The Lot Blog

Car Selling 101: How to Maintain Repeat and Referral Business for Your Dealership

Auto Dealer Salesman

One of the keys to achieving success in the car sales business is building trust among potential car buyers. The more trust and goodwill you can develop with your customers, the more likely you are to develop a solid repeat and referral business.

Here are four steps that some of the dealers who are enrolled in the Credit Acceptance auto finance program follow to generate new and repeat business for their car dealerships:

  1. Provide written credit approval to credit-challenged consumers.
    Having the ability to approve credit-challenged consumers for vehicle financing is an effective way to build trust and gain customer referrals. Dealers enrolled in the Credit Acceptance auto finance program can offer written approval to car buyers with bad credit or no credit through our proprietary credit approval processing system, CAPS®.

  2. Sell affordable, reliable vehicles.
    Whether you sell new and/or used vehicles, building and maintaining a reputation for selling affordable, reliable cars may help you earn your customers’ repeat business and attract new customers.

  3. Offering good customer service.
    Making every customer feel important can go a long way towards earning their repeat and referral business. Pay attention to the smaller amenities such as complimentary coffee, water, tea or a sitting and play area for children. If your goal is to gain lifelong business, you want to make sure your customers view your dealership as more than just a place to buy a car.


If you are interested in becoming an enrolled dealer in the Credit Acceptance auto finance program, fill out the form on our Become a Dealer page to get started!