Quantcast
Jump to content

Recommended Posts

Posted

It’s early Monday morning and you watch as a customer rolls into your driveway with the tail pipe hanging and dragging along the ground. The repair? Obvious. Based on years of experience, you or your service advisor begins the mental process of generating an estimate and repair remedy even before the vehicle stops moving. As the customer walks through the door there is an almost mutual agreement that the exhaust needs to be repaired or replaced and that money will exchange hands. After a price is agreed upon, the repair is done and the customer is back on the road.

 

The beauty of this type of repair is that it is tangible and mechanical in nature. Something is broke and the customer can clearly see that. Selling this type of repair is relatively easy.

 

But what happens when a customer arrives and says, “ My check engine light has been on for a few days, but the car runs great.” How do you or how should you proceed? Unlike the dragging tail pipe, this repair is intangible. Your customer may have a tough time understanding that a problem actually exists.

 

This is where many service advisors and shop owners struggle. Unlike the exhaust problem, selling diagnostic testing is not something that is easily accepted by customers when no apparent problems are occurring.

 

Trouble shooting check engine lights can be an unprofitable nightmare if you’re not charging correctly. It is crucial not to give away diagnostic labor. The costs related to solving complicated on-board computer problems are just too high. But in order to sell diagnostic labor you need to understand human emotions.

 

The one emotion you have on your side is that sense of the unknown. The feeling that although nothing is evident, there still may be problem. And even for the untrained eye, the check engine warning light has to mean something. You need to act on this emotion.

 

This is where you knowledge of the on board computer system comes into play. At this point you need to explain in detail the purpose of the check engine light and why the computer system turns on the light to alert the driver. You also need to explain the series of tests that will be performed in order to pinpoint the reason why the computer turned on the check engine light. It’s equally important to inform the customer that even though there may be no noticeable perfromace issues, a problem still exists.

 

Now comes the key part of the process. Sell the diagnostic labor before the car is taken into the bay. After explaining in detail the process from analysis to repair, inform the customer the charge for the diagnostic testing. You need to separate the analysis from the actual repair. Trying to sell the diagnostic charges with the repair after the car has been analyzed will back fire. Be up front with the customer. I have found that a full explanation of the testing process reducing problems later. It also pre-qualifies the customer. If the customer objects paying for diagnostic labor he will also have a hard time accepting paying for the repair. By the way, don’t bother telling the customer what it costs for overhead, technician salary, equipment, tools, rags, information and training. The customer has no interest in what it cost YOU to be in business and cannot relate to this. Their concern is their car; this is where your focus needs to be.

 

Keep the customer in the loop. Inform the customer that after the tests are completed, you will review the test results and be in a better position to explain what repair is needed. Also, if needed you will call first to explain any additional tests and any costs.

 

I am not suggesting that this process will solve all the problems when selling diagnostic labor. It takes well-trained technicians following a comprehensive outline of tests. Plus there are other factors involved; intermittent problems, lack of information, not having the correct scan tool program update, etc. The important thing to remember is that you need to have a plan. Review you current procedure and insure that both you and customer are both being compensated fairly.

  • Like 1

Create an account or sign in to comment

You need to be a member in order to leave a comment

Create an account

Sign up for a new account in our community. It's easy!

Register a new account

Sign in

Already have an account? Sign in here.

Sign In Now
  • Available Subscriptions

  • Have you checked out Joe's Latest Blog?

         0 comments
      It always amazes me when I hear about a technician who quits one repair shop to go work at another shop for less money. I know you have heard of this too, and you’ve probably asked yourself, “Can this be true? And Why?” The answer rests within the culture of the company. More specifically, the boss, manager, or a toxic work environment literally pushed the technician out the door.
      While money and benefits tend to attract people to a company, it won’t keep them there. When a technician begins to look over the fence for greener grass, that is usually a sign that something is wrong within the workplace. It also means that his or her heart is probably already gone. If the issue is not resolved, no amount of money will keep that technician for the long term. The heart is always the first to leave. The last thing that leaves is the technician’s toolbox.
      Shop owners: Focus more on employee retention than acquisition. This is not to say that you should not be constantly recruiting. You should. What it does means is that once you hire someone, your job isn’t over, that’s when it begins. Get to know your technicians. Build strong relationships. Have frequent one-on-ones. Engage in meaningful conversation. Find what truly motivates your technicians. You may be surprised that while money is a motivator, it’s usually not the prime motivator.
      One last thing; the cost of technician turnover can be financially devastating. It also affects shop morale. Do all you can to create a workplace where technicians feel they are respected, recognized, and know that their work contributes to the overall success of the company. This will lead to improved morale and team spirit. Remember, when you see a technician’s toolbox rolling out of the bay on its way to another shop, the heart was most likely gone long before that.
  • Similar Topics

