Autobase

For years, we have asked our auto dealership sales consultants to check the service appointment log for their customers.

In theory, your sales person would then "happen" into the service waiting room and strike up a conversation with their customer. We would hope the sales person would gauge the customer's interest in a new vehicle or work the customer for a referral. Dealership marketing on legs, right?

As a sales manager, I used auto CRM from Autobase to tell me who was going to be in service within the next 48 hours and do "one on ones" with the sales staff regarding the opportunities walking into service. This way the salesperson was better prepared and we were able to cross-sell effectively from the service drive.

Be proactive! Turn your dealership sales managers into money-making coaches.

by Shawn Belles