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Forum: Idea Exchange
Topic: Be Back Percentage
Topic Posted by: Joe Boyer (jboyer@ocslink.com )Organization: Neil Norton Cadillac/Pontiac
Date Posted: Wed Jul 14 23:13:12 EDT 1999
Topic Description: As a new salesperson, I would very much appreciate any hints for increasing my be back ratio.
Previous message
Posted by:Randy May (thedodgeman@juno.com )
Organization:Dick's Country Dodge
Date posted: Sun Jul 18 3:57:30 EDT 1999
Subject: Be Backs
Message:
To increase be back rates for unsold customers, I try to follow quick. The same day of the visit. Also, I try to send thank you cards to unsold cust. I thank them for coming in and thank them in advance for the next opportunity to serve them and then follow by phone. What happens on th ephone call is very important. They need new info and exitment. Just calling to say "Hi and do you want the car yet" has not worked for me. Also there are many ways to leave messages in doing follow up. Some types of messages get me many more call backs than others. By the way, leaving a message is not my desire, it is only after a couple of attempts and some contact becomes better than none. I am thinking about having a third party (my wife) call as a survey mode. Asking questions like how was you visit, knowledgeable salesperson? Informative? Demo Drive? Why did you not buythere? Can the dealership earn your business? What would they need to do to eran you business on your next car? etc.... That is still just a raw idea. I have watched some training on using the phone and especially calling unsold cust on ASTN. Also there is the idea of the turn. Turn to one of my buddies if I am not making it and let them call almost as a cold call. Treat it just like a turn on the lot but it's not. That is another one I do not use enough. A time or two is all.
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