When I started selling cars, my managers kept saying ‘there’s no such thing as a be-back’ … so none of us did any follow up.
Because I believed it, I spent 5 years doing almost zero follow up to get an unsold prospect back on the lot. And I spent zero time and effort trying to get a sold customer back in for their next purchase.
No surprises about why we didn’t get many be-backs, which actually made my manager correct.
Be smarter than we were! Contact everyone who doesn’t buy, and use my 6 easy steps.
It matters – a lot! If you count everyone…on an average day, you talk to 3 or 4 people. Work 25 days, and that’s 75 to 100 people a month.
• 20% (2 out of 10) will not be buying a vehicle soon. That means 15 or 20 of the people aren’t going to come back in and buy.
• 78% (8 out of 10) though will buy, and 90% will buy within a week.
90% of 75 is 67.5 buyers. Just subtract the # you sell, and you’ll have a boat load of opportunity to start selling more cars right away.
Are those #s too high? No big deal, just cut ‘em in half. That still means you’re losing way too many easy sales.
Take the “Unsold Follow Up” course in my online training at JVTN.com, follow my 6 simple steps, and you’ll make more money.
Learn to set goals in sales is so important…Download this ebook by Joe Verde, the leader in car sales training, “Get Everything You Want In Sales” today and learn how to control your own destiny.