How Lexus Made a Customer for Life
My good friend Judy bought a Lexus last spring, from Prestige Lexus of Ramsey, NJ.
A previous owner of a Pontiac, a (used) BMW convertible, and a string of Toyotas, she wasn’t quite sure her self-image was that of a Lexus owner; truth be told, she felt slightly talked into it by her boyfriend.
But that all changed last week.
She had a bad head cold. Her car was due for its 10,000-mile checkup, and there was a product recall check due as well. She set out early for the 40-minute drive to the dealership, and was dismayed to find 20 people there ahead of her for service at 7:30 in the morning.
But the lines shrank instantly in the face of the dealership’s rapid processing, and she was quickly off home in a loaner car—the same model she owned.
At about 11:30AM, John DeSantis of Prestige called her. “That cold of yours sounded bad, Judy,” he said. “Would you like it if we drove your car home for you and picked up the loaner, so you didn’t have to come back out and drive up here?”
Does a duck like water? Judy was grateful for the offer, and even more delighted when she realized the charge for the whole day—checkup, recall, loaner, home pickup service—was $0.00.
“I think I’m a Lexus owner now,” Judy says.
How Prestige Lexus Does It
At first, I figured this was an exceptional event. Turns out, it’s policy, at least on a space-available basis, for scheduled maintenance.
(On the social media front, I was impressed that @prestigelexus is also tweeting—not a lot yet, not terribly well, but hey give ‘em credit. Though I was very impressed that they’ve got a QR code on their service page!).
It’s tricky to offer services and not have them become commoditized, demanded by customers, standard operating procedure. A lot of doing it successfully has to do with the personal touch; a policy is just a policy until someone makes it personal for you.
That’s what Prestige Lexus did. And no, I’m not getting any recognition or credit or tie-ins with them of any kind. I’m just passing good stuff on. Judy told me, and I told you, and now you know.
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