Above and BeyondFirst time prospects walk because of poor sales processes, price, vehicle availability and/or reputation. It could be one or all of the above, but the primary reason that they are walking is that they feel the need to comparison shop. To evaluate your deal with the dealership down the street. The good news is that you may have been the first dealership they visited. The bad news is that you simply did a great job educating them. Our objective with the Loyalty Advantage Plan is to plant a seed of doubt.in their minds that the dealership down the street does not offer the same value: That your dealership’s offer is ABOVE AND BEYOND the price of the car. |
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Give Them an Invitation to ReturnCurrently the prospect is departing your dealership with a brochure and a business card, accompanied by a smile and a handshake from you. Give them a reminder, an invitation to come back by showing them the Loyalty Advantage pack.
Emphasize the additional value of purchasing at your dealership versus your competitor by showing them that they receive something EXTRA at your dealership. |
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Alternative Value of BenefitsIf you often find yourself and the customer a couple of hundred dollars apart on a deal, you know you can split the difference; however you will have to either drop the dealership gross or drop the salesperson’s income. One alternative is to the let the customer go to your competitor where they will most likely come down the $200.00 just to get the deal. The other alternative is to simply provide the customer with a value of benefits that exceeds the dollar difference that you are apart. This is where The Loyalty Advantage comes into play. |
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Use The Loyalty Advantage As a Closing ToolAlthough you cannot drop the price of the car $200.00 today, you can tell the customer you have been authorized to provide The Loyalty Advantage with a value exceeding $2,000.00 to your customers. Additional Benefits:
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