As I travel, I use a variety of airlines depending more on their ease of use and adaptability to my schedule than on the fares offered, which are usually quite competitive across the board. However, whenever possible, I choose Delta. The reason is simple, I receive perks. Nothing to great, I have yet to redeem any sky miles for a free ticket or avail myself of the club benefits, but I enjoy being recognized as a loyal customer and fast tracked to the front of the line. These simple things often get me to spend more when faced with nearly equal products.
To draw an obvious but worthwhile comparison, are your appointments to your Sales Department any different? Whether it be an in-bound fresh phone up or a lease-end call, almost all phone scripts are designed to sell value in the processes we offer. Some even go as far as to coach at the end of the call to say “If something comes up and you’re running late give me a call and if something happens on my end I’ll return the same courtesy”. So why is it in my travels and in visiting various Dealerships that so much effort is spent on getting the customer in but very little expended on keeping the promises made or implied that were made to get them there.
These are a few of what I would suggest to be best practices to improve show and closing ratios.
1. Always have a manager call and thank the customer for setting aside the time and ensure the info given by your salesperson was correct and easy to follow directions were given.
2. Communicate-Have a meeting every morning and at shift change and make sure every manager and salesperson knows who has an appointment coming in, at what time, and what they are coming in for. This will do two things:
A) Glorify those who are actually getting appointments and bring those appointments to their remembrance
B) Ensure that whoever greets the customer can say “Oh yes, you’re on the VIP list ______ is expecting you!” Plus if that salesperson does happen to be tied up, you will not have lost the goodwill so tenaciously established in the appointment setting process.
3. Reception-A manager, preferably the one who confirmed the appt, should greet the guest and thank them for coming in and reassure them that the process will be pain free and straight-forward.
These are three simple steps, but look at the benefits:
Customers feel they walked into a synergistic environment where everyone is aligned to ensure their satisfaction and they don’t have to re-explain themselves;
and if perchance a manager does have to close a deal or go in on a turn, they are a known entity who is there to facilitate customer satisfaction not to hammer them into submission.
Appointments handled correctly can close 70% of the time. Handled the wrong way, they will be the unknown reason you never hear from the customer again.