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.

Outlines

00:00

📞 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.

05:01

📱 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.

10:03

🤝 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.

Keywords

💡Follow-up

Follow-up refers to the actions taken to re-engage with a customer after an initial contact. In the video, it is emphasized as a critical aspect of sales, particularly in the automotive industry. The speaker outlines a strategy for effective follow-up, including immediate and subsequent actions, to ensure that potential customers are engaged and converted into sales. The video suggests that proper follow-up can make the difference between making a sale and losing a customer to a competitor.

💡Day 1 Follow-up

Day 1 Follow-up is the immediate response to a customer's initial inquiry. The speaker stresses the importance of this first contact, suggesting that it is the most effective time to engage with a 'hot' lead, i.e., a customer who is actively considering a purchase. The video implies that a quick response on the day of the initial inquiry can significantly increase the chances of converting a lead into a sale.

💡Phone Call

A phone call is a direct form of communication used by salespeople to reach out to potential customers. In the script, the phone call is presented as the first line of action in the follow-up process. It is considered a traditional and effective method to initiate contact, with the speaker offering a script to help improve the effectiveness of these calls.

💡Text Message

Text messaging is highlighted as a secondary method of communication after an unsuccessful phone call. The speaker suggests that sending a text message can be more effective in reaching customers who may not answer陌生电话. The video provides a template for a text message that is designed to have a high conversion rate, illustrating the importance of adapting communication methods to customer preferences.

💡Video Message

Video messaging is positioned as a powerful tool for follow-up, especially for those who are not immediately available for a phone call. The speaker advocates for the use of short, personalized video messages to engage customers and initiate a dialogue. The video suggests that visual communication can be more impactful and memorable, potentially leading to a higher response rate.

💡Email

Email is mentioned as a part of the follow-up strategy, particularly when other methods have not yielded a response. The speaker argues against the notion that email is ineffective, suggesting that a well-crafted email with a compelling subject line can still capture a customer's attention and prompt a response. The video emphasizes the importance of brevity and relevance in email communication.

💡Lead Generation

Lead generation refers to the process of attracting and capturing interest from potential customers. In the context of the video, lead generation is discussed in relation to online platforms such as Cars.com and Auto Trader. The speaker implies that effective follow-up strategies are crucial for converting these generated leads into actual sales.

💡Sales Funnel

The sales funnel is a metaphor used to describe the process of guiding potential customers through stages of consideration, with the goal of converting them into buyers. The video script uses this concept to illustrate the importance of continuous follow-up, suggesting that salespeople should view their work as a series of ongoing interactions rather than isolated events.

💡Communication Channels

Communication channels refer to the various methods available for reaching out to customers, such as phone, text, email, and video. The video emphasizes the importance of using multiple channels to increase the likelihood of engaging with customers. It suggests that different customers may prefer different modes of communication, and a multi-channel approach can improve response rates.

💡Customer Engagement

Customer engagement is the process of interacting with customers to build a relationship and encourage their interest in a product or service. The video script focuses on the importance of engaging customers promptly and effectively, using various communication methods to maintain their interest and move them towards a purchase decision.

💡Sales Conversion

Sales conversion is the act of turning a potential customer into an actual buyer. The video discusses various follow-up strategies aimed at increasing conversion rates. It suggests that effective follow-up can make the difference between a customer making a purchase or not, emphasizing the importance of timely and personalized communication.

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