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Tire Business Tip #1: Sell The Visit

Welcome to a new series of posts we call “Tire Business Tips.” The goal of these posts is to provide quick tips and ideas for retailers, wholesale tire distributors, and commercial tire dealers they can use to improve their business. The economy is hitting the tire industry especially hard, and it’s more important than ever to be proactive and invest in your business. The first installment of Tire Business Tips is a great strategy that automotive businesses can use to get more customers in the door and increase the odds of a sale.

Sell the Visit!

Get customers in the door first!

Get customers in the door first!

When many managers and business owners think about ways to increase their profits, they concentrate on selling more product. While this works to an extent, its often a much a better idea to concentrate your efforts on selling the visit – that is, use your resources to get as many people in the door as possible. With a high amount of traffic, the sales will follow automatically. It’s easy to shift your efforts in this regard. For example, the next time somebody calls your shop for prices on a set of tires, don’t simply give them the price in order to get off the phone as quickly as possible. Instead, explain that their is a broad range of prices for their tires depending on their needs, ranging from X to Y. Let the customer know that the best way to make an informed purchase is to come in and talk with a customer service rep about their needs and their budget. If you can get prospects to walk in the door, you have a much higher chance of converting them into paying customers.

Do this: Examine the way you handle customer interactions such as requests for information over the phone. Tweak your approach wherever possible to stress selling the visit, not the product!


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