Never Miss A Follow-up Again

One of the simplest ways to lose sales is to not follow up.

Follow-ups represent the biggest part of your sales. Normally, a new customer who wants to buy a car will have several contact points with you.

First, they might call the dealership or fill out a contact form. Then, you invite them to see that car or a similar one. Later, they might come again with their spouse, then go for a test drive, and only after that might they negotiate and finally place an order.

Not all customers follow the same sales path, but usually it looks something like this.

Between all these contact points, following up with the customer is critical.

How do you make sure you never miss a follow-up?

Do you wait for the CRM software to send you a reminder?

For example, the CRM we use at the Mercedes-Benz dealership I work at doesn’t have this feature.

So, I had to come up with my own solution.

Here’s what I do:

Separately from the CRM, I keep my own Excel file with all the customers I’m working with.

In that file, I have a column for the last contact date, which helps me a lot. I know exactly when I last spoke with each customer and when I should follow up next.

I also use a color code — yellow in my case — to highlight the customers I need to follow up with on a particular day.

The first thing I do every morning when I arrive at the dealership is open both the CRM and my Excel file.

I absolutely never miss a follow-up.

This system could work for you too — if not, find a solution that does.

Following up correctly makes a huge difference in sales.