Great Tips! Likewise, when training on Following-Up, I suggest that each call, e-mail, or text have some information that is an ADDED VALUE to the Customer (i.e., New Inventory, New Pricing, New Incentives, Model of interest just received an Award, We need your Trade, Additional Customers interested in this vehicle, etc).
Also, for Sold Customers, I suggest Call #1 (1-2 Days) be about the Customer's Personal Settings (Phone, Audio, Climate Control, etc); Call #2 (1 Week) be about Driving Experience; Call #3 (2 Weeks) be about Like and Dislikes; Call #4 (1 Month) Referrals.
LOve it man!
Great video!! Part of the reason the calls are stale has to do with dealers outdated work-flows. Instead, as you mentioned, having something new to say! If they have asked a question, answer it! Otherwise, you will continue to get the same response from the customer again, and again: "yeah, I am not in the market right now. If anything changes, I will let you know. But in the meantime, can you please stop calling me every other day."
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Great tips! I feel if we put a little more thought into each call it will result in more sales for sure