10 Steps to Identify and Prepare For Service Drive Sales Engagement

Issue link: https://resources.automotivemastermind.com/i/1368115

Contents of this Issue


Page 0 of 0

10 Steps to Identify and Prepare For Service Drive Sales Engagement With dealerships facing unprecedented inventory issues, the service drive will continue to be as critical for sales in 2021 as it was in 2020. With reduced access to new vehicles, many stores will be forced to prioritize pre-owned sales for sustained profitability. Having an efficient plan in place to acquire and liquidate used car inventory is paramount. Identifying the right customers who own the vehicles you want to stock – or prime prospective buyers for the inventory you have on-hand right now – is critical to dealership success in 2021. 10 Steps to Identify & Prepare for Service Drive Sales Engagement 800.801.0018 | info@automotiveMastermind.com ©2021 automotiveMastermind ® . All rights reserved. | A business unit of IHS Markit™ 1. Review the customer's purchase history. This could be their current vehicle or previous vehicles they've purchased from your dealership. 2. Pull a CARFAX report on the customer's current vehicle. 3. Determine the estimated value of the customer's current vehicle prior to their service appointment. 4. Evaluate current programs and incentives that may be applicable to the customer. 5. Determine the best vehicle match for your customer's needs based on your inventory. 6. Prepare and print an upgrade offer. 7. Include the CARFAX report and the printed upgrade offer in a folder/envelope to present to the customer. 8. Give the customer a call to confirm their service appointment and gauge and gauge their possible interest in upgrading. 9. Engage the customer in the service drive during their visit and present the offer to upgrade. 10. If the customer doesn't show immediate interest, follow up in the ensuing days or the next week to again gauge their interest in possibly upgrading With proactive processes in place, your team will be equipped to drive increased profitability right from the service drive. Market EyeQ supports this approach with turnkey predictive analytics and proactive marketing solutions that empower your team to predict future car buyers, market to them at the right time and close more deals with less effort. Learn more at automotiveMastermind.com The ongoing global chip shortage has pushed the forecasted stabilization of supply to Q4, with recovery efforts starting only in early 2022. IHS Markit, April 2021 LEARN MORE automotiveMastermind.com

Articles in this issue

Links on this page

view archives of Whitepapers - 10 Steps to Identify and Prepare For Service Drive Sales Engagement