 Hey guys, it's Andy. So one of the most common things that I hear is, Andy, what is the best way to follow up with the customer? Well, number one, there's day one follow-up, day 15 follow-up and day 30 day follow-up, but the most important follow-up you can do is day one when somebody is hot right out the gate. During this video, I'm going to give you the four steps that I use with my team when I was a GM to crush it with follow-up right out the gate and that we use right now in dealerships all over the country. Check it out. Okay, guys, so check this out. So follow-up is one of the common things that most salespeople suck at, and I'm not saying that that's you, but if that's you, you know who you are. I don't know why, but follow-up is so important. So people are going to reach out to you all in different frames of time. So if I decide that maybe me, my wife, want a new car, I might reach out to you and we might be three weeks out. Well, guess what? If you're not a person that's going to do follow-up, there's not a chance that you're ever going to sell us. Well, at the end of the day, time flies by. Three weeks later, guess what? I'm buying a car from somebody. It's not from you. That deal could have been on your paycheck. Guess what? We are working from month to month to salespeople. Look at it like a funnel. The whole month, you're collecting deals nonstop. Yeah, you want to sell two or three cars a day every single day. And yes, today, it's like looking at our hand. The hand in front of your face is the only thing you see. You got to look at follow-up like this. Stretch your hand out and realize that this is the long tail game. This is the big picture of making a lot of money. It has everything to do with follow-up. So I'm going to go over the four steps of follow-up that I believe is the most deadly approach in your store. So I'm going to talk about a fresh lead, right? Lead comes in not on the phone. I'm talking about a lead generated through maybe Cars Guru, cars.com. You know what I mean? Auto trader, truck trader, guys, whatever, a website lead, whatever you have in your dealership. Let's talk about the four best deadly ways to do your follow-up. So number one is always going to be the phone call. This one right here is never going to get old. No matter who you are, everybody needs to wear the phone out. The phone is one of the most important things in the world, and we're never going to physically stop doing the phone call. If you are not great at answering an internet lead on the phone, I want you to do me a favor. Send me a text message right now. I have a script for how to answer a phone call. I'll give it to you. This is a value-building video. There is literally nothing in it except for finding out what is your weakness on the follow-up end. You texting me, and I'm going to send it to you so you can fix that hole. I always tell people it's like this. It's like a bucket, and there's a bunch of holes in it, and you pour water in it, and you find out where the water comes out, and then you patch it, and eventually there's no more water coming out of the bucket, and you got the perfect building system. So as I'm talking through this video, you find out what is your hole, where are you leaking money at, and I'll help you plug that, and we're gold. So the phone call. If you want the text script for how I handle a phone call, shoot me a text message. Obviously it's going to be on the bottom of the screen, but I'm going to write it right here just so you have it. 918-210-0254. Number two. Hey, guys, I see you. Listen, I appreciate you. Sorry for interrupting the video. I just want to tell you real quick, please do me a favor. Comment below. Let me know what you're struggling with. Let me know what you think about the video. I reply to every single one of my comments. I'm here to help you. And by the way, please like the video, subscribe, share it with a friend. Let's get back to the video. Right after the phone call. If I cannot get ahold of you on a phone call, you immediately go to text. ASAP. So people like to answer somebody when they're doing business from multiple forms of communication. So some might be from email, some might get resonated by video, and it might make them have a different call to action than a text message. The one thing about text message is everybody's walking around with the computer in their pocket. And that computer, when you call it, a lot of people won't answer a call. They really won't. Now, if they're hot in the market and they're ready today, yeah, they'll take the call. But if people are just a couple days out, or if they might be buying today, but they don't know it yet, they will answer a text and not a phone call. Okay, if they don't recognize the number, more likely there's a good chance that if you call right after that, you want to send a text message. This is one of my favorite. I have got a text template that makes a lot of customers convert it 70 to 80% by getting back to you. If you want to see what that text message looks like, I'm just going to send you a screenshot of it. All you have to do again is shoot me a text message at that number. And I want you to take it. And obviously, you can change it up, you know, maybe a couple words here, a couple words there, depending whether you're new or used or what the vehicle they're calling on. But I'll show you the exact one that makes the customer reach back out and at least start a dialogue. Because you're not setting any appointment anybody you're not selling anything until there's a two way street communication going on. I know how to get that started. Okay, so number one, you're going to make a phone call. Number