Well is motorhome selling an art or a science? Some would have you believe both! In fact, it never ceases to amaze me, that many potentially good sales people are not fully trained. As they say “poor planning, poor performance” and that really is unfortunately true, in some cases. This is what you might say, that behind most motorhome selling propositions, lies the detail of success or failure. Sadly, many in sales management, miss that point, that motorhome selling, is all about the devil in that detail. The days of reactive motorhome marketing are over, the customer really is king now! How are you looking after customers?
Motorhome Selling The Dream
Customer expectation, is likely to be totally wiped out, by a salesperson’s lack of knowlage. Having, poorly trained staff, does little but leads to lost sales. You see it all to often, the cleaner has been promoted to salesperson, the salesperson, to the sales manager and the sales manager now has the coveted title of sales director! So, question remains where is the training? Who is understanding what the customer really does want to buy? Does the sales team really care? What is the motorhome marketing spend for customer satisfaction? Why would a customer come back? But, we have so much experience, we cannot fail! Really, who is kidding who here?
I wrote this motorhome selling article, somewhat for my amusement, as we come across many topics running a busy website. My hope is that people wake up and smell the coffee, before it is too late. We all have a date next March 2019 and then the Brexit bus will have left. Just like the, be back bus at motorhome shows. What does Brexit mean for motorhome selling and owners? More expensive European holidays? Higher taxes on diesels and leisure activities, higher prices? (Certainly hope not). However, we are a bit of a rudderless ship right now!
Customers deserve better, so motorhome selling standards have to rise. I know that is part of our aim here at motorhomes campervans .net. There are many good motorhome dealers and manufacturers. Also, there are those who should have been put out to pasture long ago! As they say, if the cap fits wear it! We want to promote all the good things about motorhomes campervans. Especially, UK built motorhome like Auto-Sleeper motorhomes, Auto Trail motorhomes, Bailey motorhomes and Elddis motorhomes, for example. All mean jobs in the UK! Anyway take note, customers are king and you need to look after them!
No matter, where you look that first contact with a customer is vital. How many times have you visited a motorhome showroom or lot and seen the staff talking away to each other? Taking little time, to even acknowledge, that you the customer exists? Well finishing off the conversation with each other, surly is far more important. Especially, where they are going after work and what they did last night!
People in Black
What about the salespersons, appearance? Many times you see that no one is clearly identified. Do they really work there? Yes, they have the dog tag on, but is their appearance smart? Well, they all have the same jumpers on, usually black ones! Where is 007 when you need him? The corporate uniform reminds me of walking into a bank, with the staff dog tagged, that’s the joke, they wore them in case they got lost! No wonder they are closing branches!
Beware of the Blazer Brigade
The blazer brigade, also sends out warning signs, reminds you of Butlins holiday camps, you for Butlins? Hidy, High! Please do not go there! Also, reminds you of the captain of a boat, all very British, what o! Full steam ahead! Best Marks and Sparks grey trousers on and hard to rudder.
It may sound petty, but, we live in a world of color and that is like music being played. If you set the tone wrong, people are just turned off. Appear drab and not well turned out, hardly represents what leisure is all about. The “so what” attitude comes over very quickly. The attitude of they were not a buyer, just tyre kickers, springs to mind!
Horses For Courses
So, why send people on advertising and sales management courses? Product knowlage and social media yes! The rest are all out of date. Why would an advertisement company offer free courses on how they work? Possibly, to get you to advertise with them! Well they gave us a free lunch!
Hello Customers Welcome
What a customer wants in our opinion is a simple greeting, from someone who is smartly, casually dressed. A friendly smile will not go a miss either! Yes, every, customer is a potential buyer someday. So, someone popping in to buy a motorhome fuse, deserves that professional customer service and any help, as someone spending £100K!
Now this really is the hot topic, never in the history of information, has so much motorhome information been available, for so few to learn and pass on. Sounds like a Churchill speech! But, just take a look online, there is everything available, images, videos and even VR virtual reality. You want it online, you can find it! This applies to sales people as well as customers!
So, why are sales people not using these amazing motorhome marketing tools? They are there for salespeople to help their customers and actually have an advantage? Next time visiting a motorhome dealer.
Remember, do a simple test, ask the salesperson, what is the payload and how high and wide the motorhome is? Most salespeople will shuffle to the ticket in the window, for the answer! If they have an instant answer, then you have found the holy grail, a proper salesperson.
Now take on board that anyone taking the time to fill in a form deserves the full motorhome selling service. That is to say answer the customer by the channels they have requested. How many times do you get emails that have asked for a call not a text or a message on Facebook!
A motorhome leads is the jewel in the crown and every customer who sends one in, should be treated like royalty! If the customer has requested anything then that request must be done. No ifs or buts, this could be someone spending £100K! Make it happen!
Do Leopards Change Their Spots
Most unlikely, so, do bad dealers and customer services get better? That one you can answer for yourself. All we say is everyone deserves a second chance! In fact, what happened to the old “the customer is always right”? If you were spending up to a £100K you do not need telling you are wrong!
Buying Motorhomes Like Courtship
Finding a friendly, helpful sales person, is like going out on a first date, you chat and think about holding hands. Not yet Tiger, this may not be the one for you. However, having been taken out for a posh dinner, no not fish and chips, a real posh dinner, things improve. Will there be an engagement party? Have you fallen in love at first sight?
Motorhome Wedding Bells
Does that mean, we need to buy a new suit and a new hat for her in doors? OK, its a yes, let the party commence. Will it end in tears, will you go off your choice? They say there are three ships not to sail in! One Courtship, two Partnership and three a Sinking ship! Avoid those and its plain sailing!
Apply those rules, to buying a motorhome and all will be well! Do not rush the engagement, take your time and get to know, what is on offer, does it fit the bill and layout. The grand day of collection and hopefully no divorce, in later use.
Motorhome Selling Made Easy
If you just stand back and think motorhome selling, will never be made very easy. That is, if you manage and make the motorhome marketing, fit the proposition. Then that will help a lot. There are really to many people, just going through the motions of, we did it that way before. Why is it not working now? The fact is change does happen and what is this motorhome selling all about?
It is about appearance, know how, and above all trust! As they say trust only in God and all others pay cash! This may also apply. So, the next time a customer walks in your showroom or onto the lot, think positive and as the boy scouts say “be prepared”. You whole appearance needs to be 100 percent spick and span.
Providing customers with good motorhome advice has to be positive. It really does help especially, first time motorhome buyers. Trust and explanations may take time, but, customers will appreciate the help.
Know What You Are Selling
Not just a motorhome, but, the whole package, your appearance and product knowlage are vital parts of the sales proposition. As is being a really good adviser of what will help a customer to buy from you! If you do not know the answers to simple questions, how do you expect a customer to know? Poor planning means failure and lost sales are hard to get back next time round.
Know What You Are Buying
Yes, the history of a product and who and what you are dealing with are important. Check out what is being said to you as a customer and remember buyer beware! There are many good motorhome dealers, yes, some are living a little in the past, but, know what you want from the relationship and stick to it! Buy only what you want is key!