Questions about contacting prior customers?

Johnny Ryals
I just started in this car business a little over a year ago. I have always heard that staying in touch with customers that have bought from me would help me sell more cars. Our dealership has a BDC department that sends out service reminders and notices about sales but they do not put my name back in front of them. Is there anything that I should be doing?
Shane Lunceford
I recommend getting a holiday cards in bulk and sending them to your customers. You can even take photos and have cards created out of them. Microsoft Excel will help you create address labels out of a spreadsheet of addresses - all you have to do is stick them on and send away. Don't worry about the cost. Ask your GSM to pay the cost of the cards and the postage. He'll be glad you are doing follow-up. Make sure to stick some business cards inside, and ask them to send their friends your way. If they like you they will. If not, then who cares? It's all about the law of averages. Cheers :-)
Bart Wilson
My goal would be to make sure that I was a household name. Whenever one of my customers was at lunch with some friends and the subject of buying a car came up, I wanted my name to be right there on the customer's lips. It amazes me how many customers can't remember the name of their salesperson WEEKS after the sale. I think the key here is frequency. I would try some form of contact (email, call, card) every quarter.
Chris Hanson
Johnny, Unfortunately most salespeople who get in the business never ask themselves that question: What should I be doing to follow up with my sold customers. Sold customers are what makes selling cars fun....and of course more money! Most salespeople live day to day, how can I sell a car TODAY? And with good reason, bills have to be paid. The problem is, the customer you sold a car to yesterday that now likes and trusts you is where the real money is. The questions is, are you going to do what it takes to ensure that that customer comes back to buy from you and more importantly, spreads the word "You have to go to XYZ Motors and ask for Johnny!" It takes a well thought out plan to pull this off in three years but it can be done! Don't let 20 years go by thinking that one of these years, I'll have it made. Years in the business in itself does not build up a client base. Just look around at the dealership you are at and you will see salespeople who have sold, 5, 10 and 20 years standing by
Paul Rushing
Lot's of good advice here Johnny. Another thing that you may want to consider is investing in a personal CRM if you are inclined to set it up and use it. It may be a little bit of work to get you going but you can use it for staying in touch with customers you have sold in addition to the ones you are working or missed.
Paul Potratz
Johnny, Have to second Paul and to offer a starting point on a CRM I suggest a web based so you can access from any computer with internet and one with workflow and email. Such as Zoho CRM which is very robust and Free! Another idea is to see if it is possible to get a list of all customers after they are mailed so you call them and ask if they received it.

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