Designing Follow–up templates
If you are a serious Internet player you should have numerous leads coming in everyday. Keeping in mind
that every shopper is different and fills out forms differently, you must have many different types of email responses
to deal with them. Used car shoppers tend to fill out carfinder forms in many different ways. Many used car shoppers
want the best car in their price range. They will screw up makes and models, put down ridiculous prices, etc… Type
up a response template for every situation that arises and then personalize it for the specific lead.
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Here are a few suggested Follow up templates for CarFinder leads and
price quote requests. Many top online reps have dozens of templates for different situations.
48 Hour second email: Email them again
to ensure that they received your first email. Save the sales pitches and canned responses.
Have vehicle: Give good info and prices
and if possible actual photos. Invite them in to see you.
Need more info: If they did not complete
form or left out important info. Be specific when asking for more info.
Don’t have vehicle: Offer suggestions
and invite them to your vehicles online page so they can look through your inventory.
Create follow up templates for every possible situation, but make
sure you personalize each one before sending.
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Follow up for direct emails and requests about your online inventory. Most of these requests will be regarding
availability of the vehicle they are looking at online. You should answer each request individually because it
is a direct hit on an actual vehicle in stock. The more vehicles you have online the more direct
hits you will receive and the more vehicles you will sell. Keep your inventory fresh and bring buyers in
on actual vehicles. Many serious shoppers will see your online inventory and call, or drive right in. Make sure
you stand out or they will deal with someone else at your dealership
Here is a sample email response:
Marvin,
Hi, Joe Salesman with XXX Toyota in Phoenix. It is my pleasure to inform you that right now, we have over 20 new
2000 RAVs on our lot. I know that you requested white as your first color choice and we presently have 6 white
ones.
The 2 below are closest to what you requested and I priced them $250 over invoice at $19,653 and $20,875. (Give details of vehicles) Buyers will check with Kelley and Edmunds. If possible include an actual photo of the
vehicle(s).
If you have everything you need to make a purchase decision I can expedite the buying process by doing much of
the paperwork electronically. If you would like a pressure free test drive, I look forward to meeting you.
As your Internet consultant it is my goal to provide you with as much information possible to help you make a pressure
free informed purchase decision. If you need any additional information regarding specifics about any models or
prices, please contact me direct at me@dealership.com or you can reach me on our statewide toll free
number 1-800-buy-a -car
Check out our inventory online with photos at www.xxxtoyota.com/cars
Regards,
Joe Salesman
email me joe@dealership.com
xxx Toyota 1234 Car Road Someplace, AZ 88888
Phoenix local 602-222-3333 Statewide toll free 1-800-buy-a-car
PS. Toyota is offering a $1500 rebate on all RAVs, however, it expires next Tuesday, they are also offering a special
3 year lease with $500 down at $269.00 month |
The above letter when compared with most responses is much friendlier and gives the person a reason to contact
you back. It is informative and is not a hard come in and lets deal message. You may even want to give more information
regarding some of the available options on the vehicle they are interested in. If you give them a reason to contact
you back or come in to see you, they will.
Not all E-mail leads are going to be the same, and the answers you send back will not be the same. But if you are
sending canned letters you will not get very good results.
No matter what your response may be, you should include the following.
Your Name
Dealership name
Your return email address
Your physical Address
Your Phone # (1-800 if possible)
Web Site Address
Answer questions specifically.
If the shopper is from out of town give them a reason to travel a longer distance. They must be comfortable
with the information you have provided and feel that you have been up front and are interested in selling them
a car. If you do not possess good writing skills, have someone write several templates to work from.
Organize your templates. Put a folder on your desktop and start collecting response letters for your follow
up templates. If you are not a great writer, then ask someone to check your letters and correct them. As you process
leads you can select the appropriate follow up template from the folder, copy it and paste it into you email message,
personalize a few things and ship it out. Once you have organized your response templates you will find that you
are typing less and selling more.
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