In A Recession – You Need To Go Those Extra Yards
Comments (6) We have just purchased a new car – well a second hand car – but it’s new for us. I have been thinking about our selection process today, trying to determine why we selected the car we did.
The budget was limited, we have saved for over a year but the bottom line was, we didn’t have a lot of money to show for our savings so we had to choose carefully.
After reviewing all the vehicles that meet our needs physically – with five kids we needed a real people mover – we were left with two vehicles to select from.
Vehicle A – was the cheaper of the two by a $1000. Not only was it cheaper, the sales yard was willing to pay for six months registration and the transfer fees – effectively another $500.
Vehicle B – dearer by $1000 although the sales yard reduced the cost by $500. Transfer fees are $200, and it will soon need registration, another $300 so there goes the $500 discount.
After weighing up all the options we decided on vehicle B -even though it was $1000 dearer. Why? The sales yard went those few extra yards to clinch the deal.
We live over 100 miles from any decent car yards. Public transport is useless here so going to pick up the car would have been a nightmare. The dealer for car B was more than happy to deliver including bringing the paper work. Dealer A insisted I go to the showroom to sign the paperwork and collect the vehicle.
Just to sweeten the deal, car B had a 12 month warranty included – car A, just the one month.
When times are tough, sales even tougher, if you go those few extra yards, you will make the sale. In this case, we paid an extra $1000. Was it worth it – to us – Yes. Others may have different ideas – the bottom line is the seller went out of his way to solve our problems – and won the sale.
Do you go that extra yard to complete the sale – or do you treat your customers like cattle? There is nothing like the personal touch.
