Have you ever scratched your head in confusion wondering why the auto dealership a few minutes away is improving its sales every day and you are just skating by? It can be easy for someone to point fingers at the next person. You can place blame on your sales team, the inventory that you are placing on your sales floor, or maybe the weather is to blame for those slow sales days. Holiday seasons in particular can be fickle and unpredictable.

But while many of those aspects of sales life are outside of your realm of control, here are a few tips to focus on to improve your customer experience.

1. Engage (the right way)

How many times have you watched customers walk away from your dealership without  new in their hands? What usually happens after that? Does the salesperson who was assisting that prospective buyer walk into his office, close the door, sit in his chair and place his head in his hands? Does the salesperson immediately spring into action and find a way to get the prospective buyer to return to the dealership? You never want to see a potential sale walk straight out of your door, but a closed door can always be opened again.

Even if a buyer isn’t ready to purchase right away, getting follow-up information (without being pushy) is critical to turn a visitor into a return customer.

2. Personalize the process

Don’t just push every parent toward the minivan you think they are looking for, listen to them and make them feel like you’re providing them with a vehicle tailored to their needs. A consumer who feels like they’ve been listened to rather than talked at is much more likely to buy.

3. Get involved in the community

If you want people in your community to know that you exist, you should make your presence known as often as you can. We understand that you may think you do not have enough time to run your dealership and stay involved in the community. However, this does not have to be true. You can sponsor a local kids’ event or sports team, or allow nonprofits to host events in your space.

You do not have to sit in your auto dealership while prospective car buyers are taking their business to your competition. Contact us today for more advice on improving your car buying process and increasing your sales.