For the vast majority of RV customers, buying an RV is far from an impulse decision. In fact, 65% of RV consumers will begin researching at least six months in advance. It’s normal for people to be cautious before making a large purchase, and by recognizing common hesitations regarding purchasing an RV, you can help customers through the process.
Here are a few customer pain points to consider:
Trying something new can be intimidating — especially if it comes with a completely different lifestyle. Without experience going camping and using an RV, it can be difficult for new customers to know whether it’s something they’d enjoy. According to the RV Industry Association, 57% of RV owners who are under 45 years old and have children grew up with RVs.
For your customers who are new to RVing, there are numerous resources you can share to help them get a better idea of the RV lifestyle. For example, you can point them to your social media accounts, where you can post a variety of RV content — such as safety, maintenance, and travel tips along with product images or videos. Also lean on customer experiences to show potential owners all the fun adventures that await!
Many customers will already have a deep understanding of their needs and know which type of RV they’re interested in buying. For others, it can be overwhelming to choose from the range of towable travel trailers to live-in motor homes. Encourage your sales representatives to get to know the customers and prompt them to think about their preferences. Here are a few questions you can ask to get a better idea of what they might need:
If a customer expresses concern about finding the perfect fit, take the time to explain the difference between your rigs and the common ways each type is used. Give them tours of your inventory and show them how certain features meet their needs. You can make this experience seamless for your customers by implementing a robust inventory management system so you’re always aware of everything in your inventory and where it sits in your lot.
Purchasing an RV isn’t cheap, which can be a major point of contention for potential customers. Along with financing the unit, customers will have to factor in additional costs such as maintenance, campsite reservations, and gas.
On average, owners spend three to four weeks using their RVs every year, which some argue isn’t enough travel time to justify the expense. However, the real value comes with the unforgettable adventures and memories they’ll make along the way. Not to mention, research shows a family of four can save 60% vacationing in an RV. Remind customers of the potential to experience unmatched flexibility and the ability to travel efficiently and in a comfortable space that feels like home.
When not in use, RVs have to be kept somewhere. If customers don’t have space — or don’t want — to store an RV in their driveways or backyards, they can be discouraged from committing to a purchase.
As a dealer, you want to ensure your customers’ experiences are as enjoyable as possible so you gain loyal customers for their future purchases. Be proactive in mentioning available storage options at your dealership. If you have the space, consider offering the spot at a discount for being a valued customer. With a capable DMS platform, you’ll be able to easily maintain customer records and keep track of your dealership’s storage information, like units currently on site and available spots. If your dealership doesn’t have the additional space, seek out partnerships with local businesses so you can still provide customers with accessible and affordable storage options.
Proactively acknowledging common hesitations of potential buyers will help you improve your sales strategy and better satisfy your customers’ needs. By streamlining the purchase process, future owners will feel more confident in adopting the RV lifestyle.