How To Sell More PPF

Simplify PPF Coverage Options

People hesitate to purchase until they feel comfortable about what they are buying. From a consumer's perspective, deciding which PPF coverage option is best can be confusing.

If you simplify your Coverage Options you will sell more PPF.

To do this, consider segmenting coverage options in easy-to-understand "pods" via a Good, Better, Best marketing approach.

Good - Door Defense
Better - Individual Areas
Best - Packages

DOOR DEFENSE - Good Coverage Option

Door Defense is a great place to start a PPF conversation - it's the most inexpensive PPF coverage option a dealer can offer. However, a PPF conversation that begins with Door Defense will always lead to Individual Areas or Packages because auto enthusiasts want more protection than what a Door Defense purchase provides.

REMEMBER

If your presentation is consultative, your prospect will see the need for more protection. When you mention paint damage from bug splats, bird droppings, scuffs, and scratches, the conversation will move toward Individual Area coverage options, and eventually Packages for a better value.

INDIVIDUAL AREAS - Better Coverage Option

During your PPF presentation, your prospect will understand what PPF is and how it works. Using the Individual Areas image on your SCF floor display and wall poster, you can point out where PPF can be installed, to provide added paint protection.

A prospect's interest in multiple areas is your segway to build a customized PPF offering, or better yet, mention how a Package purchase may be a better value.

REMEMBER

Structure PPF pricing to favor Package purchases.
HOWEVER - don't over-sell Packages.
If they only want a bumper cover and door cups accept the order with a smile.
Use SCF PPF wall posters and floor displays to present your coverage options.

PACKAGES - Best PPF Coverage Option

Your goal should be to move curious PPF customers into one of your Packages.

If your presentation has increased purchase motivation, many prospects will say yes to a Package because they see the value versus selecting Individual Areas.

However, some prospects will always hesitate. You know they want the protection, but maybe they need a nudge. In these cases try using a Door Defense package to close the deal.

REMEMBER