Key Questions to Ask Potential Commercial Vehicle Buyers

Questions You Should Be Asking Potential Buyers

When commercial customers contact you about an upfit, you should be asking questions. After all, needs vary greatly from person to person and company to company. And taking time to learn about your customers and their operations will help you when it comes time to closing deals.

Below are some basic questions you should be asking potential customers, if you aren’t already.

What kind of business do you operate?

It’s an obvious and important question to ask. After all, learning about your potential customer’s business will help you understand their needs. And from there, you can recommend products that would benefit their operations.

Are you starting, replacing or adding to your fleet? And how many vehicles are/will be a part of it?

These questions will tell you a lot about your prospective customers.

Firstly, you’ll be able to determine whether their business uses one vehicle, a few or a large fleet.

But why does it matter?

Those with larger fleets probably have more experience spec’ing their units, so they’ll likely have a better idea of what they need, whereas someone with only one may benefit from more in-depth conversations about the products and customizations you offer.

Secondly, if the upfit(s) they’re inquiring about will replace or add to their current fleet, or they’re looking to expand in the near future, you’ll want to make sure you can deliver, especially if you tell them you can. “You never get a second chance to make a good first impression.” (Will Rogers) And this is your shot to develop a relationship that could lead to more business with them down the road.

What is your budget?

Knowing your potential customer’s budget is important because it will inevitably impact their purchasing decisions. And if you know where they stand, you can help them understand what’s possible, before they get their heart set on something out of their reach. It also gives you an opportunity to discuss financing options and incentives, which may or may not change their overall budget.

When are you planning to make a purchase?

Their timeline will ultimately decide what options are available to them. Those looking to make a purchase immediately will need to opt for an available unit in inventory. But those with a little more time to spare may be able to place an order. And if they’re willing to wait to get what they need, the sky’s the limit. They’ll be able to choose from the widest selection of products and options – from standard products on the lot to totally customized units.

What are your payload, hauling and storage needs?

Although companies may fall into the same industry category, they rarely operate the same. So, ask your customers about their day-to-day operations. Doing so will equip you with the knowledge you need to recommend chassis, bodies and accessories that’ll best fit their needs.

Learn more about how this question impacted the Monsignores’ relationship with Knapheide.

Do you prefer aluminum or steel construction?

The construction material your potential customer chooses will determine more than just what their unit’s made of. It’ll impact their upfit’s payload capacity, cost and corrosion resistance. So, you’ll need to work with the customer to ensure they understand the full scope of their choice’s impact. And if it’s at odds with their other needs, consider selling them on the benefits the other material provides.

Do you need any customization?

Customization can take a work truck from good to great. It can also make all the difference in the field. Be sure to chat with your potential customers to see how you can help make them more efficient and effective.