The 4 Step Follow Up System : Car Sales
Summary
TLDRIn this video, Andy emphasizes the criticality of effective follow-up in sales, particularly within the automotive industry. He outlines a four-step strategy for optimal lead engagement: initiating with a phone call, swiftly following up with a text message, supplementing with a personalized video, and concluding with a concise, compelling email. Andy's approach is designed to maximize response rates and convert leads into sales, offering practical advice and templates to enhance sales techniques.
Takeaways
- 📞 The most crucial follow-up is on day 1, as it captures the customer's immediate interest.
- 🔄 A systematic follow-up strategy includes day 1, day 15, and a 30-day follow-up.
- 🗓 Timely follow-ups are essential as customer needs can change rapidly, potentially leading to lost sales.
- 💡 Follow-ups should be viewed as a long-term game, contributing to consistent sales and income.
- 📱 The first step in follow-up is always a phone call, a method that remains effective regardless of the salesperson's proficiency.
- 📨 If a phone call isn't successful, immediately follow up with a text message, as it's a preferred mode of communication for many.
- 🎥 After texting, send a video message to engage the customer further, leveraging the power of visual communication.
- 💌 As a final touch, send an email with a catchy subject line to ensure the customer opens and reads it.
- 📈 Implementing a multi-channel follow-up approach (phone, text, video, email) increases the chances of customer engagement and conversion.
- 📈 The speaker offers scripts and templates for phone calls, text messages, and emails to help salespeople improve their follow-up strategies.
Q & A
What are the four steps Andy suggests for effective follow-up with customers?
-The four steps Andy suggests for effective follow-up are: 1) making a phone call, 2) sending a text message immediately after the call, 3) sending a video message, and 4) emailing the customer.
Why is the day 1 follow-up considered the most important according to Andy?
-Day 1 follow-up is considered the most important because customers who are 'hot' and ready to make a decision need immediate attention. If salespeople don't follow up quickly, they risk losing the sale to competitors.
How does Andy describe the importance of follow-up in sales?
-Andy describes follow-up as a crucial aspect of sales, emphasizing that it's not just about immediate leads but also about nurturing long-term relationships that can lead to significant sales over time.
What does Andy suggest doing if a salesperson is not good at answering phone calls?
-If a salesperson is not good at answering phone calls, Andy suggests sending a text message and offers to provide a script for handling phone calls.
What is the significance of sending a text message immediately after a phone call in the follow-up process?
-Sending a text message immediately after a phone call ensures that if the customer did not answer the call, they still receive a prompt follow-up through another channel, increasing the chances of engagement.
Why does Andy recommend sending a video message as part of the follow-up strategy?
-Andy recommends sending a video message because it's a powerful and personal way to connect with customers. Videos can be more engaging than text and can help build trust and rapport.
What is the role of email in Andy's follow-up strategy?
-Email plays a role in Andy's follow-up strategy as a means to reach customers who may not respond to phone calls or texts. It allows for a concise and potentially intriguing message that can prompt the customer to engage.
How does Andy ensure that customers respond to his emails?
-Andy ensures customer response to emails by using compelling subject lines that trigger curiosity and interest, and by keeping the email content brief, to the point, and persuasive.
What is the purpose of the bucket analogy Andy uses in the script?
-The bucket analogy is used to illustrate the concept of identifying and fixing weaknesses in the sales process. Just as holes in a bucket let water escape, weaknesses in the sales process can cause potential sales to be lost.
What does Andy offer to help salespeople improve their follow-up skills?
-Andy offers text message and video templates, as well as advice on how to craft effective subject lines for emails, to help salespeople improve their follow-up skills and increase their conversion rates.
Outlines
📞 Essential Follow-Up Strategies in Sales
In this paragraph, Andy emphasizes the critical nature of follow-up in sales, particularly the importance of a day 1 follow-up. He outlines a four-step approach he used as a General Manager to enhance follow-up effectiveness. The steps include phone calls, leveraging text messages, and considering the long-term perspective of sales. Andy also addresses common sales challenges, such as reaching out at different times and the competition from other salespeople. He encourages salespeople to view their work as a funnel, collecting leads throughout the month to increase sales opportunities.
📱 The Power of Text and Video in Sales Follow-Up
Andy discusses the significance of immediate follow-up through text messages and video after an unsuccessful phone call. He highlights the high conversion rates achievable with a well-crafted text message and offers to share his own text template. The paragraph also stresses the impact of video messages in engaging potential customers, suggesting that even a short, generic video can be effective. Andy encourages salespeople to be proactive with video, even if they feel shy, as it can significantly boost sales. He also touches on the importance of email as a follow-up tool, dispelling the myth that email is dead in sales.
🤝 Building a Sales Community and Continued Learning
In the final paragraph, Andy invites viewers to connect with him via text and join his Facebook group, 'Andy Elliot Car Sales Nation,' which offers a platform for automotive sales training. He also directs viewers to his YouTube channel for over 500 videos on sales techniques, emphasizing the importance of continuous learning and improvement in the field of sales.
