In the face of increasing competition in automotive retail, dealers are facing the dual challenge of navigating a
challenging market while capitalizing on emerging opportunities.
With the industry experiencing slow but steady growth as inventories normalize and incentives return, it's essential to
adopt a multi-faceted approach for identifying and proactively engaging potential buyers across their service, conquest
and loyalty portfolios.
WORKING THE SERVICE DRIVE
The dealership service drive is a reservoir of sales opportunities.
Customers who visit for maintenance or repairs are already
engaged with the brand, making them prime candidates for
new vehicle sales.
Interactions with service customers uniquely provide natural
touchpoints to transition service loyalty into sales success.
By integrating data-driven strategies, dealers can proactively
identify and engage potential service-to-sales opportunities
before they enter the drive.
» Mine upcoming service appointments to pinpoint
potential sales opportunities, such as customers with
costly repair orders or those who could benefit from an
updated model.
» Personalize communication with service customers,
tailoring your approach with relevant details like
trade-in incentives or flexible financing.
» Reach out to customers after their service appointments
to ask about their experience, using the opportunity to
mention new models or promotions that might interest
them based on their service history and preferences.
CRACK THE CODE:
DEALERSHIP SALES OPPORTUNITIES CHEAT SHEET
