3 Key strategies to sell more in your authorized car dealer

Esto se puede lograr en 3 simples pasos. Acá te los contamos para que sepas cómo implementarlos para diseñar esta estrategia. Know your customers, know what they will need, and have the tools to sell to them. Those are the three key moments that any car dealer looking to increase sales and take a step towards business growth must take into account.

1. Make sure you have the necessary data for any sales campaign

The first step in tapping into the potential of your customer portfolio is to review your database. No CRM can be used correctly, nor will its reports be reliable, as long as the database is not correctly fed. If the employees of the dealership (not only salespeople) do not get into the habit of uploading all the data of each customer and prospect, the field of action will be very limited. Simply because it means that you cannot know who the customers are, what they want, or what they need.

2. Analyze the sales potential of spare parts and services of the customer portfolio

Is there a way to know what our customers need to buy before they know it themselves? The answer is yes. Intelligently using the reports present in modern CRMs, which can be used by the Parts department as well as the Services department.

These types of reports help analyze the sales potential of the commercial portfolio, allowing 100% of each existing customer to be obtained without the need to go out looking for new customers to generate more income.

How do you do it? Let's take for example the case of Carlos who has three customers that have a car. These cars, which are of different models, in some cases will require a series of works, services, and consumption of spare parts each year. This may be obvious, but if we do not transform this data into numbers, the true value of the potential in money cannot be known.

Through this type of report, the car dealer knows that it has customers who are not consuming all the services and spare parts that they should consume.

Knowing the vehicles or machinery that customers have, but did not buy and or did not take to that repair shop, they can be contacted to offer maintenance services, a spare part, or a new car.

This report is the key to truly leveraging the business portfolio that is generated and building a revenue stream that supports the business during times of low unit sales.

3. Take advantage of that sales potential with additional services

Once sellers know who their customers are (with a complete database) and what each one will need (sales potential report), they can focus on strategies to transform that potential into actual billing.

What is proposed is to focus not only on the vehicles that are sold but also on the services and businesses that surround them. You can, for example:

• Call customers when they need a maintenance service

Through the reports, it is possible to intelligently calculate when each customer should be contacted to perform their next service, taking as reference data such as the last date in the repair shop, hours of use, and mileage. Thus, the seller can anticipate the customer's needs and ensure that the unit is not taken to another repair shop.

• Automatically reschedule shop shifts

Imagine that your customers request an appointment and forget about it... the person in charge of the Maintenance area can call them and set a new appointment.

• Don't lose any contact

You can generate a schedule of calls for salespeople, you can also reschedule contacts that have not been made because the salesperson could not make the call or could not find the customer.

These are some strategies to increase sales at your authorized car dealer.
But sure, there is much more to do.