"The 8/4/4 Follow Up System"
 How would you like to increase your sales 50% over the next twelve months? What if you implemented a plan that would:
o Create more consistency in your monthly sales
o Lessen your dependence on floor traffic
o Work less hours while you make more money
The way to accomplish these goals is to leverage the customer base you and the dealership have built over the years. The reality about follow-up according to industry sources like NADA is that 90% or more of salespeople don't follow up with sold customers. This is not merely an automobile business phenomenon, real estate salespeople and many other industries struggle with follow-up too. One common denominator is that the most successful salespeople in these industries do follow-up and build a customer base that generates ongoing sales. Think of it this way. At the start of the month when they erase the sales board, you get to post 2,3 or 4 units already. That would make the month more fun wouldn't it? Let's talk about how we can do that.
The Delivery is the Start of the Sale
Most salespeople wave goodbye at delivery and don't ever see or speak to that customer again. That's unfortunate because almost every one of those customers will buy more new and used vehicles. Plus, they have family members, neighbors, friends and business associates that will buy cars.
The nice thing about the poor effort we have been talking about is that you can have a tremendous impact without a lot of effort.
The 8/4/4 System
This is a simple three-step process for reaching all of your customers sixteen times each year. You simply:
o Send a postcard to every customer in your customer base in eight of the months during the year.
o Send a simple one-page newsletter on the other four months of the year.
o Call every customer in your customer base every three months.
This will make you stand out above the crowd in the industry. It only takes a little time each day to maintain this system once it is set in place. It will take a few months to really see results but you will be cashing ongoing commission checks if you'll do it.
Call me at 877-651-1032 and let me know how you are doing or if you have questions. In the meantime, Good Selling!
Email me at jimmy_atkinson@assurant.com
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