The 4 Step Follow Up System : Car Sales

Summary

In 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.