Advice

3 things to know before you call a dealership

Calling Dealerships You found the used car or truck you want on Mojo Motors. Now what? What most people don’t know is it can take 24 hours for online inventory listings to update. That means a car that is listed as “available” may have been sold already. The vehicle that looks like it’s available today, may have actually been sold yesterday. Spare yourself the heartbreak and wasted time by calling the dealership.

I’ve heard some horror stories of people driving hours to a dealership for the car of their dreams only to find out it isn’t available. I don’t want you to make the same mistake because it leaves shoppers angry and bitter while buying a used car or truck. All of this can be avoided by knowing these three things before calling a dealer. [keep reading]

Five things to do after making a sale

Orange Mojo Motors Phone Old SchoolOftentimes, the sale of a car signals the end of our relationship with that customer. Once the customer drives off our lot, we worry about bothering them. After all, they got the car, we got the sale…what more could we want?

Our hesitation to follow up most likely stems from not having a solid follow up procedure in place for our sales people. They don’t know when to make calls, what to say or how often to followup. Following up can be a huge opportunity to build a relationship, bump up referral business, create repeat customers in your service department and on your sales lot.

Five things to do after the sale:

  1. Call the day after. Thank them for their business and ask if they are enjoying the car or if they have any questions about the vehicle. Most of the time, the customer has so much on their mind during the sell that they forget a lot of the information you gave them.
  2. Write a thank you card. Put some thought into it and make it personal! I’ve seen salespeople take a photo of the car the day the customer bought it and used that as a thank you card. Don’t forget to include your business card as well.
  3. Call 14 days after. Ask if they have any questions regarding the features of the car. This shows them that you are there for them even after the sale.
  4. Call 30 days after. This is a good time to talk about your service department and offer to setup a service appointment for them. In addition, you can ask them the name of someone in the market for a vehicle.
  5. Create a customer appreciation event. Establishing a relationship between you, your sales staff and your customers. Events also give the sales team a reason to call their customers and check-in.

At my dealerships, I liked to organize what I called Family Cookout. I let my sales staff know the date we would throw a cookout on the lot and tell them to invite their sold customers. Organizing an event falls into the lap of the owners and managers, but these events are important tools for salespeople to properly follow-up after the sale with customers.

Cookout Food

Customer appreciation events and calls after the sale are the beginning of creating a followup up procedure for your sales teams. As a result, you’ll find a growing loyal customer base who will come back to your dealership time and time again because of the investment you’ve made into them and the sales team.


Written by Bryan Jennings
Photo credits: Syracuse Alumni Rowing, Reluctant Gourmet

How to car shop using Mojo Motors


[UPDATE: How to shop for used cars online]

If you’re reading this, you’ve likely joined Mojo Motors and used the website to shop around for a used car or truck. If you haven’t, why not? We have some really special tools to help you save money and time while shopping for a car. It sounds so cliche, but hear us out.

If you have bought a car recently or you’re in the market now to buy, you’ve spent a TON of time researching online – over 11 hours. You’ve looked at photos, compared different models, read dealership reviews, figured out what your trade-in is worth, etc. If you’re like the majority of car shoppers you will also probably buy a car after shopping for about a month.

Used cars and trucks stay on a dealership’s lot for about 37 days which is roughly the same amount of time someone goes from a car shopper to car buyer. Throughout the course of those 37 days, dealerships will drop prices nearly three times, knocking off a couple hundred here and another couple hundred there. In total, the average dealership will drop the price of their cars almost $1,000. [keep reading]

What Bob Lutz can teach brands about success

Bob Lutz Cigar Mojo MotorsBob Lutz, legendary gear head and businessman who has worked at BMW, Ford Europe, Chrysler and General Motors tackles the challenges he faced during the decline of General Motors in his book Car Guys vs. Bean Counters. He writes about the disorganized management, layers upon layers of red tape and the embarrassing debacle known as the automotive bailout when General Motors pseudonym became Government Motors.

The book has gotten a bad rap because Lutz blames a large chunk of GM’s downfall on the penny-pinching financial types who were given charge of the automotive design. These folks were focused on cost-cutting, systematizing production and making the most money on each car produced, even if that meant sacrificing quality. As a result, Lutz contends, General Motors was building vehicles notorious for wide body gaps between panels, cheap interiors and being, well, really ugly.

[keep reading]