Competition in the auto retail industry is fierce. A customer roughly spends 14 hours researching online themselves before they go to a dealership. That means customers may know more about cars than you may think, and they may have in mind what types of cars they want to buy.
Therefore, as a car salesperson, you need to increase your online presence so potential customers can find you on Google when they search relevant keywords. Meanwhile, you’d better offer something special, build trust and make difference with your competitors.
Here, we’ll talk about how you get more customers as a car salesman.
Table of Contents
- 1. Build Trust from the Start
- 2. Analysis of Who are Your Target Customers and Their Demand
- 3. Listen to the Details and Provide Value
- 4. Offer More than Car Sales
- 5. Make the Customer Feel Special
- 6. Increasing Your Online Presence
- 7. Publish Testimonials on Your Website
- 8. Get Referrals from Past Customers
- 9. Making Follow-Ups Mandatory
- 10. Getting Involved with the Community
- 11. Becoming a Resource, Not Just a Salesperson
- 12. Be Creative with Incentives
- 13. Don’t Be Too Pushy
- 14. Build Your Sales Team
- 15. Make Your Customers Feel Good
- 16. Be Genuine & Be Yourself
1. Build Trust from the Start
The first step in getting more customers as a car salesman is to build trust from the start. This means being transparent about your prices, fees, and trade-ins. Don’t try to hide anything in the fine print, because customers will see right through it and it will damage your credibility.
Another way to build trust is by being knowledgeable about the cars you’re selling. You should be able to answer any questions that a customer may have about a particular type of car. You should also be familiar with the features and benefits of the cars that you are selling.
Customers can tell when you’re trying to sell them a car that you know nothing about, and it makes them less likely to buy from you. Be sure to do your research on the latest models and features so you can answer any questions that come up.
Keep your word. If you say you’re going to call a customer back, do it. If you say you’ll have a car ready for a test drive, make sure it’s there. Breaking promises will damage your reputation and make it harder to get more customers.
2. Analysis of Who are Your Target Customers and Their Demand
Throughout the sale, it’s important to keep the customer’s needs in mind. This means helping them find the right car for their budget and needs, rather than trying to sell them the most expensive car on the lot.
It also means being understanding if they’re not ready to buy right away. Don’t pressure them into making a decision, just let them know you’re there to help when they’re ready.
Always be willing to negotiate. If a customer is trying to haggle over the price, don’t get angry or offended. Just remember that they’re trying to get the best deal possible, and work with them to reach an agreement that’s fair for both of you.
3. Listen to the Details and Provide Value
When you are talking to potential customers, it is important that you listen to the details and provide value. For example, if a customer expresses interest in a certain type of car, you should provide them with information about that particular type of car.
If a customer appears to be hesitant about making a purchase, you should offer them a test drive. By providing value to potential customers, you will be able to increase your chances of making a sale.
4. Offer More than Car Sales
Some car buyers need lenders or financial support to buy a car. You can offer more than just car sales by becoming an auto loan broker. This will give you the opportunity to help more people buy cars and ultimately increase your sales.
5. Make the Customer Feel Special
You can differentiate yourself from your competitors if you can make customers feel special. This starts with greeting them warmly when they come into the dealership. Make eye contact, smile, and use their name if you can remember it.
Then, throughout the sale, find ways to make the customer feel special. This could mean giving them a great deal on a car, throwing in some free accessories, or just going out of your way to being friendly and helpful. Customers will remember how you made them feel, and they’re more likely to come back and buy from you again.
6. Increasing Your Online Presence
You also need to increase your online presence by using SEO, Google Ads, Google My Business, and social media methods. Ranking relative car/auto/dealership keywords (like “XXX (brand) car dealers in your area” ) high on Google will increase the chance of people visiting your website and then coming to your place to buy cars.
You should also make sure that you are active on social media platforms, such as Youtube, Twitter, Facebook, and Instagram. By increasing your online presence, you will be able to reach a wider audience of potential customers.
7. Publish Testimonials on Your Website
When potential customers are researching dealerships, they will often look for reviews and testimonials. By publishing testimonials on your website, you will be able to show potential customers that you are a reputable dealer.
8. Get Referrals from Past Customers
When you provide excellent service to your customers, they will be more likely to refer you to their friends and family members. You can generate referrals by asking your satisfied customers to write positive reviews about you on popular review websites, such as Google Review. You can also give your customers referral cards that they can give to their friends and family members.
9. Making Follow-Ups Mandatory
As a car salesman, it is important to follow up with potential customers after they have visited your dealership. This can be done through phone calls, emails, or even text messages. By staying in touch with potential customers, you will be top of mind when they are ready to make a purchase.
10. Getting Involved with the Community
Getting involved with the community can be done by sponsoring local events, such as little league teams or charity 5Ks. You can also volunteer your time at community events. By getting involved with the community, you will be able to show potential customers that you are more than just a salesman.
11. Becoming a Resource, Not Just a Salesperson
When potential customers are researching their next vehicle purchase, they often turn to the internet for information. This is where you can become a valuable resource.
By creating informative blog posts or videos, you can help potential customers with their research. By becoming a resource, you will be able to build trust with potential customers and ultimately get more sales.
12. Be Creative with Incentives
In order to get more customers as a car salesman, you need to be creative with your incentives. This means offering deals and discounts that are not available at other dealerships. You can also offer special financing options or even free gifts with purchase.
Everyone loves a good deal, so offering specials and discounts is a good way. You can offer discounts on vehicles, financing, or even trade-ins. By offering these deals, you will be able to attract more customers to your dealership.
13. Don’t Be Too Pushy
When you are talking to potential customers, it is important not to be too pushy. This means avoiding high-pressure sales tactics. Instead, you should focus on building relationships with potential customers. By taking the time to get to know your customers, you will be able to better match them with the right vehicle.
14. Build Your Sales Team
As a car salesman, you need to have a strong sales team in order to be successful. This team should consist of experienced salespeople who are knowledgeable about the vehicles you are selling.
You need to train them in product knowledge, trust building, sales techniques, customer service and etc. They should also be friendly and personable so that they can build relationships with potential customers.
15. Make Your Customers Feel Good
Making your customers feel good can be done by providing excellent customer service. You should also go above and beyond for your customers. This could include bringing their new car to their house or office, filling it up with gas, or even washing it for them.
16. Be Genuine & Be Yourself
When it comes to car sales, being genuine is key. You need to be genuine with potential customers and build relationships with them. If you are real with people, they will be more likely to do business with you. Being yourself will also help you stand out from other salespeople.