Finally get a prospect’s attention? All the marketing and online tools to reach prospects are for naught if the right steps aren’t being taken. First things first, emails should be checked and replied to on a regular basis to recognize any potential leads, or deal with current clients, in this technology driven era, consumers are constantly searching for quick ways to get answers.
When receiving a call, email or walk-in, we expect that the shopper is in some way familiar with Rhino Linings; however, they may not realize that we provide a wide selection of applications that extends beyond bed liners.
One of the most common questions a dealer can anticipate is: “How much does a bed liner cost?” Easy, right? Keep in mind, automatically offering a quote limits the opportunity for a larger sale. For instance, instead of simply providing pricing, you can take an extra 30 seconds to ask the prospect a question that may lead to more profitable jobs for your shop. “Probing questions” shows your prospect that you care about solving their problems. This can potentially shift the conversation from price to value. For example, a response to a quote request could be, “We have a variety of application options, what prompted your call?” Now the conversation has been opened up for further dialog. Our goal is to turn anonymous prospects into lifelong, lucrative consumers who will continue to trust our product for their vehicle protection needs.
Following up may seem time consuming, but it is to your benefit if your prospect is on the fence. It’s as simple as sending an email to say “If you have any questions or would like to schedule an appointment, please feel free to contact us.” This re-opens the lines of communication and creates a call to action.
- Dedicate time to check email and voicemail daily
- Ask probing questions
- Sell the value of your services
- Follow up
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