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Derrick Woolfson

Derrick Woolfson Business Development Manager

Exclusive Blog Posts

Closing Rate on Internet Leads

Closing Rate on Internet Leads

A closing rate on internet leads will depend on how you are receiving those leads. If they are from your site the rate should be higher than if they are fr…

Earn Service Customer Trust in an Unlikely Way – Transparent Pricing

Earn Service Customer Trust in an Unlikely Way – Transparent Pricing

Customer retention at the dealership level is abysmal after a customer’s new vehicle warranty expires. Extended service contracts help somewhat, …

Innovators and Automotive

Innovators and Automotive

The automotive industry is a crazy place to be right now. The disruptive Uber-isation of the industry has presented itself with many challenges and rewards…

Drive Motors Lands New Partnership with Mercedes-Benz USA

Drive Motors Lands New Partnership with Mercedes-Benz USA

Recently, Mercedes-Benz USA selected Drive Motors as one of four certified vendor-partners for the Mercedes-Benz Digital Retailing Program to provide their…

Don't Stop When Presenting Numbers

Don't Stop When Presenting Numbers

Don’t make something an objection unless it needs to be. If a customer knows how your trade process works be up front with them. Be as transpar…

Are Your Specials Hurting Your Goals?

Tired of not hitting your monthly goals? Frustrated that your specials aren't adding enough to the bottom line?  Now Imagine if you had an appointment booked online that included additional services & products. This sounds like a home run, no?

I encourage you to test out your service scheduler reviewing the appointments for the month. Looking to see if the customer has selected one of your special offers! If your customer cannot select the special you are offering for service then how do you expect it to work?

If the advisor is aware of what s/he has selected and or if they have opted for the special then it helps prep them for the customer's arrival. Allowing the advisor to focus on other services s/he can sell to the customer. All of which helps them reach their monthly goals!

Here are some other key strategies that will assist you in up-selling online:

Online Marketing

Have an up to date service menu with special offers on your website. Another avenue to upsell products and services is including your OEM’s part store on the website. Allowing the customer to pre-purchase items to be installed at the time of their service appointment.

Product Demos - Yes, Demos on the Website

Have the hot products visible online! Videos are a very effective way to sell the product. The video does not have to be super long, either. Take for example brakes. If you have a special from the OEM for front/rear brake jobs then why not put a simple, quick video offering a brake special! “Take a break for brakes!” - have fun with it!

At the Dealer  -  Visual POP Marketing in the Service Lane

You spent all this time getting the website updated to increase traffic, right? Which in turn led to more appointments, no? Yet you do not have the specials posted in the lane anywhere!  This is absolutely hurting your advisors chance of up selling the item!

If your advisors do not know what the specials are than they are going to sell it! Not to mention, if the customer asks about the special s/he saw online, and the advisor is unable to answer their questions it devalues the special!

This is an excellent way to not only have consistency but to also upsell adding to the bottom line!

Bottom line - start selling your products online. This will motivate the advisors to keep selling. In addition to believing & buying into the offers you put out each month!

Do you upsell online? If so, what special/offer has given you the most success? Do your offers help generate revenue helping you achieve your goals?

 

Love the idea of the videos, this would be a great tool for salespeople to use as well to help service! 

Derrick Woolfson

Your videos have definitely inspired me! We got a go-pro, and are really starting to have fun with it!

@Derrick, a Go-Pro is a great idea!! 

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