High income car sales people know that consistent value added contact results in higher commissions. Joe Girard, listed as the greatest salesman in the world by Guinness World Records, proposed a rule suggesting each person you meet knows approximately 250 other people. Translation, each time you sell a car, if managed properly, you will have access to the roughly 250 people your new customer knows. You will have access, that is, if you farm the opportunity.<\/p>\n
Joe Verde, trainer, coach, and mentor, states that every one of your sold customers knows someone who will be purchasing a vehicle in the next ninety days. Translation, if you had a hundred sold customers, that would be a hundred opportunities over the next 90 days. Imagine if you had a thousand customers!<\/p>\n
Unfortunately, the majority of car sales people miss these opportunities. First, most fail to train their customers to contact them when they hear someone is in the market for a vehicle. Second, they fail to keep their name fresh in their customer’s mind.<\/p>\n
Business thank you cards, followed by a regularly scheduled sequence of business greeting cards, is a strength of auto and RV sales professionals. It is essential to note that true sales professionals rarely use electronic greeting cards. E-cards often end up in the receiver’s spam folder. And, unlike paper greeting cards, E-cards fail to demonstrate any sincere time investment in their creation.<\/p>\n
How should a business thank you card be created?
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1. It must be a paper card,
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2. It must include a personal note from the sender,
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3. It should be posted with a real stamp,
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4. Proper etiquette for a business thank you card is to show you are sincere,
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5. Do not sell in a business thank you card. Saying thank you, or happy birthday, or Merry Christmas, and asking for a referral is poor taste.<\/p>\n
Cultivating repeat customers, and their referrals, is a process that starts right at time of delivery. While doing the orientation, make it a point to explain to your new customer that as a commission sales professional referrals are important. Ask them to call you each time they hear someone mention about purchasing a vehicle. Be sure to give them several business cards and hint that you will be following up from time-to-time, especially on special occasions. That clears the way for your business thank you cards.<\/p>\n
Bob Burg, in his book Endless Referrals, wrote “The pros, the champions, the ones who are determined to succeed, do the little things right consistently.<\/i>” He emphasizes that personal notes, like business thank you cards, are a way of establishing yourself and your credibility.<\/p>\n
Similarly, David Fry, author of the Small Business Marketing Bible, describes a system for getting more referrals using a hands free follow up process. What is important is that he demonstrates how it engenders a deep relationship with customers. The nugget is that the system requires very little effort. Write me for a link. Take a few minutes and see just how important regular follow up is to your business growth and income.<\/p>\n
Remember: Nothing happens until someone sells something.<\/b>
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Sales Champions Make It Happen!<\/i><\/p>\n","protected":false},"excerpt":{"rendered":"
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