Handling the sale of parts and services is perhaps the most crucial aspect of an auto service advisor’s job. As the first point of contact with customers, these professionals have an enormous responsibility to act as the face of the business, building relationships and customer loyalty.
Convincing customers to avail of your services isn’t always easy. Many are reluctant to spend on expensive servicing, or wary of being sold unnecessary repairs. Others will be keen to shop around at different garages for the best price, and depending on your location, you may face stiff competition from other shops.
So how can service advisor students ensure that they secure a high number of sales for their shop in their future career? Read on for a few tips to maximize your business.
1. A Good Auto Service Advisor Knows The Value of Marketing
In addition to handling business as it comes in, service staff will often be tasked with generating new business for their shop, so having good marketing strategies is important. Both traditional advertising and social media should play a part in your plans, and you could also propose holding special events to drum up publicity. Many shops hold car care clinics, where technicians give customers tips on vehicle upkeep. Charity fundraisers are also a good option, and help establish your business as an active part of the community.
2. First Impressions Are Key To A Successful Auto Service Advisor Career
A good auto service advisor will often insist that they handle all incoming calls themselves, in order to start building relationships with customers as soon as they make enquiries. Service advisors will usually try to convince customers to bring their car into the shop and meet face-to-face as soon as possible. Many shops ensure that there is always a technician available to perform inspections without appointment, so they can offer to look at a new customer’s car immediately.
3. Use The Technical Knowledge You’ll Learn In Service Advisor Training
Auto service programs teach students some of the technical aspects of auto repair. This can be crucial in securing sales, as most customers are more likely to make a purchase if they understand the benefits fully. Technicians usually perform a 27-point inspection on any new vehicle that comes into the shop, and the best service advisors will refer to this document when making sales, explaining it to the customer in layman’s terms.
4. A Good Auto Service Advisor’s Job Doesn’t Stop Once They’ve Made A Sale
It’s important that service advisors provide comprehensive service to customers during and after their repairs. They should be available to answer any queries customers might have while their car is being repaired. They should also walk customers through the repairs again when they come to pick up their vehicle, reiterating the benefits and answering any questions they may have. This will help ensure the customer still feels valued after the initial sale has been made.
Are you interested in pursuing service advisor training?
Visit ATC to learn more about our training programs or to speak with an advisor.