Service-to-sales

Service-to-sales identifies service customers who may be ready for a different vehicle, often because of a large repair estimate, high mileage, a lease approaching its end, or a favorable equity position. The conversation typically happens while the customer waits.

It works only when the sales and service departments agree on how customers are approached, since a clumsy version damages the service relationship.

Why it matters for a sales manager

These customers are already on your property and already have a relationship with the store. That is a warmer opportunity than most purchased leads, and it costs nothing in advertising, but it requires an actual process rather than an occasional attempt.