Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Kit Rogers

Kit Rogers Director of Sales

Exclusive Blog Posts

Top 6 Things Car Dealers Do To Make Car Buying Difficult

Top 6 Things Car Dealers Do To Make Car Buying Difficult

[youtube https://www.youtube.com/watch?v=3R7Y3kZIDVg] Your Turn To Drive discusses Top 6 Things Car Dealers Do To Make Car Buying Difficult.  Jim D…

Choose the correct CRM for your dealership OR pay dearly

Choose the correct CRM for your dealership OR pay dearly

With all the CRMs on the market today, finding the right one for your dealership is becoming more challenging than ever. There have been massive changes in…

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

5 Benefits of Using Google AdWords Click-to-Message Ad Extensions

Looking for a new way to win over people more likely to send a text message than to call? Set up this free message extension for your text ads on the Googl…

Must-See NADA 100 Expo Displays for Fixed Ops

Must-See NADA 100 Expo Displays for Fixed Ops

New Orleans is ramping up for the 100th anniversary of NADA, and the convention promises to be outstanding. You’ll be entertained at the NADA100 Carn…

Why Social Media Marketers Won’t Replace Your Sales Team

Why Social Media Marketers Won’t Replace Your Sales Team

Social media is changing the marketing profession in remarkable ways. According to the Public Relations Society of America (PRSA), the social media analyti…

The Follow-Up

CM2_DS1.jpg?width=350

It happens every day. You sit in your morning meetings and you review the daily log from the day before and you ask each salesperson, “What is going on with Mr. & Mrs. Smith?” And then it happens, the salesperson goes blank and gets that “deer in the headlights” look. You wait….. and nothing. Across the table there is always “the guy.” You know, the salesperson who thinks he is “The Man!” He starts chiming in and picking at the “deer in the headlights.” The sad thing is, when it comes his time to answer for his prospects, he then becomes the “deer in the headlights.” Now, through this whole play, there is that one guy. You know exactly who he is -- quiet, not really wanting to say anything, low key. When you get to him, he tells you exactly what is going on with each and every prospect he has, and you know it is all true information. Why? Because you, as a great manager, have been checking the notes in your CRM. And, you as a great sales manager, have been doing follow up calls yourself……. Or have you?

 

Here’s the deal folks: If you aren’t, I promise you that your competitors are.

 

Why is it that we expect and manage our sales associates to follow up with their prospects, yet we fail to do the same? If you aren’t, that quiet guy who answered every question about his prospects will be sitting in your seat in less than a year.  

 

I would challenge each and every manager who reads this blog to push themselves as well as their sales team to assign a period of time each day to truly focus on follow-up. I know that as the only manager in a dealership you are thinking “When the heck am I possibly going to have time for this?” I say you can! Instead of looking out of the glass and admiring the lot, PICK UP THE PHONE! Your sales team will see this. And, if you show them that you do it, and then manage them to do it, they will. In time, you will reap the benefits. Higher RDR numbers, More Be Backs, More Sales, and Higher Profits.

 

The choice is yours as a manager…… or you could just wait until that quiet guy who answered all of your follow up questions is asking you what is going on with your prospects.

 Unlock all of the community & features  Join Now