Do car salesmen even know how to follow up?
When I first started in car sales, I quickly realized that connecting with a customer during their initial visit was only half the battle. The real challenge, and where many lose out, is in the follow-up. I used to make those 'random calls and sloppy texts' that just felt like noise, and guess what? They got ignored. It was frustrating, and I knew there had to be a better way. What I learned, often the hard way, is that 'real follow up is valuable and consistent'. It’s about showing up in a way that genuinely helps your potential buyer, not just asking, 'are you still interested?' or 'are you still thinking about' that car? Those phrases, I promise you, will get you ignored every single time. Instead, I started to build a system, a structured approach that transformed my results and helped me close more deals. My system revolves around a multi-channel, value-driven strategy. For instance, I found that a well-timed 'day 2 text' after their visit can be incredibly effective. This isn't a pushy sales pitch. It might be a quick, friendly check-in, perhaps sharing a link to a review of the car they liked or a testimonial from a satisfied customer who bought the same model. The goal is always to 'always add value', to keep them engaged without feeling pressured. Then, a 'day 4 email' can follow. This email can be more detailed, perhaps offering an updated incentive or explaining a financing option they might have considered. The key here is relevance. Did they mention concerns about fuel efficiency? Send them an article on hybrid models or fuel-saving tips. Were they looking for specific safety features? Provide a breakdown of those features in a personalized video or document. This isn’t about badgering; it’s about providing useful information they can actually use, making your follow-up valuable. Consistency is paramount. A structured system ensures you don't miss anyone and that your follow-ups are timely. Here’s a typical sequence I implemented: Within 24 hours of initial contact: A personalized thank-you via text or email, summarizing what we discussed and reiterating my interest in helping them. Day 2: A value-add text (e.g., review, testimonial, quick tip). Day 4-5: A more detailed, value-add email (e.g., financing info, specific model details, market update). Day 7-10: A brief, friendly phone call. This isn't for a hard sell, but to genuinely check in, answer questions, and perhaps invite them back for a second look or a different test drive. Beyond: Continue with less frequent, but still valuable, touchpoints. This could be monthly market insights, invitations to special events, or updates on new inventory that matches their past interests. Remember, it's about building a long-term relationship, not just a quick sale. The most important takeaway is to 'always add value'. Think about what a potential buyer genuinely needs or would appreciate. It could be specific details they overlooked, a comparison with a competitor, or even just confirming their appointment. Personalization goes a long way. Referencing something specific from your last conversation makes them feel heard and valued. Avoid generic templates that sound like they could be sent to anyone. This meticulous approach, building a system for consistent, valuable engagement, is what truly elevates your car sales follow-up from noise to effective communication. It's how you turn casual inquiries into loyal customers and close more deals.
