Before we talk about how to follow up your working prospects, let’s review what has typically happened in the selling process so far…
86% buy something other than what they said they wanted – and you did have a vehicle in stock they liked.
You spent from 20 minutes to a couple of hours and went through some or all the steps of selling.
For whatever reason – they didn’t buy, so you have one of two choices.
The first option is to blow the time and effort you have already put into this potential sale, send them to your competitor and miss another sale you could be making. Or, learn to get their information before they leave and spend 5 more minutes on follow up to get 1/3 of them back on the lot. This will result in delivering 2 out of 3 of them a vehicle. If you fail to choose the second option, then unfortunately, the first option will be the result by default – another missed sale!
Here’s a very short summary of unsold follow up from one of our online courses. Of course there’s way more to learn, but follow these quick directions and you’ll start selling more now. Your only goal with follow up is to sell an appointment. Not the vehicle or the price, just an appointment that shows.
Get their phone number first – their cell phone number is best and get their permission to text them). Then get their email & mailing address – or you can’t follow up. Don’t ask, “Can I get your number?” Just ask, “What’s your best number?” Next, get their email, street address and finally, “Spell your last name.”
Send a text within minutes. One that works with just about everyone is: “Bob, make a U-turn quick, my manager has a buyer for your trade and wants to take a look at it.” Your manager does have a buyer.
If you get no response from your text, call them as soon as possible with the same urgent message.
Within an hour, send an email to say thank you for stopping by. Add personal ‘PS’ and repeat the ‘trade’ urgency.
At the end of the day, put a ‘thank you’ note in the mail.
Next day – call them again with ‘new’ information.
Call them again and again until they buy somewhere. Even if not from you, put them on your Master List.
One final tip - talk with your manager on exactly what to do and say.
Why does follow up work so well? That’s easy...
You built rapport and gave them a good presentation.
You made a great impression with your follow up.
They enjoy recognition and appreciate the contact.
They want to deal with someone they ‘like’.
And – none of your competition did any of this!
So why not follow up to make another 6 - 10 sales per month? You have to work tomorrow, either way!
