Make sure your salespeople stay on your customer’s radar through a scheduled follow-up plan. Don’t leave your monthly earnings up to chance by hoping for the best. Evaluate your current follow up process. Here is a sample schedule of what we’ve seen work well:

10 “Touches” Per Year

• Set up calendar reminders/alerts
• 2 phone calls minimum – Know what you’re going to say before you call. Have a prepared script for leaving a voicemail.
• Text – Make sure to identify yourself and keep it short.
• 4 positive affirmation quotes sent via mail or email (once a quarter) that they will want to share with others. Make sure your dealership contact info is included.
• Personal visit - Have a good sense about what you’re going to say before you go.
• Connect and message them on social media if appropriate. – Use your best judgement.
• Leave a happy note and small gift on their dashboard if they come into the service center.

The Best times to “Touch Base”:

• Anniversaries of car purchase
• Birthdays
• Holidays

These are all additional follow-up procedures to your regular follow-up process after a car sale which includes:

1. The 24 hour call

2. Thank you letter

3. 3-5 days after call

4. Manufacturer survey card reminder

5. Other dealership marketing strategies

You can find an example of a Sold follow-up letter in the original posting of this article on our website here.

The most important thing is to remember that you want your name to be what the potential customer thinks of when they think of anything they need related to a vehicle. Stay on their radar!

We’d love to hear your successful follow-up strategies. Give us a call and let us know how we may be able to help your dealership and sales team be more successful.

Richard Keeney
The Mar-Kee Group
888-300-4629
251-680-6633 (cell)
markeegroup.com