Lindsey Woodring

Tag: cars

  • Beyond the Test Drive, What Will Bring Customers Back

    Beyond the Test Drive, What Will Bring Customers Back

    Many talk about the sales after they have been closed, but when it comes to talking about what happens after that, well there is a lot to be said that hasn’t been said. In reality, following -up after the sale matters just as much as that final closing handshake. For some dealerships, selling a car isn’t the only focus they have. it’s about keeping those relationships even after the sale. Providing useful info, honest service, and a real deep connection to customers is what will keep them coming back for years.

    Whats That Follow Up Look Like

    So, what does that follow-up really look like? instead of those classic, robotic responses like “how was your visit?” people now expect a more personalized message following up their visit. So lets start skipping those boring messages and bringing in a quick thank after purchase instead, or a quick check-in to see how they like the car after just a few weeks with it, even a reminder for getting services done can be a great outreach. Remembering the reasons the customer bought the car is also a great tactic, you can customize your questions to be tailored to that persons experience and that can go a long way. To say it shortly, remembering is caring, caring will build that trust.

    More Than Just Goodwill

    Having a direct connection to the customer even after a sale is one way that you can build a reputation for yourself. customers that feel seen and supported have a better chance of expressing their experience with their friends and family. This type of customer/dealership relationship can’t be earned through anything else, not even the computer ads would bring in this attention , this type of connection is built through real genuine communication. Dealerships that ignore this type of outreach, risk loosing a lot of money.

    Lets Bring it Home

    While the sale ends with hefty paperwork and many signatures, that relationship is just the beginning. By prioritizing communication that is further than your usual robotic responses, customers will see that you truly cared about their wants and needs from the experience, this will strengthen the connection they have with not only the salesperson, but the dealership morals as a whole. Bring them loyalty, they will bring it back.

    So, will you be going the extra mile for your customers?

  • Why Gen Z Isn’t Buying your Pitch (Literally)

    Why Gen Z Isn’t Buying your Pitch (Literally)

    In Previous blogs I mention how todays buyers, Gen Z, come onto the lot with more research than ever. Less patient and less willing to believe what you say, the traditional sales tactics we use are having to change with this generation. Dealerships that pressure or give vague pitches are more likely to loose those customers. Dealerships that demonstrate clarity, honesty and can have a conversation that feels real is a dealership that will last. While some dealerships hit the spot, there are a lot of dealerships that miss it. If they really want to learn about Gen Z and earn their business, lets start with rethinking how they communicate with a generation that demands more from the buying experience.

    If sales people want to start building their business with Gen Z, they need to stop selling and start listening. They don’t want to hear recited lines from selling cars in 2005, if thats your tactic, you’ve completely lost them. Lets keep it simple, they want it to be transparent, have multiple options and someone who can talk about what they are interested it. in order to do the last part though, we have to listen to this generation that comes onto the lot with their price knowledge, understanding of specs and the deep reviews of the cars. They know their cars, and they aren’t going to be fed fluff. With staff that can communicate clearly on both in-person experiences and those that take place online, like quick responses or honest answers, these buyers will feel trusted and that will go a long way for any dealership.

    When dealerships fail to adjust their approach, they risk more than just losing a single sale. They’re risking long-term damage to their reputation. Gen Z customers are vocal, connected and anything but afraid to share experiences, especially bad ones online. A single poor interaction can spread like wildfire across all platforms, resulting in damages to your company. According to a 2023 report from McKinsey, Gen Z places a high value on authenticity, transparency and digital responsiveness. They expect brands to meet them there. In today’s market, poor communication isn’t just a mistake, it’s a business risk.

    So how can we limit these risks? Firstly dealerships need to start by training sales staff to prioritize listening over pitching. Encourage staff to ask better questions to truly understand the customers needs. Being upfront about price and inventory, no one wants to sit around for a car they won’t be able to buy. Secondly, invest in quality digital communication tools, allowing customers to chat online with sales reps on the floor, giving quick responses and clear messaging not just through chat but throughout your website. Many companies have already adapted to appeal to this generation, dealerships can come with the same approach will not only gain Gen Z trust, they build a foundation for customers that want to come back.