BestBestBestBest Follow-upFollow-upFollow-upFollow-up MethodsMethodsMethodsMethods forforforfor AutomotiveAutomotiveAutomotiveAutomotive SalesSalesSalesSalesLeadsLeadsLeadsLeads

ThisThisThisThis articlearticlearticlearticle talkstalkstalkstalks aboutaboutaboutabout thethethethe bestbestbestbest follow-upfollow-upfollow-upfollow-up methodsmethodsmethodsmethods forforforfor automotiveautomotiveautomotiveautomotivesalessalessalessales leads.leads.leads.leads. HavingHavingHavingHaving aaaa definitedefinitedefinitedefinite planplanplanplan inininin place,place,place,place, focusingfocusingfocusingfocusing onononon allallallall salessalessalessales

opportunities,opportunities,opportunities,opportunities, andandandand buildingbuildingbuildingbuilding trusttrusttrusttrust areareareare somesomesomesome ofofofof thethethethe thingsthingsthingsthings totototo consider.consider.consider.consider.

There are many car dealers who think thattheir job is done when a lead has beengenerated. To be honest, there are manyfactors that determine whether a potentialcar buyer will be your client or slitherthrough your fingers. In this article, we aregoing to talk about some of the techniquesto follow-up automotiveautomotiveautomotiveautomotive salessalessalessales leadsleadsleadsleads.

ImplementImplementImplementImplement aaaa DefinedDefinedDefinedDefined PlanPlanPlanPlan

The key to success is nurturing yourprospects and following-up. This meansyou need to have a defined plan in placethat depends on variables like salesopportunities generated on an average, thenumber of marketing specialists you have, their efficiency, and things likethat. For example, if your dealership sells several brands and vehicle models,you need to have specialists to follow-up specific categories.

Again, if you generate several leads every month, all of them will not qualify.Some will respond and agree to an appointment while others will take sometime to decide. This means that you may need a marketing specialist who

will be solely responsible for following-up those customers who aregenuinely interested in investing in a vehicle but not prepared to make apurchase straightaway.

GetGetGetGet inininin TouchTouchTouchTouch withwithwithwith EveryEveryEveryEvery LeadLeadLeadLead –––– StrongStrongStrongStrong orororor WeakWeakWeakWeak

It’s not that easy to ascertain who will convert and who will not. You onlycome to know about it when you are following-up all the leads. There areinstances when a very weak lead is converted into big sales. So, you neverknow! This is the reason all sales opportunities should be regarded withequal importance. Your marketing experts should focus on each and everylead as if they could result in sales and become well-paying customers.However, it’s no use wasting time on those who have invalid phone numbersor are reluctant to respond to phone calls or emails.

PromisesPromisesPromisesPromises ShouldShouldShouldShould BeBeBeBe KeptKeptKeptKept

A promise is a promise. If you have promised a prospective car shopper atest drive, abide by your words. This will build trust and you will be able tolive up to the expectations of the customers. On the contrary, if you fail to doso, it will have an adverse impact on your campaign and give yourdealership a bad reputation. So, walk those extra miles by under promisingand over delivering. This means that you not just meet customerexpectations but exceed them.

BuildBuildBuildBuild RapportRapportRapportRapport

Once you get in touch with potential buyers over the phone, it’s your onus tobuild rapport, trust and win their confidence. Some of the shoppers mightfeel skeptical at the initial stages. Now, how rapport can be built? Well, hereare your answers:

� Have profound knowledge about all the car models and makes. Onlythen you will be able to answer all customer questions. Once this is done,prospective buyers will be impressed by your professional approach.

� When nurturing automotive sales leads, make sure that your marketingexperts are courteous and well-behaved. Your prospects will beinfuriated if your staff is impolite or disrespectful. Most important is notpushing customers too much for sales. Provide complete information andanswer all their queries.

� Work according to the individual needs of the buyers. If one wantssomething specific, be prepared to accommodate their needs.

Hope the information provided above helps you in winning the confidenceof potential vehicle shoppers.