We all want to increase sales.
We are constantly looking for new marketing techniques that will increase sales. In many cases, those additional sales are ready and waiting for someone to reach out and grab them. You just need to do the right things. Here’s the great news: You don’t need to spend a lot more money. Try these four methods to help in your quest.
Method 1 – This method works for the entire dealership, not just the Special Finance Department.
Let’s use some big round numbers to show the impact of this. Say your dealership sells 100 vehicles per month. If you close 25% of your prospects, you would have seen 400 people in that month. Simple math shows that 300 of those prospects did not buy. If 33% would return to the dealership because they received a follow-up call or letter, you would get 100 be-backs. If 67% of those be-backs purchase a vehicle, you would sell 67 vehicles. Add that to the original 100 vehicles sold, and you’re up to 167 for the month. You increase sales by 67%.
Method 2 – I’ve mentioned this method, based on an article by Paul Snider, many times.
Here’s a short version of the script: “Hi, this is Denny from USA Motors. I’m calling because we’re helping your friend, Joe Smith, get the financing he needs for his new vehicle. Our lenders require that Joe give us a few references, and he gave us your name. We’re just calling to verify that your information is correct.” A percentage of those references will respond, “You’re helping Joe get a vehicle? If you can help him, can you help me?” I’m sure you can see how effective this could be. To maximize this method, why not ask for 10 references? That would give you 100 references for every 10 vehicles delivered. On average, you will sell 4 additional vehicles from every 100 references. That means that you will turn 10 sales into 14, or an increase of 40%.
Method 3 – We mentioned following up on your in-store appointments in Method 1.
Method 4 – Once again, let’s not forget that “birds of a feather flock together.”
Denny Long | President and Head Credit Mail Expert.
Former lead writer for Special Finance Magazine for 15 years, he has watched the subprime market blossom and took note, He is one of the most recognized automotive marketing experts in the country