Similar Forum Topics
By Joe Marconi
Roughly a month ago, I went to lunch with a good friend of mine. He works for the YMCA, so we discussed what the YMCA does to attract new members. A few years ago, my friend and his team realized that while they were good at attracting new members each year, they had little to no retention. It was a constant battle to bring in new members to fill the void of lost members.
The YMCA realized that it’s easier and less expensive to keep existing members, than to go out and find new ones. They created a new marketing strategy with a focus on keeping existing members. The plan was simple: create an amazing experience for their members and offer new programs to these existing members. The plan worked. Member retention improved. What worked for the YMCA will also work for your business.
Before you spend a dime on advertising, you need to understand one crucial component of your business; the customer experience. Without a great customer experience that gives your existing customers a compelling reason to return, you’re simply wasting your money on advertising.
Advertising is often aimed at new-customer acquisition. There is nothing wrong with this. Every business loses clientele each year for a number of reasons, and we need to get our name out to our community about who we are and what we do in order to attract new consumers. But, to rely on new customer acquisition alone without a plan to keep existing customers is not a strategy for long-term, sustained growth.
Every marketing plan starts with looking at your entire operation and how it relates to the customer experience. Are you doing all you can to create an amazing experience that builds solid relationships? If not, you will be in the same position the YMCA was: using advertising to fill the void of lost customers.
While there are many aspects of the customer experience, let’s focus today on the four essential areas: The customer write-up, the sales process, the car delivery and the follow-up. Each of these touch points must be executed with one thing in mind: create an experience so amazing that the customer will have a compelling reason to return your shop again.
Customer write-up starts the process. It’s where you begin the relationship or continue to preserve it. It must be performed as if you are welcoming a guest into your home. The sales process must communicate value and benefits to the customer. This gives the customer peace of mind, reduces anxiety and buyer’s remorse. The car delivery is your chance to leave a lasting positive impression of you and your company. It should not be a transaction, but instead the opportunity to resell the job, you and your company. The car delivery should not be rushed. Take the time to review the invoice, ask the customer if they have any questions. Let every customer know how important they are and how much you value his or her confidence and trust in you and your company. The follow-up continues the customer experience. This is where you reach out to the customer with a phone call, email, or thank-you card. It helps with customer retention by making another positive impression in the mind of the customer.
Getting back to car delivery: Make sure you review all future service recommendations and let the customer know that they will receive a service reminder. But don’t rely on a postcard or email alone to bring back customers. Think about this: If you had a bad experience at a restaurant, no offer or ad is going to get you back there—only an amazing experience will. The same holds true for your business.
By the way, an amazing customer experience is created by the people in your company. Sure, you need to have a clean, well kept facility with nice amenities. But it’s the people in your company that make the difference. Billion dollar stadiums don’t win championships—it’s the quality of the players on the field that win championships. Everyone in your company is part of your marketing plan. A simple smile and hello from a technician when a customer walks past the bays can do more for your business than any ad can.
Let me leave you with this thought: Customers will not remember the mass airflow sensor you installed or the exhaust leak you repaired. But they will remember their experience. A positive experience is lasting in the mind of the consumer. It’s the most powerful marketing tool you have—and it’s virtually free.
This story was originally published by Joe Marconi in Ratchet+Wrench on September 1st, 2018
View full article
By 5 Star Auto Spa
Interested to see what brands of conventional / semi synthetic / full synthetic oil shops are selling to customers? Do you think the average customer cares or has a preference for brand? Do you think as long as it meets the vehicle specifications the customer doesn't really care what brand of motor oil is being put in their vehicle? We are currently using Mobil products and they are so much more expensive than other products such as Cam 2. Thoughts?
Building a Canoe
Have you ever noticed when you’re relaxing at home, or at work trying to accomplish something, sooner or later somebody comes along and asks, “So, whatcha doin’?” It happens to me all the time. Around my house though, there’s a typical answer you’ll get if you ask such a question, and that’s, “I’m building a canoe.” Meaning, “It’s not all that important what I was doing. Thanks for caring, but I’d like to get back to what I was doing.” It’s a running joke at my house. Nobody takes it seriously. It seems at my house, no matter what the situation is, somebody is building a canoe somewhere. Now at the shop, well, I’m not sure anyone would understand “building a canoe”, and it definitely wouldn’t be appropriate. But, I’ve certainly had my fair share of chances to shout it out from time to time.
Take the typical phone call that asks, “If you’re not real busy right now, I’ve only got a couple of questions I’d like to ask.” Not a problem, nothing is as important as helping the next person in line. Go ahead and ask, but if the questions seem to be from the far side of the lake I might start answering with nautical terms or what size oars I’m carving out. By then, you’ll know I’m probably not following your line of questions too closely.
Let’s face it, I’m just a mechanic. According to some, I’m supposed to have more in common with a Neanderthal than a rocket scientist. Figuratively speaking of course. But, at the same time, I’m supposed to have the solution for any type of problem at a moment’s notice, and know exactly the cost of each and every part from each and every manufacturer cataloged in my brain, and if I can’t answer their question with the answer they expected I must either be a Neanderthal, or I’ve spent way too much time building canoes and not on my chosen profession.
It goes back to the old school of thought that it doesn’t take a lot of brain cells to do this job. I’m not sure where that comes from, or how it ever got started. But, if you’ve watched a few old TV shows from the 50’s and 60’s it’s pretty clear that the portrayal of a mechanic is almost always one of a dopy guy with a greasy rag hanging out of his pocket who couldn’t hold an intelligent conversation with anything beyond a boat oar. That perception has gotta change, these days it takes a highly trained, technically savvy mechanic to diagnose and repair the modern car.
