Turn Lost $ales Into More $$$ On Payday
Your goal is to get the people who didn’t buy from you back in for a second chance. And I have no idea who taught us to wait 3 days.
Quick facts…
- 8 out of 10 people you don’t sell, are still going to buy – either from you or from someone else.
You’ve done 80% of the work, and when you get that customer back on the lot, most of them will buy.
1. Get their contact information!
So, here’s how to improve your sales 30-50%, every month.
You can’t follow up if you don’t get their info. So go for name, phone #, email and address, if you can.
Never ever just ask, “Can I get your number?”
Instead, assume with a reason…
- “I’ll text you a link to X with more info on this, if that’s OK?” (Sure)
- “We’re getting a link with new info you’ll want, I’ll text you asap!” (Sure)
- “We’re expecting a delivery later today, so I’ll text you if your 2nd favorite color comes in.” (Sure)
- “We’ll have a buyer coming in soon today, so I’ll text you as soon as he’s here.” (Sure)
The reason we want to text is because you’re going to follow up in just a few minutes, before they go to another dealership.
2. Send a text within minutes of them leaving your dealership.
Keep it short, with an urgent reason about their trade value or that you only have one vehicle like they want, and someone’s coming to look at it. Example:
“Bob – it’s Joe. Make a U-turn quick. My manager said the best buyer in town will be here by the time you get back. Please Hurry!”
3. No phone number? Send the same information as #2 in an email NOW.
4. Still no response? Call asap regarding the buyer or other customer coming.
- No response? Mail the same message in a short ‘Thank You’ card asap, so they get it tomorrow.
- Still no reply? Text and call again tomorrow, and keep calling until they ask you to stop. Then apologize, “Sorry, I’m just trying to help you get that perfect car.”
- When you can’t get them back, get your manager to call quick, before it’s too late.
Very Important
Put every customer’s info into your phone, my Monthly Planners or JVTN’s automotive CRM (VSA®). If you don’t have access to their info, you can’t contact anyone.
And put everyone you sell into your master list and stay in touch forever (take the JVTN® course).
Why? Families buy 36 vehicles and you want to become ‘their friend in the car business’.
Yeah, I know this seems like work. But hey – what’ll you do between ups instead – hold a meeting to talk about how slow it is???
Turn pro in sales – do the work everyone else avoids, and you’ll sell more and earn more money than any others can.
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