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The used car market has continued on the rise in the country since 2020. The appreciation is the result of the delay in the delivery of zero kilometers vehicles, due to the lack of parts that had reduced production since the beginning of the Covid-19 pandemic in the world.
On the other hand, in this scenario, we have a consumer fleeing public transport and looking for his own car. With the great demand, the price went up and the valorization of used cars has provided a good income for the vehicle stores. To give you an idea, just in the first half of this year, accumulated sales exceeded by 7.8% those registered in the same period in 2019, prior to the pandemic.
Thus, an average of 54,802 vehicles were sold. When compared to the first seven months of 2020, used sales growth jumped 54.7% this year.. The data are from the National Federation of Automotive Vehicle Dealers Associations (Fenauto). However, to take advantage of the heating up of the market and make more money, it is necessary to take some steps.
After all, when it comes to your business, it’s best not to rely solely on luck or external factors. Therefore, in this article I will have some tips to take advantage of the value of used cars and sell more.
Get to know the used cars you are selling very well
Buying a vehicle is a very important decision in a buyer’s life. Therefore, it is normal for him to ask a lot of questions and want to know as much information about the vehicle as possible. In other words, it is a lead that needs a lot of qualification.
It is at this time that you must pass the maximum authority and trust, responding quickly and correctly to customer inquiries. In addition to technical language, know how to convey all information clearly. After all, most customers are not experts on the subject, although they can arrive at the store full of information that has already been researched on the internet.
Therefore, they need simpler answers to get a better understanding of the message. In short, having a good didactic and being ready to meet these two profiles ensures confidence in the transaction, and the chances of closing the deal are considerably high.
It’s no use knowing everything, but not being able to pass it on to the main stakeholders. Just remember that teacher that everyone knows has completely mastered the subject, but is unable to pass on the information to the students.
Understand customer needs
It may seem obvious, but first of all, get to know your customer. Understanding their reality and needs is essential to provide a good service and increase the chances of closing the sale.
Therefore, some questions need to be answered, such as:
Is the car for personal or business use?
Do you have a large family?
Likes to travel?
Do you live in the capital or rural area?
Looking for a more economical car or with engine power?
Highlight all the qualities of the car
A good car dealer should have the qualities of his product on the tip of his tongue. To help you remember all of the car’s features, write them down in one neat and easy-to-understand way so you don’t get confused at the time of sale.
For this, you can use an organization app on your smartphone or a program on your computer. Also, be prepared to answer negative questions. Since these types of questions are very common when buying used cars.
Important: highlight the positive aspects of the car, but without masking possible defects. The important thing at this point is to be honest. This, for sure, will earn you the customer’s trust.
Share used cars on social media
That social networks are part of the daily lives of Brazilians is no doubt. For this reason, they can be a strong ally when selling used cars.
If you have an active profile, you can use it to share some of your work routine. Another possibility is to show your store’s stock through photos and videos. Today, most cell phones already make high quality images and can help you in this task.
On the TechTudo website you can find a few simple tips to take good pictures using your cell phone. read on here and start applying today. This, for sure, will bring more quality to your images.
In addition, another feature that can bring great results is the ability to target ads with population statistical data. Therefore, consider using paid ads in campaigns if this step is relevant and feasible to your strategy.
Focus on digital to sell used cars
We’ve talked a lot about it here, but it’s worth reinforcing. The vehicle buying journey is becoming more and more digital. Thus, even in the case of used cars, it is very common for the consumer to start searching for a new vehicle on the internet.
Thus, to sell more, your digital strategy needs to go beyond social media. For starters, it’s critical to aim to deliver a positive customer experience. And understanding that he’s increasingly connected, it’s clear the importance of displaying your used car inventory in the most attractive way possible.
For this, a good solution is to have a digital showroom. With it, you will earn customer points, not only for the visual space, but also for offering more convenience through new communication channels. In addition, you will be able to count on E-mail Marketing campaigns, Paid Media campaigns, Content Marketing, among others.
As we have seen throughout the post, the demand in the automotive market for used cars is still on the rise and represents a great opportunity for car stores. However, to take advantage of it, it is essential to improve or create digital-oriented strategies.
Besides, of course, having the customer’s needs as a priority, knowing the products sold well and being honest about their attributes.