With Americans growing more frugal by the week, it seems like rock solid relationships are the only tools that really make the difference between clearing your goals and clearing out your desk.
Auto industry analysts expect the current slump in car sales to extend through 2012, if not beyond. Crazy deals aren't enough to get shoppers in the door of car dealerships, and one expert told a CNBC reporter that about half of existing dealerships may merge or simply go out of business over the next two years.
CRM software can help your company stay in the pack that keeps their doors open during this economic turmoil. And it's not just because magic software will bring new customers to your door. The real effectiveness of CRM software is in the way that your sales team uses customer information to find the right pitch.
For instance, a review of customers with warranties near their expiration can result in a pitch that plays up the unexpected cost of car repairs. By focusing on keeping a monthly payment stable, effective sales professionals can encourage trade-ins.
Leveraging the service side of an auto dealership can also bring more money in the door while retaining jobs for repair technicians and support staff. Offering free or deeply discounted oil changes during slow repair periods not only brings customers in the door for additional service, it opens the possibility of having repeat buyers take test drives while they wait. Instead of using CRM software to send out yet another postcard or flyer, consider the real value of your customer data and personalize your pitch.
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