Hosting A National Car Care Month Event? Register Your Event With The Car Care Council -

Hosting A National Car Care Month Event? Register Your Event With The Car Care Council

With National Car Care Month in April on the horizon, the Car Care Council urges shops, stores and other industry organizations planning community car care events to register their upcoming events. Events registered on the Car Care Council's website will be promoted by the council through its various social media platforms, including Facebook, Twitter and Pinterest.

With National Car Care Month in April on the horizon, the Car Care Council urges shops, stores and other industry organizations planning community car care events to register their upcoming events at http://www.carcare.org/industry-participants/host-an-event/.

 

Events registered on the Car Care Council’s website will be promoted by the council through its various social media platforms, including Facebook, Twitter and Pinterest. In addition, the council has added a map feature at http://www.carcare.org/car-care-events/ to make it easier for motorists to find a vehicle check-up event in their area.
“The Car Care Council’s website is the ‘go to’ place to find community car care events and the map feature will make it even easier for visitors to pinpoint an event’s location,” said Rich White, executive director, Car Care Council. “Hosting a community car care event is a unique business-building opportunity and a chance to educate consumers about their vehicle’s condition and maintenance needs.”

Each year during National Car Care Month, hundreds of community car care events are conducted nationwide by independent repair shops and auto parts stores as well as vocational schools and other aftermarket organizations. The free inspections held during these events have revealed that a vast majority of vehicles require some type of service or new part and provide an opportunity for technicians to talk one-on-one with motorists in a fun, non-threatening environment.

The Car Care Council is the source of information for the “Be Car Care Aware” consumer education campaign promoting the benefits of regular vehicle care, maintenance and repair to consumers. For a free copy of the council’s Car Care Guide or for more information, visit www.carcare.org.  

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Although there is no silver bullet that will allow you to bring in every first-time caller, there are a number of things you can do to get more appointments. In this article, I would like to share some of the best practices your advisors can use that will generate immediate results.

By Bob
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With
vehicles being built better than ever before, and with service intervals
continually being extended, you are going to see your customers less often.
This means your service advisors are going to have to be razor sharp when the
phone rings. Although there is no silver bullet that will allow you to bring in
every first-time caller, there are a number of things you can do to get more
appointments. In this article, I would like to share some of the best practices
your advisors can use that will generate immediate results.
In order for
someone to buy from you, three things need to occur: They have to like you,
they have to trust you, and they have to view you as a credible expert. So when
your phone rings, the first thing your advisors need to sell is themselves; not
the service or repair. The best way of accomplishing this goal is with a
professional, courteous and upbeat greeting, such as “Thank you for calling
Elite Auto Care, this is Bob. How can I help you this morning?” By using these
words we’re showing appreciation, by volunteering the name of our company we’re
assuring the callers that they’ve called the right number, and by providing our
name we’re beginning to build personal relationships. By asking how we can
help, we’re asking a question that will allow us to control the conversation.
By being upbeat and using the right tonality, our likeability goes up, and the
customer’s anxiety goes down.
The second
thing your advisors will need to do is slow the conversation down so the
callers don’t feel rushed, and they’ll have to become good detectives by asking
a number of questions. By having the callers talk, it will take their focus off
of the price, and it will allow them to begin to feel more comfortable with
your advisors at the same time.
When it comes
to asking for the appointment, one of the best kept secrets I can share with
you is this: With rare exception, your advisors need to offer every caller a
choice of appointment times, and whenever possible, one of those options should
be for them to bring the vehicle in now. For example; “I can squeeze you in
now, or would 2:15 be better for you?”
When it comes to auto repair, customers love finality, which is why
providing the “now” option is a powerful sales tool.
Now here’s
the absolute best-kept secret for dealing with the tough first-time callers.
Every one of your advisors needs to be aware that many “price shoppers” are
asking for price just to start the conversation, and beyond that, with rare
exception, callers don’t know the questions they should be asking. This is why
it’s a good idea to ask your service advisors to write down a list of the
questions that they think an educated caller would ask. Once they have their
lists completed, and committed to memory, then it’s easy for them to respond to
price inquiries with a statement like, “Well Larry, I know price is important
to you, and it should be, but if you call five different shops today, you’ll
more than likely get at least five different prices. Some of the other
questions you might want to ask are how long they’ve been in business, whether
or not they have certified technicians and a drug-free workplace program, and
you might want to have them walk you through their diagnostic processes as
well. You might also want to ask them if they always explore all of the options
that are available to customers when it comes to any recommended repairs, what
kind of warranties they provide, and if those warranties are in writing.”  Ladies and gentlemen, I’ve closed hundreds,
if not thousands of tough first-time “price shoppers” using this technique, so
I know it will work for you.
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this. If you take my recommendations, when those price shoppers start calling
other shops, you know as well as I do that they’ll more than likely ask some of
the questions your advisors suggested to them. Not only will your competitors
be caught off guard and struggle with the answers, but in each case, the
callers will be thinking of your advisors. This is when they’ll not only realize
how well your advisors handled the call, but they’ll trust your advisors, and
you bet; they’ll now view them as credible experts as well.
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