Let's continue with our 50 day timeline to make sure your leads don't get "lost" or "die" too soon, based on the fact that the average consumer takes about 50 days to make a vehicle purchase, from the time of initial inquiry.
Day 2: Today, Tuesday, send your prospect an email that mentions a “perk” they will receive if they purchase their next vehicle from you. It could be a free oil change, or a lifetime of free carwashes…the point is to keep your name visible to the prospect and help set you apart from the competition, as well as hopefully soliciting a response from the prospect.
Once you've sent the email, set your next contact date for two days later (Thursday in our example).
Day 4: Thursday, call the prospect again. If you talk, ask how their research is going and again, take notes to document the conversation for future reference.
Secondly, send a follow-up email today. If you have not personally talked with the prospect at this point, inquire somewhere in the email if they have an alternate number you can reach them at or if they can respond back with a better day/time for you to call them. The follow-up email can be kept very general; how is their research going...have they arrived at any decisions yet…do they have any questions that you can answer for them? Etc.
When sent, set the next contact date for 3 days later (Sunday in our example).
Day 7: Sunday, (the lead is now 1 week old) send a second follow-up type email, but one that is worded to have more of a sense of urgency. You could mention that the 2008 models are almost gone, or perhaps a financing incentive is about to end. Be truthful, but at the same time convey that the pricing and vehicle information you previously sent them is time-sensitive. Also, as long as the customer has not said or written “don’t call me” then attempt to reach them by phone again.
Set your next contact date for 5-7 days later, depending on the feedback you've received from the prospect thus far.
We'll follow-up next week with the next steps for the 50 Day Timeline to help you sell more cars!