The opportunity to cull accessory revenue doesn’t end when the vehicle sale is complete.
In fact, an effective way to introduce accessories and solidify customer retention presents itself after the sale—all tied up in one clean package.
The customer’s first service visit provides a natural touchpoint to reconnect, reinforce the relationship, and identify needs the customer may have since their initial purchase. Capitalizing on service appointments begins with coordination between the sales and service departments. With these two departments working in step, a new revenue stream is born.
As a best practice, sales can access the service schedule to view upcoming first-time service visits for their past customers. These visits are then assigned to the original sales associate, creating a personalized and familiar experience for the customer.
Prior to the appointment, the sales associate reaches out to the customer with a quick reminder and lets them know they’ll be stopping by to say hello. This call also opens the door to answer any early questions about the vehicle, positioning the associate as an ongoing resource vs. a one-time contact. It’s a small step that reinforces trust and keeps the relationship active beyond the sale.
When the customer arrives for their service visit, the sales associate should be there to greet them. Whether the customer chooses to wait at the dealership or return later, this friendly interaction is a valuable opportunity to reconnect.
If the customer remains on-site, the associate can thank them again for their purchase, address any questions, and naturally transition into a conversation about accessories. By asking whether the vehicle is “missing anything”—such as all-weather mats, a cargo tray, or a hitch—the associate can introduce relevant add-ons in a helpful, non-pushy way.
While some customers will easily mention things the vehicle is missing or show openness to what may offer improvement, not everyone will.
For that reason, it’s best to choose one to two lead-in products for the after-sales conversation, which can be presented to every customer with ease. High-margin accessories can be an uncomplicated sale at an affordable cost, with little to no installation. These “easy yes” accessories can be delivered at the same appointment.
Capitalize on Protection Mode
Remember, a customer coming in for service is already committed to maintaining and protecting their vehicle long-term.
Further diversify your process by creating a “service visit menu”, with a short list of easily understood accessory options that the customer can review independently.
Think clear pricing and benefit-driven language, like protecting your vehicle, or keep things organized. Train sales to use this “cheat sheet” to position these as quick add-ons that can be handled with no extra time burden.
Think of accessories with immediate customer satisfaction that require little to no technician time, such as:
For more engaged customers, consider creating a dealer-specific custom accessory bundle that offers high-value accessories at a discounted price.
Regardless of whether the customer chooses to purchase accessories, every interaction should conclude with a request for referrals. This ensures that even if an immediate sale isn’t made, the dealership continues to benefit from the strengthened relationship and positive customer experience.
You don’t have to wait for the customer to return a second time to create a predictable stream of income from accessory sales. We can help you create an accessory sales process that works, from the front of the house to fixed ops.
For more than 20 years, Insignia Group has been the leading provider of digital accessory-selling systems in dealerships nationwide. Our sleek interface allows dealerships to create profitable accessory programs at the point of sale. Dealers using the Insignia Group accessories selling system can bundle accessories into custom packages, feature hot-selling accessories, process orders, and more! In addition, our integration with major digital retailers covers all your bases and allows for a seamless transition when customers decide to come into the store.
Schedule a demo with us today to see how our system can help you sell more accessories at the point of sale.