It’s becoming a far too common sight, many Australian states plunged into COVID-19 lockdowns. We all know first-hand how much the Australian automotive industry has changed in the past 18 months. In saying that, with the latest government restrictions implemented selling cars has become even more difficult.
Selling cars has always been a challenge, but not to the extent of what it is now. With us all stuck indoors there is no choice but for dealerships to go online.
Transitioning to a different process is always tough, but with auto sales being completely dependent on face-to-face selling, many dealers have faced challenges selling online during this challenging time. The good news for motor dealers is there are resources out there that can assist you with selling during a time like this.
Here are 5 tips that will help you sell cars during lockdown:
1. Use online platforms
It’s never been more important than now, if your dealership doesn’t have an online presence, you simply can’t trade! Making the move to online is the first and most important tip your dealership needs to implement to reduce the impacts lockdowns have on your dealership.
With more and more people around Australia being forced into lockdown, the more time they have on their hands to look for things to buy. Recent studies released by Google indicate in the last 18 months 95% of car buyers find their next dream car online.
The online world is such a massive space, and it’s only going to grow. For dealerships to stay ahead of the competition you need to have a dealership website and social media presence.
EasyCars has put together a complete guide to get you set up on social media, to read click here.
If you are looking for a dealership website, click here.
2. Record Virtual Car Tours
One of the best ways to minimise the impacts of lockdown is to offer virtual car tours. With no-time announced on when lockdowns will lift you won’t be able to get customers into your dealership for a test drive anytime soon. You also cannot rely on photos to convince a potential buyer.
Record a tour of your stock on your phone the exact way you would show a customer in person. Show the different features of the car, capture the car driving, show the engine condition and the odometer reading. Everything that you would typically show a customer on a test drive capture it. This way customers can virtually see the cars condition whilst obeying government rules.
3. Offer Free Delivery
Now more than ever, people are petrified to leave their house. Offering free delivery of purchased vehicles within radius to your dealership is essential for selling during this time.
People have been told to minimise interaction with others and by promoting a covid safe buying process - you will significantly help your sales going forward. Organise everything over the phone, schedule a zoom meeting, arrange the finance deals, all the things you would normally do, do it over the phone. You need to make customers feel comfortable buying at an uncertain time like this.
4. Be empathetic
Talking about making customers feel comfortable, expressing empathy is vital. At a time like this it is so easy to understand the struggles everyone is going through; your dealership is probably going through something similar.
Talk to potential leads about their interests and desires for their next car, hear their stories and show genuine interest in their situation. See if there is a way you can help them with what they are looking for. The more comfortable a potential customer feels, the greater the chance you will have in closing a sale.
5. Run or extend offers
No matter what the situation is people are drawn to special offers. Many people have been put through job losses, pay decreases, layoffs and stand downs. When a customer sees something that is at value they will be inclined to enquire.
Offering a promotion or extending one you may already have will help increase sales. Taking the reasons mentioned above into consideration, some buyers may not be able to purchase a vehicle now but once things pick back up, they may be. By extending a promotion and offering customers a discount during this time can guarantee future income for your dealership.
It's a crazy time we live in now, most of us don’t know what the next day is going to bring let alone the future. The best we can do at this current stage is minimise the impacts lockdowns are having on our everyday life. Buying and selling cars can still be performed, but in a Covid safe way. Using the tips above you can grow leads and sales during lockdown.
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EasyCars by Jeal is a simple and adaptable dealer management system that automates the buying and selling of cars in Australia.
With over 38 years’ experience creating tailor made solutions for Australian motor dealers we understand your vision and what is needed to operate a successful motor dealership.
EasyCars includes all your everyday needs including stock management, automated advertising, government compliance, Dealership websites, integrated accounting, online reviews management and so much more.
Want to learn more? Call us today on 1300 473 744 or submit the form below to get a no-obligation free demo of EasyCars.