Scared of Follow-ups? Here are tips for an Effective Follow-up when selling Cars!
Before we start, let me paint you a picture:
You’ve just come back to your office after meeting a prospect, and you’ve nailed it! The potential customer was blown away by your knowledge and wisdom about the automotive industry and how you understood his needs and wants. The sale is almost closed. All that is left is for the prospect to make a decision and then go ahead and do business with your auto dealership. But now you’re a little confused because you’re not quite sure how to follow it up with him. You’re afraid you might look a little too pushy and might mess up the deal.
If the above story sounds like you, then you’re not alone in this.
According to a study, almost 80% of sales require 5 follow-up calls after the initial meeting. But nearly 44% of salespeople give up right after just 1 follow-up or forget to follow-up altogether. On the other note, there are a handful of sales reps who blast their prospects with a lot of follow-up emails and calls. And, most of them never manage to close a sale.
You need to think of it this way – put yourself in their position; imagine if you got a daily reminder, following up about your car inquiry. What would you feel? Annoyed and irritated. You cannot be too pushy and aggressive when doing a follow-up. And this is what you need to understand while following up with your potential car buyers.
You also don’t want to do not following up at all. By not following up with a prospect, you put your reputation and credibility at risk and force them to do business somewhere else. Talk about an anti-growth strategy, am I right? Follow-up is crucial to a business’s success. Remember, the faster you follow-up, and the higher chance of you closing the sale.
You need to find the perfect balance between doing a follow-up and not doing follow-up practices that can make you too pushy.
Here are a few ways on how to approach follow-ups without making you too forceful!
Didn’t see that coming, don’t you? One of the best ways to approach a follow-up without being too assertive is to ask your prospects.
When you are in the midst of the sales process with a potential car buyer, you need to completely understand that you want to create a win-win scenario for both of you – your clients need your services, and you need the business. So, there’s no need to feel ashamed about asking when’s the best time to follow-up.
Another thing to remember is that your prospects are very busy people. They might use their spare time just to go to your dealership. They will absolutely appreciate it if you show concern for their time. Ask them when is the best time and mode of follow-up right after your initial discussion.
You can make it like: “I understand that you are very busy, so I’d like to know what’s the best way to reach you and when can we discuss this in more detail?” See what we did there?
Respect your prospects and establish a relationship.
Following up with prospects shouldn’t be tricky. The lead is warm, and the interest is there. All you have to do is nourish it by initiating a genuine conversation that will get their attention and nudge them gently forward to being your customer.
Be prepared. Do your homework and have your questions ready as well as your answers to their questions or inquiries. Listen to what they have to say – get a feel for who they are and what they do, then figure out how it can benefit them and how you can make their lives easier.
When you respect prospects, your conversion resonates better. And there’s nothing more memorable than real advice from an industry expert, especially when it’s tailor-made for the prospect’s specific situation. It also shows them your genuine care about their business and helps you earn their trust and respect.
Provide valuable resources.
Follow-ups don’t always have to be sales situated. Your prospects are busy, and not every follow-up requires a direct conversation. You want to add value instead of stress. And content marketing is your go-to not only to allow bridge the gap with value during the in-between times but is also allows you to expand your potential touchpoints.
The key thing to remember when making content is your topic should always be relevant to your prospects and your business. It should not be a non-stop hard selling tactic but should provide value and advance the overarching conversation. All of these contents will not only get you on the prospect’s good side but also keep you connected with them and help you nourish the lead. This will position you as a genuine and interested partner rather than a pushy sales rep.
Don’t be obtrusive.
Your prospects owe you nothing.
Follow-ups are often exhausting and can eat up a lot of time. But that’s not a reason to show frustration and displeasure at your prospective customers. Don’t push them into making any decisions. They owe you nothing. They run the business, and their decision is solely base on their will and interests, not yours.
No matter how slow the sales process moves, you need to be considerate and patient; treat it as part of your responsibility as a sales rep. This way even if you fail to win the business, you’d still have to earn their trust and establish a long-term professional relationship that can be leveraged in the future.
Making more attempts to make them see just how valuable you are will only end up bad for you.
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