Why You Should Offer an Inspection to Every Customer

by | Mar 19, 2020 | Auto Service, Best Practice, Process

I live in Arizona, where there is no requirement to have an annual safety inspection performed on passenger and light truck vehicles. According to Wikipedia, only 17 States now require regular inspections of automobiles “to rid the highways of dangerous vehicles with bald tires, wobbly suspensions, smoke-filled exhausts, and defective brakes and lights.” You can find that list of States here.

If I owned a Tire and Service business in a state that doesn’t require regular safety inspections, I’m not sure that I would need another reason to recommend a full mechanical inspection on every one of my customer’s vehicles at least once a year. I would charge for that inspection as well.

If you do need another reason to offer (sell) inspections to every customer, here is another one! It has to do with identifying customers that are interested in having a safety inspection performed on their vehicle. 

Believe it or not, there are lots of customers that are interested in having a safety inspection performed of their vehicle! Statistically, 20% of your customers would fall into this category. These customers will wait the additional time it takes for you to provide them with a full vehicle analysis and accompanying recommendations.

For the customers that are not interested in a complete vehicle inspection, inform these customers that part of the service that they are receiving today comes with a less comprehensive courtesy check. That way, the customer still expects that you will be inspecting their vehicle, just not to the extent of the full vehicle inspection. These customers will also be more receptive to listening to your recommendations based on the courtesy check.

The purpose of informing the customer of the option to purchase a full vehicle inspection has more to do with qualifying your customer and focusing your efforts then it does with generating revenue from the sold inspection.

It’s a proven fact that customers that will pay for an inspection are much more likely to buy your recommendations.

 

Good Selling!