    • By Changing The Industry
      Understanding Women's Perspectives In Your Communication #podcast #autorepairbusiness
    • By carmcapriotto
      Ready to kick off the year with a marketing plan that keeps your bays full? Join Brian Walker and Caroline Legrand as they dive into easy, actionable strategies to help auto repair shops plan their marketing month-by-month. From practical ways to align your campaigns with community events to leveraging fun, nationally recognized days, you’ll learn how to make your marketing engaging and impactful.
      Discover fresh ideas for social media, event hosting, and campaigns that’ll keep your shop top-of-mind all year. Whether it’s winter car care, “new year, new car” resolutions, or creative customer appreciation ideas, this episode is packed with ways to turn small efforts into big wins.
      Don’t let January sneak up on you—start planning now!
      Tune in to get the tools you need to make 2024 your best marketing year yet.
      Thank you to RepairPal for sponsoring The Auto Repair Marketing Podcast. Learn more about RepairPal at https://repairpal.com/shops


      Are you ready to convert clients to members? App fueled specializes in creating custom apps tailored specifically for auto repair businesses. Build client loyalty. Get started today with your own customer loyalty app. Visit Appfueled.com


      Lagniappe (Books, Links, Other Podcasts, etc)


      How To Get In Touch With the Guest


      Show Notes with Timestamps


      How To Get In Touch
      Group - Auto Repair Marketing Mastermind
      Website - shopmarketingpros.com 
      Facebook - facebook.com/shopmarketingpros 
      Get the Book - shopmarketingpros.com/book
      Instagram - @shopmarketingpros 
      Questions/Ideas - [email protected]
      Click to go to the Podcast on Remarkable Results Radio
    • By Changing The Industry
      Achieve Your Shop Goals With The Power of Intentional Planning #podcast #autorepairbusiness
    • By carmcapriotto
      The Weekly Blitz is brought to you by our friends over at Shop Marketing Pros. If you want to take your shop to the next level, you need great marketing. Shop Marketing Pros does top-tier marketing for top-tier shops.
      Click here to learn more about Top Tier Marketing by Shop Marketing Pros and schedule a demo:https://shopmarketingpros.com/chris/
      Check out their podcast here: https://autorepairmarketing.captivate.fm/


      If you would like to join their private Facebook group go here: https://www.facebook.com/groups/autorepairmarketingmastermind


      In this episode of The Weekly Blitz, Coach Chris Cotton from Auto Fix Auto Shop Coaching delves into the increasingly prevalent issue of "ghosting" within the auto repair industry's hiring process. Ghosting, a term that describes the sudden cessation of communication by either job applicants or businesses without any prior explanation, has become a significant challenge for both parties involved.
      Coach Chris begins by examining the underlying reasons for this trend. On the applicant's side, factors such as receiving multiple job offers, feeling overwhelmed by the job search process, or simply deciding that a particular position is not the right fit can lead to ghosting. From the business perspective, a lack of structured follow-up processes, being inundated with applications, or changes in hiring needs can result in businesses inadvertently ghosting candidates.
      The impact of ghosting is profound, affecting both job seekers and business owners. For job seekers, being ghosted by potential employers can lead to feelings of frustration, confusion, and a lack of closure, which can be demoralizing and impact their confidence in the job market. For business owners, ghosting by candidates can disrupt hiring timelines, lead to wasted resources, and create gaps in staffing that affect operations.
      To address these challenges, Coach Chris offers several strategies aimed at mitigating the occurrence of ghosting. He emphasizes the importance of clear communication throughout the hiring process. This includes setting expectations from the outset, providing timely updates to candidates, and being transparent about the hiring timeline and decision-making process.
      Furthermore, Coach Chris highlights the role of empathy in improving hiring practices. By understanding the pressures and challenges faced by job seekers, businesses can tailor their communication and engagement strategies to be more supportive and considerate. This approach not only reduces the likelihood of ghosting but also enhances the overall candidate experience.


      The episode concludes with practical tips for auto repair shop owners to refine their recruitment processes. These include implementing structured follow-up procedures, utilizing technology to manage applications efficiently, and fostering a company culture that values open and honest communication. By adopting these strategies, auto repair shops can improve their hiring outcomes, reduce the frustration caused by ghosting, and build stronger, more reliable teams.


