It’s been a challenging year, but there are some lessons from the COVID-19 pandemic dealerships can take away to be stronger and more resilient. In this article, we touch on a few of them.
Adhere to the scout’s motto: Be prepared… always!
Whilst nobody could have foreseen what 2020 would bring, businesses that had strong sales systems in place would have been better equipped to deal with the impact of the pandemic.
COVID-19 has disrupted customers’ traditional buying patterns. Some might be buying earlier because of the government stimulus, while others might be delaying their purchase by another year or two. However, only dealerships with well-maintained databases would understand where their customers were at in their journey.
If you’ve fallen down in this area, we can help. We offer a range of sales event and coaching services to help get you back on track and prepared for any hurdles. After working with us, you’ll understand:
- Exactly who your current and future prospects are
- The month your customers are thinking of replacing
- What the new outcomes are with each of your customers
Once your database is in tip-top shape (with our Appointment Drive 2.0 program), we can train your sales team up on how to make quality outbound calls to your database and turn prospects into sales.
Learn to adapt
For most businesses, the pandemic has reinforced the importance of adaptability and being able to “think on your feet”. Many dealerships have had to find new ways of doing things in light of COVID-19 restrictions. However, why does it take extreme circumstances like a pandemic for us to make changes?
We ourselves have had to look at the environment weekly and even daily, and tweak our offering to accommodate our clients’ needs. Dealerships should be taking the same approach.
The bottom line is that in order for your dealership to survive and thrive, it should be constantly adapting, growing and evolving. How? Simple. As part of your monthly planning, ask yourself 1) what is the current environment and 2) how do we succeed with what we have in this climate?
In the middle of every difficulty, lies opportunity
It's a make or break time for many businesses, but the ones that succeed are those that find new opportunities in amongst the hardships. Dealerships that do are more likely to withstand the impact of the pandemic.
So, how should your dealership pursue opportunities? It might mean coaching your sales staff to ensure they’re at the top of their game in this challenging sales arena. Perhaps it entails going out on a limb and trying something completely new, like a virtual sales event that allows you to sell vehicles without customers spending ANY time in your showroom. If you need inspiration, speak to us about other ways you could be optimising all opportunities.
Ready to take the next step?
If you’re looking to take your dealership sales to the next level in the current climate, please get in touch. We offer a range of dynamic sales events and coaching services to improve your bottom line.
Even if your dealership has had to close due to lockdown in Victoria, we can still assist with our 100% virtual sales events. Give us a call today!
Ph: 1300 944 112