In a retail showroom environment, used car dealerships are seen as a little old-fashioned. Nevertheless, with over 7 million used cars sold annually – many directly from used car dealerships – they’re busier than you’d think. Customers increasingly research online first. So, making used retail car sales and the buying process more appealing to customers is necessary.
In the face of increased online shopping, this isn’t much different from how retail shops have had to up their game to entice visitors through their doors. Here are some ways to make used car buying better for the customers.
Create a Welcoming Experience for Customers
When it comes to used cars Carlisle area and beyond, a genuinely welcoming approach is going to work well. See how the visitor can be helped by steering the conversation in a positive direction. Asking a question like, “What type of vehicle are you interested in today?” should get a favourable response compared to one that’s too open-ended and easy to dismiss.
Make Personalisation the Focus
Rather than treating each customer the same, find ways where it’s possible to personalise the relationship. People want to feel like they’re not just a number and will receive genuine, thoughtful service. With a personalised approach, customers will consider purchasing because they feel like they’re getting something extra. This could mean locating the perfect vehicle for them based on a description of what their stated needs are or looking up specifications on a make and model to give exact answers to questions they have. It all goes toward making any possible transaction a more equitable one.
Use Email Marketing to Provide Value and Reconnect
Past buyers should be asked if they wish to opt-in to a newsletter from the used car dealership. Being a previous buyer of a second-hand vehicle, they’re likely to need another vehicle in the future. This gives the dealership a second bite at the sales cherry. The newsletter needs to provide links to helpful articles on the dealership’s site that help motorists. Articles should assist them in getting the most from their used car. Advice on regular maintenance needs, possible upgrades, and special offers goes down well.
Also, if the dealership has a workshop at the back, then offering a free car wash weekend can encourage subscribers to take advantage of it. Then a discussion about their vehicle may highlight niggles that need looking at.
Provide More Optional Extras
Optional extras are additions to the basic used car package to make it more enticing. A good car salesperson will learn what people find missing in a car and purchase it after they’ve driven it for a while. Using this knowledge allows them to recommend a few extras. Of course, it should be pointed out that these are all entirely optional and used vehicles can be purchased without them.
A salesperson who is open, friendly, and wants to help is preferred these days. A hard sell isn’t a good idea because buyers always have the option to shop for a used vehicle online or to visit another dealership. Therefore, building good relationships is worth the effort and increases the chances of getting the sale.
