Your service drive is full of sales opportunities, but many dealers don't have a process for using them. This Wednesday Webinar with The Shop, featuring Melody Smith of automotiveMastermind, covers how Ford and Lincoln Dealers can use automotiveMastermind to turn service customers into vehicle sales with predictive analytics, better data and a clear plan. What's covered:
- Why a process and a plan matter, and why a wish isn't a strategy
- Three service-drive segments: repeat customers, service-only customers and lost customers who stopped servicing with you
- Why customers who service with you are about two and a half times more likely to buy from you
- How life events, equity position, lease maturity, service history and household profile can signal when a customer may be ready to buy
- How a behavior prediction score (1 to 100) and appointment lists can help you rank customers coming into the drive
- Using an automated pre-screen to see estimated trade value and equity before you approach a customer
- Why you should prioritize your approach, so you don't spend 45 minutes appraising a customer who can't trade today
- Multiple touchpoints, including automated texts, call-aheads and free trade appraisals
- Filling open shop hours and mobile service units by reaching Ford owners in your market who don't yet buy or service with you
- Using recall outreach to bring customers in, create customer-pay opportunities and capture market share, with cleansed data to cut down on returned mail
- Targeting or suppressing specific recalls based on your capacity
- Tracking results: approaches, appraisals, trades, conversion rate, CPRO, customer-pay tickets and net new customers
- Nurturing customers through every stage of the ownership lifecycle
The session ends with a reminder to attract, convert and retain customers so they stay loyal to your dealership
