Service-to-Sales: Basic Strategy
STEP 1.
Review all service appointments for the next three
days and identify the best prospects.
• Out of warranty
• Over lease mileage
• New product design
• Payment decrease opportunity
• Desired used car lot product
STEP 2.
Make outreach to them, first with a phone call and next with an email follow-up that includes their offer.
STEP 3.
Attempt to get in front of all target customers who have appointments for the current day with an offer.
If you miss them, leave a worksheet with a hand-written note in the vehicle or with their service advisor.
