize sales from the service drive, win loyal customers, and boost your dealership's bottom line. If you are interested in exploring other ways to increase your sales, contact us for more information.