In the book Marketing Metrics, the likelihood of selling to a potential customer runs between 5 percent to 20 percent. However, the probability of selling to an existing customer is much higher – 60 percent to 70 percent.
How can you keep your existing customer coming back for more? Keep them in the loop with these five action steps:
- Send them a thank you note immediately after the purchase. Also, make a note of the anniversary of when they bought their car and send them a “birthday car” card.
- Establish a relationship with your customers. Know their family’s first names, their likes and dislikes, and their comfort desires. If you know that, then it makes it easy to come back to them with a cross-sell product they will appreciate and want.
- Offer discounts on oil changes and tire rotations for any service that gets your customer to return to the dealership. And, while they are there, strike up a conversation and offer them a snack and a drink. Make them feel welcome.
- Keep track of milestone successes for your customers. If they have reached a certain mileage level or logged in so many hours of driving, or they’ve been a loyal customer for ten years, propose an discount offer. Try to offer immediately after each milestone. For many dealerships, NuVinAir® serves as a perfect complement while the customer is receiving an oil change or tire rotation. In the same amount of time, they can come away with a factory-fresh smelling vehicle.
Summer is a time when thousands of families hit the highway for a summer vacation. If you know your customer is planning a road trip, offer to start them off with a NuVinAir® treatment to ensure that the air in their vehicle is as fresh and clean as can be. You can have them in and out in under 15 minutes with a vehicle that feels healthy and new.
Learn more about NuVinAir®
NuVinAir® is not a masking agent or ionizer, and leaves behind zero residue. It eliminates odors at the source and restores the vehicle to hygienic efficiency. If you would like more information on NuVinAir®, please visit nuvinair.com today.