two, as soon as you get off that phone call, boom, you're going to send a text message. If and when you send the text message, shoot them a video right after that's going to be number three, I would say this, some of you guys are like, Hey, I'll send them a text message. And then if I don't hear from them later in the day, you know, maybe I'll send them a video. No, do it right out the back. And a lot of you guys may not be great at video, you're like Andy, you know, I don't do video. Man, if you don't do video, you're losing it. Look, this video is being made for YouTube. YouTube is one of the biggest, most powerful platforms in the world. You know why? Because it stages video. Think about this, TikTok, Instagram, right? When you see ad copy, right, you might read it if you're really interested in it, but you'll always watch a video. So my point is, I might have sent a text message, I might have called, they didn't answer, send a text message. But right after I send that text message, I'm going to follow it up with the 32nd video. I've got an internet lead response video that's absolutely wicked. Okay. It's real simple. I'll send you the video. You remake it about yourself and you hold that one in your phone. And every single time it's a generic and you don't make the video every single time. It's a generic one way video that literally you can just pounce out to every single person. And that right there allows people to reach back into you. Make it a good video. You know what I'm saying? Wear your nice shirt that day. Wear a tie. However it is, make it a professional video, but I'll show you exactly what to say and how that you can make one generic one that you could literally send to everybody. And by the way, if you want to make it custom per each customer, that's beautiful. Some of our people back when I was a GM and I ran the store, they would absolutely make a new video for every person. But those are the people that, you know, weren't really shy. If you're shy, you can make one on the side and hold that one in your phone and use that one to blast. But if you want that one. So number three on the follow up, number three is going to be video. If you need help making your video, shoot me a text. It's real simple. I'm going to send you over a video of the text template. I'm going to send you a video of the actual video that I send to customers on a lead response. And then you can kind of look at it and say, Hey, I'm interested in that. Or you know what? I really don't want to do that. But I'm going to tell you, if you're missing out on video, you're going to miss out on a lot of sales each month. And then number four, the four deadly ways, number four is going to be email. This right here, I hear a lot of people say, Andy, email is dead. No, email is not dead. Email is actually very alive. Okay. But I want to share something with you. You have a two to three sentence. Email max. Notice max. Okay. You send an email to somebody. What's the first thing they look at? Watch this. The subject. I've got some subject templates right here that I can put in there. By the way, when somebody sends me an email, I look through the email, right? And what do I look for? What the subject line is? And what does it say? It says something. And if it's interesting to me, or if it's something that I'm interested in or I don't know what it is, and it triggers me to want to open it, I click on it. I'm going to show you how to make them click, which is number one, because no one's ever going to read this if they don't click. So I'm going to show you how to make them click on your email. Secondly, after they click on it, you've got two or three sentences max to get your point across to them. I'm going to give you my exact email template that I use. So that way, when you're sitting in your dealership and you're like, hey man, so I just had an internet lead come in, boom, pick up the phone, no answer. All right? Cool. Go straight to the phone, text message, send it over. I know exactly what I want to say. And by the way, you can take this generic text message, make it the way that you want it to sound with leads, save it in your notes on the back side, and now you're fishing and you're moving really fast. Now you have that, oh, after I send that, boom, hit a video, or my video is already in my phone, boom, send them a video straight over, and then guess what I do lastly, number four. If I've got an email, boom, I'm going to blast this email out, I'm going to put the click bait right there on the subject line so I guarantee that they'll click on it. So they'll read my email, I got something powerful to say, and you know what happens? At the end of the day, you end up beating your competition who's asleep at the will across the street that's not preparing. Guys, this is the deadly four ways for follow-up. Make sure that you have all four of these implemented in your store, and I promise you man, you guys are going to break the bank. Hey, guys, number one, thank you so much for watching the entire video. You guys are awesome, I'm grateful for you. If it wasn't for you, I wouldn't have my training program, so I thank you, I thank you, and I thank you. I got three things for you real quick. Number one, shoot me a text message. If I haven't met you, I would love to. My phone number is 918-210-0254. Shoot me a text, I'd love to meet you. Secondly, go to Facebook, join Andy Elliott Car Sales Nation, that's Andy Elliott Car Sales Nation, one of the best Facebook groups in the world, hands down for automotive sales training. And then lastly, I've got over 500 videos on YouTube, guys. Keep up the training, keep watching the videos, and crush it.