Once again the CRM has helped us put together another huge deal! This time we searched our dealership records for customers with an interest rate of over 8%. We then contacted them, letting them know that rates are much better now and that the lower rate would allow them to get into something newer and actually lower their payments or get something nicer for the same payment. On the FIFTH call we made contact, set the appt, and that night they left in their new vehicle.
NOTE: The payment of their new vehicle was actually $40 per month HIGHER than their current vehicle.
IT'S ALL ABOUT PERCEPTION!!!!!!!!!!
Comments
Hi Mr Smith, my name is Tony and I am a customer service rep here at ABC motors. I was reviewing our files and I see that you purchased a 2009 Toyota Corolla from us, is that correct? And do you still own it? Excellent! The reason for my call is that interest rates are currently at an all time low, and looking at your current interest rate, you could probably get into a newer vehicle at the same payment you are currently making. Is that something that would interest you?
What are you saying to these customers? I dont want to sound like a tool...hey i see you have a high interest rate. Would someone share a script maybe?
This is totally awesome, Mr. Prospecting! I've already pulled my list from dealer socket and I'm working on an email template to send out and then I'll call! Thanks!
We actually do this a lot. The key when talking to these people, is to do it from a courtesy call stand point. I then ask them a few questions if they seem interested and then deem them a great candidate. I make sure they have been paying their payments on time, credit is in same or better condition then before and that they are making minimum amounts of income. By asking them a few questions, I do not sound like I am just trying to sell them something. There show rate is about 90% with these appointments. The sell rate depends on their situation. It does work and the CSI on these customers is great.