Mindmap
Keywords
💡Follow-up
💡Day 1 Follow-up
💡Phone Call
💡Text Message
💡Video Message
💡Lead Generation
💡Sales Funnel
💡Communication Channels
💡Customer Engagement
💡Sales Conversion
Highlights
The importance of day 1 follow-up in customer engagement.
The significance of the first contact within the initial day of customer interaction.
The four-step follow-up process used to enhance customer relations and sales.
The necessity of phone calls as a primary method of initial follow-up.
The strategy of immediately following up a phone call with a text message.
The high conversion rates achieved with a specific text message template.
The role of video messages in enhancing customer engagement post-text message.
The effectiveness of short, professional videos in follow-up communications.
The misconception about the death of email and its actual vitality in follow-up strategies.
The power of subject lines in email to increase open rates.
The maximum length for effective follow-up emails and the focus on brevity.
The concept of a 'funnel' approach to sales, emphasizing continuous deal collection.
The longtail game of sales and the big picture of making money through follow-up.
The idea of identifying and plugging 'holes' in the sales process to improve outcomes.
The value of different communication channels and adapting the approach accordingly.
The impact of timing on sales and the importance of being proactive in follow-up.
The call to action for viewers to engage with the presenter for further assistance.
The invitation for viewers to join a community for further automotive sales training.
Transcripts
hey guys it's Andy so one of the most
common things that I hear is Andy what
is the best way to follow up with the
customer well number one there's day one
follow up day 15 follow up and a 30 day
follow-up but the most important
follow-up you can do is day 1 when
somebody's hot right out the gate during
this video I'm gonna give you the four
steps that I use with my team when I was
a GM to crush it with fall up write up
the day and that we use right now and
dealerships all over the country check
it out ok guys so check this out so
follow up is one of the common things
that most sales people suck at and I'm
not saying that that's you but if that's
you you know who you are I don't know
why but follow up is so important so
people are gonna reach out to you all in
different frames of time so if I decide
that maybe me and my wife want a new car
I might reach out to you and we might be
three weeks out well guess what if
you're not a person that's gonna do
follow up there's not a chance that
you're ever gonna sell us at the end of
the day time flies by three weeks later
guess what I'm buying a car from
somebody it's not from you that deal
could have been on your paycheck guess
what we are working from month to month
as sales people look at it like a funnel
the whole month you're collecting deals
non-stop yeah you want to sell two or
three cars a day every single day and
yes today it's like looking at our hand
the hand in front of your face is the
only thing you see you got to look at
follow up like this stretch your hand
out and realize that this is the
longtail game this is the big picture of
making a lot of money it has everything
to do with follow up so I'm gonna go
over the four steps to follow up that I
believe is the most deadly approach in
your store so I'm going to talk about a
fresh lead right lead comes in not on
the phone I'm talking about a lead
generated through maybe cars do cars
guru cars calm you know I mean Auto
Trader truck trader guys whatever Oh a
website lead whatever you have in your
dealership let's talk about the four
best deadly ways to do your follow up so
number one it's always going to be the
phone call this one right here is never
going to get old no matter who you are
everybody needs to wear the phone out
the
one of the most important things in the
world and we're never going to
physically stop doing the phone call if
you are not great at answering an
internet lead on the phone I want you to
do me a favor send me a text message
right now okay I have a script for how
to answer a phone call I'll give it to
you okay this is a value building video
there is literally nothing in it except
for finding out what is your weakness on
the follow up in you texting me and I'm
gonna send it to you
so you can fix that hole okay I always
tell people it's like this it's like a
bucket and there's a bunch of holes in
it and you pour water in it and you find
out where the water comes out and then
you patch it and eventually there's no
more water coming out of the bucket and
you got the perfect building system so
as I'm talking to this video you find
out what is your hole where are you
leaking money at and I'll help you plug
that and we're gold okay so the phone
call if you want the text grip for how I
handle a phone call shoot me a text
message obviously it's gonna be able to
bottom of the screen but I'm gonna write
it right here just so you have it ninety
one eight two one zero zero two five
four number two hey guys I see you
listen I appreciate you sorry for
interrupting the video I just wanted to
tell you real quick please do me a favor
comment below let me know what you're
struggling with let me know what you
think about the video I reply to every
single one of my comments I'm here to
help you and by the way please like the
video subscribe share it with the friend
let's get back to the video right after
the phone call if I cannot get a hold of
you on a phone call you immediately go
to text ASAP so people like to answer
somebody when they're doing business
from multiple forms of communication
okay so some might be from email some
might you know get resonated by video
and it might make them you know have a
different call to action than a text
message the one thing about text message
is everybody's walking around with the
computer in their pocket okay and that
computer when you call it a lot of
people won't answer to a call they
really won't now if they're hot in the
market and they're ready today yeah
they'll take the call but if people are
just a couple days out or if they might
be buying today but they don't know
yet they will answer a text and not a
phone call okay they don't recognize the
number
more likely there's a good chance that
if you call right after that you want to
send a text message this is one of my
favorite I have got a text template that
makes a lot of customers convert at 70
to 80 percent by getting back to you if
you want to see what that text message
