Fixed Ops Magazine - 2020 Vol17 03 - 43

MAKE SERVICE PART OF SALES

Have all calls routed through each person's phone via

Your best prospect for service is your sales customer,
so make service an integral part of the sales process.
A customer that completes the service cycle with you is five times more
likely to purchase their next car from
you, even if their current car was not

your in-house phone system. Customers have questions, and it does them no good when they receive
answers to those questions two

Your best prospect for

days after they've asked them. Pay

service is your sales

accessible. This will go a long way

purchased from your store. After the
initial sale, service becomes the new
sale.
Before the customer leaves your lot
with their new car, create three interactions with them through your ser-

customer, so make
service an integral part

your people and make sure they are
towards developing your customer
tribe. This is the same tribe that will
sing your praises everywhere they
go, and will help you organically
grow your business. By maximizing
your accessibility, you can nurture

of the sales process.

vice department.

your customer base while simultaneously motivating your customers

to instinctively promote your dealership and expose

1. Interaction during the demo drive.

a new audience to your brand.

2. Interaction at delivery while scheduling the cus-

5. Use your database

tomer's first service appointment.

Always be aware of your customers. Track all the cus-

3. Interaction in the form of an e-video introduction

tomers you've sold cars or services to, and create

to the service team delivered to customers as they

three buckets: Those that routinely come in for ser-

drive off.

vice, those who occasionally come in for service, and

4. Accessibility

MAY JUNE 2020 || FIXED OPS MAGAZINE

those who have never returned for service. The last
two buckets represent missed opportunities. Reach

43



Fixed Ops Magazine - 2020 Vol17 03

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2020 Vol17 03

Fixed Ops Magazine - 2020 Vol17 03 - 1
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