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Car Business Plan: How to Improve Customer Trust

Building trust between a car dealer and its customers is vital to a successful sales strategy. This should be clear in the business plan, where funders look to see the feasibility of the company once it is launched. Earning customer trust is important because of the bad reputation, deserved or not, for car salespeople to try to take advantage of customers and because of the high amount of stress which the purchase of a large item like a car causes for buyers.

These are best ways to build that trust in your customers over time.

Referrals and Testimonials

Running a dealership with a heavy focus on satisfied customers referring other potential customers can create positive word-of-mouth between contacts who already know and trust each other. An additional element to this is securing testimonial statements (either written or videotaped) from happy customers. This requires having those happy customers in the first place, as customers can sense if the testimonials are canned and will mistrust even further.


If auto dealerships were extremely clear about all pricing, fees, and costs of ownershup up front, customers might change their opinion of these companies. However, too often there is a great focus on a low sticker price to attract customers who later on feel they’ve been lied to when all of the add-on charges are explained. Can your dealership change this industry practice and make transparency into a competitive advantage?

Take Your Time

By taking the sales process at a rate that the customer is comfortable with, you recognize that it is a difficult step for customers to walk into the world of the dealer and play on his home turf, so to speak. They will be feeling defensive and a bit thrown off, so tell that you will take the time to answer any questions they have and to make sure they understand and have considered their options before moving forward.

Download Our Car Dealership Business Plan Template!

If you want to create your own business plan quickly and easily, we now offer a car business plan template that allows you to develop a professional business plan in hours or days, not weeks or months.

Visit this link to learn more:

OR, We Can Develop Your Plan For You

Our professional business plan writers can create your entire business plan for you. Over the past decade, we have created business plans for more than 2,000 entrepreneurs like you.

To speak with a Growthink business plan consultant, call 800-506-5728 or complete the form below.


Growthink helped birth my company. They got to know both me and my vision. They helped ‘smack me upside the head’ to help make sure I was realistic, about meeting expectations. As a result, they helped craft, draft and construct the right written presentation. As a result, I got my funding.

Jeffrey Ullman
Founder & CEO
Great Expectations

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Important: Growthink will never share or sell your personal information and we will keep all business information completely confidential.

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