Follow up... I know, you are thinking, what is this guy talking about, I follow up.

Really?  I have been doing this for quite a while now and it never ceases to amaze me that sales people (if you call them that) are not following up with their customers.  Sure they call back the people they think will buy right away... but what about the customers that don't buy for a week or two... what about those that may buy in 6 months?  Do you keep in contact with them?

Follow up today is so much easier than the card system I used coming up in this business.  It is easier and you (if you use your CRM) may never have to hear, "Oh, we already purchased a new car" again.

Here are some tips.

• Spend time on follow up... even on your day off.  It only takes minutes and the money you make in the long term will make you extremely successful.
• Follow up each day.  (Sit down at the same time every day and just do it.)
• Sort your leads into Hot, Warm and Not Dead.  It is okay to try picking the low hanging fruit right now... call your hot leads first, but do not forget the other lists.
• Call for any reason.  Email for every occasion.  Send handwritten cards as well.
• Keep your name and number on their minds.
• Ask for referrals each and every time.

Before you pick up the phone or type one word on an email.. picture the prospect in your mind for just a moment... Remember when they smiled?  Recall they had some hot buttons and the objections you were not able to overcome.  With these points in your mind, you will be well prepared to succeed!  Now set that appointment.

Do something with your time while at the dealership.... Follow up.. Follow up... Follow up. Your peers are not all doing it.  Remember, you are building a business, Don't you want to succeed?