      The Rise of Ghosting (00:01:05)
      Discussion on the troubling trend of ghosting in the hiring process and its impacts.
      Why Ghosting is Increasing (00:02:16)
      Exploration of the reasons behind the rise of ghosting, including job market dynamics.
      Employee Perspective on Ghosting (00:03:16)
      Insights into why job seekers ghost employers, including feeling undervalued and overwhelmed.
      Business Owner Perspective on Ghosting (00:05:41)
      Challenges business owners face when candidates ghost them, including time and financial losses.
      The Importance of Communication (00:08:03)
      Emphasis on the need for better communication and transparency in the hiring process.
      Impact on Business Reputation (00:09:00)
      How consistent ghosting can negatively affect a business's reputation and public image.
      Strategies to Reduce Ghosting (00:09:30)
      Suggestions for both parties to improve communication and reduce ghosting occurrences.
      Creating a Welcoming Interview Process (00:10:05)
      Advice on how to create a respectful and engaging interview environment for candidates.
      Follow Through After Interviews (00:11:05)
      Importance of following through with candidates to maintain professionalism and opportunities.
      Conclusion and Acknowledgments (00:12:03)
      Wrap-up of the episode, encouragement for listeners, and thanks to the sponsor.


      Connect with Chris:
      [email protected]
      Phone: 940.400.1008
      www.autoshopcoaching.com
      Facebook: https://www.facebook.com/
      AutoFixAutoShopCoachingYoutube: https://bit.ly/3ClX0ae


      #autofixautoshopcoaching #autofixbeautofixing #autoshopprofits #autoshopprofit #autoshopprofitsfirst #autoshopleadership #autoshopmanagement #autorepairshopcoaching #autorepairshopconsulting #autorepairshoptraining #autorepairshop #autorepair #serviceadvisor #serviceadvisorefficiency #autorepairshopmarketing #theweeklyblitz #autofix #shopmarketingpros #autofixautoshopcoachingbook
      Click to go to the Podcast on Remarkable Results Radio
    • By carmcapriotto
      Thanks to our Partners, Shop Boss, and 360 Payments Rena Rennebohm from Empowered Advisor introduces the "Five C's of a Phone Call"—Comfort, Customer, Car, Conclusion, and Close—designed to help service advisors optimize phone interactions and increase conversion rates in the automotive service industry. She emphasizes the financial value of effective phone communication, noting that well-handled calls can greatly improve customer engagement and boost shop profitability. Rena Rennebohm, CEO and Creator of Empowered Advisor. Rena’s previous episodes HERE. Show Notes: Watch Full Video Episode Comfort (00:00:26) Customer (00:01:09) Car (00:01:39) Conclusion (00:02:17) Close (00:03:53) Value of a Phone Call (00:04:36) Customer Experience Insights (00:05:50)
      Shop Boss – Shop Management Software built by shop owners for shop owners. It works the way you need it to, right out of the box. Find on the web at https://shopboss.net Connect with the Podcast: -Follow on Facebook: https://www.facebook.com/RemarkableResultsRadioPodcast/ -Join Our Virtual Toastmasters Club: https://remarkableresults.biz/toastmasters -Join Our Private Facebook Community: https://www.facebook.com/groups/1734687266778976 -Subscribe on YouTube: https://www.youtube.com/carmcapriotto -Follow on LinkedIn: https://www.linkedin.com/in/carmcapriotto/ -Follow on Instagram: https://www.instagram.com/remarkableresultsradiopodcast/ -Follow on Twitter: https://twitter.com/RResultsBiz -Visit the Website: https://remarkableresults.biz/ -Join our Insider List: https://remarkableresults.biz/insider -All books mentioned on our podcasts: https://remarkableresults.biz/books -Our Classroom page for personal or team learning: https://remarkableresults.biz/classroom -Buy Me a Coffee: https://www.buymeacoffee.com/carm -Special episode collections: https://remarkableresults.biz/collections The Aftermarket Radio Network: https://aftermarketradionetwork.com/ Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open Discussion. https://remarkableresults.biz/ Diagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life. https://mattfanslow.captivate.fm/ Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest. https://huntdemarest.captivate.fm/ The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level. https://autorepairmarketing.captivate.fm/ The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching. https://chriscotton.captivate.fm/ Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size. https://craigoneill.captivate.fm/             Click to go to the Podcast on Remarkable Results Radio


  • Our Sponsors



×
×
  • Create New...