Attention Internet Sales Managers
I am wondering how many emails you send a prospect before you give up on them?
Replies to This Discussion
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Permalink Reply by Tony Hanley on -
2-3 trying to sell, 2-3 on product, then bi-monthly product info to keep my name in front of them.
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Permalink Reply by Chris Hanson on
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57% of leads take 30+ days to buy.
It takes 4.27 attempts to contact a lead via the phone.
More than ever, people are taking longer from the time they summit a lead to the time they purchase so just because someone "Requests a Quote" doesn't mean they are ready to purchase. Interested - yes....ready to buy now - no.
With that in mind, figure out a 90+ day follow up process, think about selling today but also how can I keep their interest, send emails of value so that when they are ready, you are top of mind, you're the one.
WARNING: Do not send the same old emails that 90+ of all internet salespeople send.
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Permalink Reply by Tony Hanley on
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I must be doing better than the average, because I can usually reach 99% of my leads on the first phone attempt. Time is key, I place my first phone call within 5 minutes of receiving the lead. My departments average response time is 4 minutes.
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Permalink Reply by Mike Mathews on -
From my experience, there is no giving up on a qualified lead. If the prospect responds to your first few e-mails
in some fashion, you have what you're looking for...a qualified prospect! Sometimes you have to coax them into responding using various angles. Ask different questions, be original, not boring! Make the phone call, ask them for the best time to call in your e-mail? Then, set the appointment. Hopefully, you are on your way to selling a car!! Good Luck!!
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Permalink Reply by Charley Pompey on
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Instead of thinking about it as a number of phone calls, look at it as a series of planned contacts. For example, your first contact would be an email. Your 2nd a phone call, 3rd an email, 4th a phone call...1 of these contacts per day. This develops into a decision tree of calls, letters, emails and contacts that extend over as long as 9 months. This is difficult to do without adequate planning and the appropriate CRM software to keep track of all the calls as the time extends out. This is just for unsold prospects. Sold customers are on a different series of contacts.
The goal is not to make a specific number of calls or contacts...but to keep in contact with positive messages and induce them to come in for an appointment, so you can then sell a car.
Charley Pompey, for free website info, www.digapsblog.com
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Permalink Reply by Darren Gray on -
I am not an internet manager; however, I have spoken on this subject for the past two years.
When you email a prospect, you should do so with permission. If you "blast" a prospect and the message is not relevant to them, then you have up to seven more times before you will be e-filtered from the prospect. (could be sooner based on prospect)
You should also give the prospect a chance to fill out an survey/questionnaire to find out more about the prospects needs and if they match the type of customer that you want. Companies are getting black listed and e-filtered and don't even know it.
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Permalink Reply by Gregg Hall on -
As the Internet Sales Manager for a large independent used car dealer, and having been in the car business since the early 80s with 14 years online marketing experience, my philosophy is that you follow up until they ask you not to.
I think that initial response time is crucial, I have my email leads as well as leads from AutoTrader, Cars.com, our site, etc coming straight to my iPhone.
Some people buy right away, some have taken me over 3 months -
Stick with them
Gregg
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Permalink Reply by Jason Melton on
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The rule of thumb is that it takes on average 10 attempts to contact before you will get a response. This can mean email, letter or phone. Like the others here have said you do not want to spam the customer. This should be a process of email and phone type with a positive message.
The first response should and always be custom. Be up front with pricing and options. In htis email you should also distinguish yourself and why the customer should buy from you over the other 10 people the customer contacted.
I like to send the messages for the next three attempts product information and alternative vehicle choices for them to consider.
After that the next three are more about the internet buying experience and how simple Ithe process is.
Finally I send letters asking if there needs have been met, if they are in the market and how can I assist them best.
If I remember correctly 90% of internet shoppers buy in the first 90 days with 50% within the first 45.
Hope this helps.
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Permalink Reply by Scott Rainville on
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We never give up. We have one set of emails for the first 90 days and then we have a long term follow-up process. Generally we will get a response within the first 10 emails. It is not always the one we want but the goal is to formulate a strategy for each of the response scenarios and build a connection strategy that utilizes email as one of its components.
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Permalink Reply by Thomas Ieracitano on
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I would have to agree with Gregg Hall. Intial response is key especially with a phone call unless the customer gives another method of contact or tells you not to call them!
In addition I have a 6 month email follow up process that has specific emails sent to them which I get great response.
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