When time limits your earning power, do you risk wasting it?   Most Dentists and Automotive Service Departments don’t.  Both are good at booking and confirming their appointments striving for ALL their technicians to be booked generating revenue ALL of the time. Why?

Unbooked Time = Lost Revenue

#1 – By confirming appointments Dentists and Service Departments increase their “show rate”  by reminding customers of their upcoming appointments..  

#2 – The confirmation tells customers that they are expected and that their appointment is important to the dealership.  The confirmation process says to the customer “your time and our time is valuable”. 

Is the above also true in automotive Sales Departments? Not so much from what we see happening. 

But why on earth not?!    

A Dentist’s customer spends just hundreds of dollars per purchase. An automotive buyer spends thousands of dollars per purchase, usually tens of thousands! Then they spend even more in Service over the ownership of their vehicle.  Don’t car buyers also deserve the courtesy of a confirmation call for their appointments?  Isn’t it just good business to assure a car buyer that the Sales Consultant and the Sales Manager(s) will be on their toes and will do their utmost when the customer makes the effort to visit the dealership?

You bet it is. ONE-EIGHTY data shows that typically confirming appointments increases closing ratios by 7% – 22% on appointments made by sales consultants. Then why do so few Automotive Dealers bother to do it?    

We are puzzled about that too.