Grant Cardone on follow-up importance
What about follow up importance? Is there any? And why? CBT News and Grant Cardone talk about follow up importance and look at the rules for effective follow up.
In this month’s issue of Car Biz Today Magazine, NY Times best selling author, sales trainer and entrepreneur Grant Cardone posts an article about dragging heels on sales lead follow-up and how this will kill your dealership.
Grant says regardless of where the customer’s first appearance comes from, either by stepping into your dealership or through the internet, you must be prepared to follow-up with him or her.
When using the phone to follow up on any lead, follow these rules:
- Always leave a message
- Call sooner rather than later
- Call everyone back, no exceptions
- Try to call when floor traffic is lightest
- Always be enthusiastic, upbeat, and positive
- Give the buyer reasons to return
- Have a designated time for your outbound calls
Shocking facts about lead response and follow up:
- The average response time for an internet lead is 44 hours.
- Only 25% of all salespeople make at least two contacts attempts, and
- 80% of all transactions require five to 12 follow-ups.
- Remember, the first company that follows up typically lands 50% of the business!
Make a commitment to follow up at your company and give your staff a precise schedule and action plan for each follow-up attempt. Also, don’t forget to create a long-term follow-up plan. If you’re thinking you have enough going on already without having to create an entire follow up plan, rest easy because Grant’s already done that for you inside CARDONE ON DEMAND with courses on Follow Up, Phones and BDC, Internet Lead Response, Prospecting and more…
CLICK HERE for a sample from Cardone On Demand and free 3 day trial.