Big Time Advertising founder, president and CEO Terry MacCauley acknowledged your potential buyers might be hesitant to take delivery nowadays.

MacCauley said those individuals might be wary about the general economy, uneasy about the upcoming election, or stretched thin because of seasonal expenses with children now back in school.

To help dealerships overcome potential objections, MacCauley compiled a series of recommendations.

“All of us have faced those inevitable slow periods — whether it is the uncertainty surrounding the upcoming election, the financial drain of back-to-school expenses, or simply the seasonal ebb and flow of consumer activity,” MacCauley wrote in an industry message.

“These moments can make or break a dealership’s momentum, but with a solid strategic vision and approach, these downtimes can actually be turned into opportunities to capture more market share and set up for future success,” he continued.

McCauley suggested that dealers listen to these concerns and find ways to reframe the conversation. He gave some sample talking points salespeople can use depending on the situation:

Election year uncertainty: “I completely understand the concern about how the upcoming election might impact the economy. However, the one thing that remains consistent is that vehicle prices tend to increase over time, especially with supply chain issues still affecting the industry. By purchasing now, you can lock in today’s prices and financing rates before any potential post-election market shifts.”

Seasonal expenses: “I get that back-to-school time can be financially draining. But did you know that many manufacturers offer special incentives right now? These promotions are designed to make purchasing easier during these busy months. Plus, with our flexible financing options, we can help spread out the costs in a way that fits your budget.”

General economic concerns: “While it’s wise to be cautious, the cost of waiting can be significant. Car prices have been steadily rising, and interest rates may continue to climb. By making a purchase now, you can secure a better deal and avoid higher costs down the road.”

With Labor Day weekend coming quickly, MacCauley sees dealerships having successful stretches during the remainder of the year by responding to consumer concerns.

“The key to building momentum during natural downtimes is to stay active, stay engaged, and keep listening to your customers’ needs,” MacCauley wrote. “By reframing their concerns, doubling down on your advertising efforts, and using strategic scripts to guide the conversation, you can not only weather the slow periods but come out stronger on the other side.

“Additionally, leveraging your existing customer base for referrals can provide a valuable stream of new business, further solidifying your dealership’s position in the market. Remember, while your competitors pull back, you have the opportunity to push forward and capture a larger slice of the market — setting yourself up for success in the months to come,” he went on to say.

To learn more about how Big Time Advertising can help your store, go to this website.