The second part of the question about getting more traffic is about the car salesman and what they can do to put the odds in their favor which is what we are all about here at CarSalesProfessional.com. You have probably heard it all before, but maybe you weren’t paying attention and that is follow-up. That subject is very broad, but the main type of follow up that I am referring to is past customers that bought over a year ago.

The car buyer bought from you or your dealership once because they felt comfortable enough to make a major purchase and the odds are in your favor that they will return as showroom traffic. Almost every day I see customers come in that bought from the dealership in the past to look for a new car, but they rarely remember their salesperson so they end up working with whoever Ups them. Sometimes the car salesman that sold them in the past is no longer working at the dealership, but sometimes that salesman is still there yet they don’t remember them or don’t care to remember them because they haven’t heard from them since they bought their last car.

Create Your Own Showroom Traffic

On the other hand I have seen a few customers come in the door and ask for a particular salesman because they received a letter, email or phone call from them about a new model, special sale or low financing rates. They felt special because their salesperson made them feel special and they returned to the same place they bought their last car and asked for the car sales professional that contacted them about the special sale or event that increased showroom traffic.

These customers typically buy their new car from the car salesman that contacted them and more often than not they paid more profit and in the end more commission to their salesperson. The customer felt comfortable last time and that is making them easier to work with this time. The end result they bought a car and you made a commission.

For you new car sales people that are trying to build a list of past customers you should know that I have seen sales people follow up with orphan customers (customers that bought from sales people that are no longer working at the dealership) and produce the same results. The customer remembered the dealer, but didn’t always remember the car salesman. If you can get your hands on some orphan customers some of your time might be better spent doing follow ups which can create more car showroom traffic for you.

Later, Fresh Up on the Lot

KB

Do You Read the Book?

You Can Make a Six Figure Income Selling Cars…..Get the Book!Similar Posts:

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Car Salesman and The Phone - Awesome Tool for Success

The auto sales professional that makes their best use of the phone is a car salesman that leads the pack in volume and car salesman income. If you are lucky enough to be able to catch a fresh phone up on a regular basis there is good chance that you could increase your annual sales by 20% or more.

When you have a car salesman job you need to learn to make the best use of the phone. Not every car dealer allows the car salesman to take phone ups, but there are are other uses for the phone like car sales prospecting and car sales follow up. Being a good car salesman and closing only 20% of your potential car buyers leaves you 80% of your ups that you did not sell on their first visit. You should have their phone number and you should be following up with them until they buy a car. You won’t sell them all with car sales follow up phone calls, but most of them will buy a car somewhere so do your best to get them to buy from you.

Car Salesman Success Means Follow-Up

I have heard many car buyers tell me that they visited several car dealers and less than 10% of the car salesmen followed up with them after they were at their dealership. They were impressed by the ones that called them and provided more information and genuinely seem to be helpful. More times than not they returned to the car salesman and dealership that followed up with them in a polite and helpful manner and bought a car. You can’t get them all back, but if you can get a few back every month you will be well on your way to that six figure income.

Car Salesman and the Phone – Multiple Uses

Getting car buyers back into the dealership isn’t the only use for the phone. You need that powerful combination of the car salesman and the phone to follow up with sold customers to make sure you get a good survey if they bought a new car. You will also want to stay connected to past customers because you never know when they will need another car or they know someone that is in the market for a car. Referrals are one of the best customers you can get, they already have some degree of trust in you that has been transferred from your past customer.

Get on the phone and start bringing them back and asking for referrals. The phone can be the difference in you having a successful career in car sales or being desperate to sell a car. In a future post I will cover some specific phone techniques like car sales prospecting that are rarely covered in normal automotive sales training systems.

Later, Fresh Up on the Lot
K.B.

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