looks like I'm just going to scan it
send you a screenshot of it all you have
to do again is shoot me a text message
at that number and I want you to take it
obviously you can change it up you know
maybe a couple words here a couple words
there depending whether you're new or
used or what the vehicle they're calling
on but I'll show you the exact one that
makes the customer reach back out and at
least start a dialogue because you're
not setting any appointment with anybody
you're not selling anything until
there's a two-way street communication
going on I know how to get that started
okay so number one you're gonna make a
phone call number two as soon as you get
off that phone call boom you're gonna
send a text message if and when you send
the text message shoot them a video
right after that's going to be number
three I would say this some of you guys
are like hey I'll send them a text
message and then if I don't hear from
them later in the day you know maybe
I'll send them a video no do it right
out the back and a lot of you guys may
not be great at video you're like Andy
you know I don't do video man if you
don't do video you're losing it look
what this video is being made for
YouTube YouTube is one of the biggest
most powerful platforms in the world you
know why because it's stages video think
about this tik-tok Instagram right when
you see ad copy right you might read it
if you're really interested in it but
you'll always watch a video so my point
is I might have sent a text message I'm
gonna call they didn't answer send a
text message but right after I send that
text message I'm gonna follow it up with
the 30 second video I've got an internet
lead response video that's absolutely
wicked okay it's real simple I'll send
you the video you remake it about
yourself and you hold that one in your
phone in every single time it's a
generic and you'll like the video every
single time it's a generic one-way video
that literally you can just pounce out
to every single person and that right
there allows people to reach back into
you make it a good video you know saying
where your nice shirt that day wear a
tie however it is making a professional
video but I'll show you exactly what to
say and how that you can make one
generic one that you could literally
send to everybody and by the way if you
want to make a custom for each customer
that's beautiful some of our people back
when I was a GM and I ran the store they
would absolutely make a new video for
every person but those are the people
that you know weren't really shy if
you're shy you can make one on the side
and hold that one in your phone and use
that one to blast but if you want that
one so number three on the follow-up
number three is going to be video if you
need help making your video shoot me a
text it's real simple
I'm going to send you over a video of
the text template I'm gonna send you a
video of the actual video that I send to
customers on the lead response and then
you can kind of look at it and say hey
I'm interested in that or you know what
I really don't want to do that but I'm
gonna tell you if you're missing out on
video you're gonna miss out on a lot of
cells each month and in number four the
four deadly ways number four is gonna be
email this right here I hear a lot of
people say Andy emails dead no emails
not dead email is actually very alive
okay but I want to share something with
you you have a two to three sentence
email max notice max okay you send an
email to somebody what's the first thing
they look at watch us the subject I've
got some subject templates right here
that I can put in there by the way when
somebody sends me an email I look
through the email right and what do I
look for what the subject line is and
what is the same it says something and
if it's interesting to me or if it's
something that I'm interested in or I
don't know what it is and it triggers me
to want to open it I click on it I'm
gonna show you how to make them click
which is number one because no one's
ever gonna read this if they don't click
so I'm going to show you how to make
them click on your email secondly after
they click on it you've got two or three
sentences max to get your point across
to them I'm gonna give you my exact
email template that I use so that way
when you're sitting in your dealership
and you're like hey man so I just had a
internet lead come in boom pick up the
phone no answer alright cool
go straight to the phone text message
send it over I know exactly what I want
to say by the way you could take this
generic text message make it the way
that you want it to sound with leads
save it in your notes on the back side
and now you're efficient and you're
moving really fast now you have that Oh
after I send that boom hit a video or my
videos already in my phone
boom send them a video straight over and
then guess what I do lastly number four
if I've got an email boom I'm gonna
blast this email out I'm gonna put the
clickbait right there on the subject
line so I guarantee that they'll click
on it so they'll read my email I got
something powerful to say and you know
what happens the end of the day you end
up beating your competition who's asleep
at the wheel across the street that's
not preparing guys this is the deadly
four ways for follow-up make sure that
you have all four of these implemented
in your store and I promise you man you
guys are going to break the bank
hey guys number one thank you so much
for watching the entire video you guys
are awesome I'm grateful for you if it
wasn't for you I would have my training
program so I thank you I thank you and I
thank you I got three thanks for your
quick number one shoot me a text message
if I haven't met you I would love to my
phone number is nine one eight two one
zero zero two five four shoot me a text
I'd love to meet you secondly go to
Facebook join Andy Elliot car sales
nation that's Andy Elliot car sales
nation one of the best Facebook groups
in the world hands down for automotive
sales training and then lastly we've got
over 500 videos on YouTube guys keep up
the training keep watching the videos
and crushing
تصفح المزيد من مقاطع الفيديو ذات الصلة
The Strategy That Books 28 Sales Calls Per Week
Proven Funnel Formula That Has Made MILLIONS
How to Use LinkedIn Messages for More Qualified Leads and Sales
How My Team Made $80,000 More Monthly With A 5 Minute Automation
Automated Lead Follow Up | Setup An Automated Lead Follow Up System
The Ultimate GoHighLevel Snapshot | Hack Your SaaS To Scale Fast
5.0 / 5 (0 votes)