Get Creative to Set Appointments

In today’s automotive marketplace, customers that you get in communication with are extremely hot deals. Buyers have spent an average of 10-15 hours researching online before ever submitting in the form of a lead or calling your dealership. So, not only have customers found a vehicle they’re interested in, but they have shown that they are committed to making a purchase through their actions. They have either submitted their personal information online or directly contacted you because they are ready to do something.

Yet, even though these deals are hot, once a buyer is on the phone, things don’t always proceed smoothly. Customers can lock up reflexively, have issues getting out to the dealership, are unable to get the vehicle they inquired about, or a variety of other issues. Regardless the situation, with the right outside the box strategies, it’s possible to set appointments when you otherwise would not. In this blog, learn creative ways to set appointments that allow you to get more customers into the dealership today!

Bring the Car to Them

There are plenty of situations that can make it tough for customers to make it to the dealership. Maybe they are too busy at work, have other decision makers than cannot make it, or wouldn’t be able to get to the dealership for a long period of time. Yet, these customers have gotten in touch with you about a vehicle and should be easy to close once you get them to see and test drive the car. So, a creative way to set appointments with these buyers is to offer to bring the vehicle to them! If you’re unable to set appointments because of an issue getting to the dealership, then there’s nothing stopping you from bringing the deal to them.

Set Appointments by Offering a Ride

When a customer is a little ways away, do you give up when the buyer does not have a ride? Getting creative in situations like this by offering the buyer a ride can get you the deals that other dealerships and sales professionals fail to get! So, the next time a customer cannot get a ride to your dealership, offer to pick them up or book them transport via taxi or ride-sharing app like Uber.

Engage the Trade to Set Appointments

The trade is a highly effective way to set the appointment, especially in situations where you are struggling to get the appointment set. In fact, the appointment can purely be set around the trade by offering a free appraisal. This is a great way to set appointments when the vehicle is not available, the customer doesn’t respond to alternative options, or they are apprehensive to coming in. Switching the tone of the call from selling to the customer to buying from them can have a huge effect in your ability to get the appointment set!

Sales Professional: “What are you driving now?”

Customer: “XYZ vehicle.”

Sales Professional: “XYZ vehicle! What a fantastic vehicle! You know, we’re looking to buy vehicles like that. Would you be able to come down for a free appraisal?”

Additionally, this can be a fantastic way to set appointments with buyers who are hesitant to shop at dealerships in the current automotive space. The unique marketplace created by the inventory shortage needs to be handled creatively, and the trade is a great way to do this. Customers are cautious to work with dealerships since they know that prices are high. However, trade values are also up, which can allow customers to get a great overall deal. By explaining the benefits of working with your dealership and how customers will win through their trade, it becomes a lot easier to set appointments!

Work the Deal Online

Plan A should always be to get the customer into the dealership. However, when that isn’t working out, you need to be ready with a plan B. Nowadays, a dealership's digital retailing tool likely offers the features needed to work deals remotely, so take advantage! When a customer isn’t able to come into the dealership, but wants a vehicle, you can offer to work the deal over the phone.

As long as you are familiar enough with your dealership’s digital retail tool, this can be a fantastic way to close extra deals that otherwise would be lost. Guide customers through your digital retail tool to show off a vehicle, then add urgency before going for the close. Especially in the current automotive market, buyers know that the vehicle they’re interested in may not be on the lot much longer. Let them know this and offer to complete the deal over the phone, so they can secure the vehicle. More and more companies are selling online, and the automotive sales industry doesn’t need to be the exception. When the buyer cannot or will not come into the dealership, complete the deal online and then set an appointment for them to take delivery of their vehicle!

Want your dealership to stand above the competition? With RevDojo’s On-Demand Automotive Sales Training, your team will be setting more appointments and closing more deals than ever! Our comprehensive training platform provides all of the tools, insights and techniques needed to succeed in automotive sales. Contact us today at (888) 603-4443 or sales@revdojo.com to learn more!