Like many professional mechanics, I don’t spend my time under the hood of a car to answer questions. I’m there to do my job, and that’s fix the car. But, there are those occasions when one of those rubberneckers is leaning over the fender and you know at some point they’re going to ask, “Whatcha doing now?” I seriously want to break out into a long dissertation of how I’ve been building this canoe. It’s probably best I don’t paddle in that direction, as I’d have to explain the canoe thing.
Being so involved in your work is one thing. Being asked questions while you’re working is another. Sometimes it’s not a problem, while other times it throws you so far off you’ve got to regroup your thoughts and start all over again. I’ve often wondered how a psychologist would interpret some of the things I hear at the shop. Maybe I really don’t want know, maybe I’m the crazy one and everyone else is just building their own canoes.
A perfect example was a hot afternoon with several jobs going all at once. The shop was buzzing and everybody was super busy when this guy came to the service counter. “Ya got a second? OK, OK, like… I changed the starter, the battery, and the ignition switch. Then, I changed the window switch, all the relays, and the fuel pump. I was told it could be the power steering pump, so I changed that too, and while I was at it, me and a buddy replaced the heater core. So, so, how much do ya charge to look at my car?”
For me, I prefer the logical approach to answering customer’s questions. That is to answer each and every one of their concerns correctly and professionally. But in this case, which end of the canoe are we talking about? I’m not quite sure what I was really asked. There I am just paddling along (working out in the shop), doing my thing, and when I pull up to the shore line (run up to the service counter) somebody starts telling me about what parts they changed on their car and not necessarily problems I’m capable of solving. Do I ask this guy, “I take it the car doesn’t start?” or do I answer the only question that I actually heard? Is there more than one canoe involved in this story, or have I been paddling on the wrong lake all this time?
By now, I should have a whole fleet of canoes. But, I never ever seem to finish the first one, before I’m swept downstream on another adventure. There’s always another job, another phone call, and another, “Hey, do ya got a second to answer some questions?” Which usually leads to another canoe.
Working on cars, and all this high tech razzle dazzle stuff can be a trying effort, but it’s what mechanics do every day. It’s one of those jobs that seems easy, but in reality, it’s not. It’s something that not everyone is cut out for. It has its rewards as well as its down sides. But for the most part it’s a great career choice and if you’re like me, finding and fixing the problems is what it’s all about. However, I wouldn’t mind building canoes as a career choice either. It’s another one of those jobs where working with your hands is the only way of getting things accomplished, and I’m definitely a hands on type of guy.
We all could use a little more time to just float along and enjoy the gentle current and scenery. You know, take in the big picture for a change, and realize none of us really have it that bad after all. Maybe a little less of that rush-rush and hurry up-stay-on schedule in our lives. Mechanic or canoe builder, every trade has their issues. But, when the day is done, and we have that moment to sit back and forget about the shop or that next car we’ve got to work on, it’s the perfect time to day dream about a leisurely float down a lazy river. So, as you’re sitting there in your easy chair, smiling, taking in that imaginary scenery and somebody comes along and asks, “Whatcha doin’?” just tell them… “I’m building a canoe.” It’ll be our little secret.
Click here to view the article
Haven't been on the site for a while. I couldn't find the search button to see if there is a forum now for my question. So sorry if it is duplicating.
We have had a website for years, being this is our 3rd one. It is a HTML and everymonth we have to have our photos and newsletter added for us. I understand if we do a website in Word Press, we can add our own information by our selves. We like our own now, but we need to make another. Any suggestions will be appreciated. www.dufresnesautorepair.com
I was currently looking into purchasing a building to operate a outdoor sporting goods store. The problem we ran into came from the environmental testing. The building use to be a Service Station many many years ago with a potential hoist being buried in the concrete. The attorney handling the real-estate transaction closed out the contract without my consent went AWAL after the Phase 1 test discovered these REC’s which I told him would come into play before we spent this money. Now after all this, I ended up learning a few things on EPA, property, and Enviromental REC’s.
The property wouldn’t be able to be turned back into a repair shop as theirs one right by the building and is a small town. Plus think their would be major issues with even getting approval from the township. The building simply inst setup to be a repair shop anymore. It’s been changed too drastically.
I originally wanted to own my own repair shop. However, do to my finances this is probably out of the question, but maybe still possible just not to the capacity I wanted, or maybe at least a detail shop.
How are you guys dealing with the environmental issues in purchasing a building? Older buildings would already have REC’s such at possible UST’s, LUST’s, ground contaminations, and so forth. Not to mention even doing a BEA, surly this line of work would only cause failures to prevent making the situation worse, or am I wrong here?
Plus if you were to by a clean property with no REC’s, what to do when selling the property? Seems to me that the property would need cleaned up before it could be sold.
I am now scared to even want to open a shop after this whole ordeal after this mess with our attorney.
Paying for Phase 1 after Phase 1 to find a property is insane. You then are looking at a Phase 2 and cleanup costs associated. I really do not know How anyone is buying commercial property anymore, not alone for a repair shop. I’m sure the attorney has really got me filled with so much wrong and inaccurate information and really need someone in the industry to clear the air here for me, regardless if we can get negotiations opened back up for this property and do the sports store, open a repair shop, or open a detail shop.