HOW TEXT LIKE A BOSS
TO GET HIGH-VOLUME SALES 

Why would you call someone back that didn’t buy from you the first time they met you?

7 out of 10 customers say they didn’t like their salesperson, which has the majority of people who sell for a living, questioning whether or not they should ever make an outbound phone call again.

It takes an average of 8 attempts at contacting a prospect before they’ll respond, whether it be through a call, text, or email.

When a prospect does answer the phone, the average call lasts less than 3 minutes.

It’s interesting to note that 63% of those prospects who will talk to you on a call end up buying a motorcycle from the caller.

Who really enjoys chasing after people who didn’t buy the first time around? Probably no one. But what if I told you that not following up could cost you thousands every month? Over a lifetime, that’s millions down the drain.

Imagine losing 8 or 9 deals out of every 10 just because you didn’t follow up or didn’t follow up enough. Sounds painful, right? But don’t worry, I’ve got a simple trick that will turn things around for you.

Immediately following your first conversation (doesn’t matter if it was in person or on a call) get started by sending a quick text to everyone you want to sell to. That should be everyone!

Do this, and you’ll find yourself picking up an extra 2 to 3 sales every week. Even better, your unsold prospects will start reaching out to you, slashing the amount of follow-up you need to do.

How cool is that?

WHY IT WORKS

Every person you’ve spoken with wants to buy what you’re selling.

They might say they’re just shopping around, need to talk to their spouse, or save up for a down payment.

Those are just stall tactics. Don’t fall for em’.

Most salespeople give up when they hear these excuses, but not you. You know better.

It’s impossible to sell to every prospect the first time, but follow-up is your golden ticket.

It needs to happen within minutes or maybe an hour of your first conversation.

Why? Because your prospects are still thinking about buying – just from someone else.

When your prospect leaves or hangs up the phone to shop around or get a bite to eat, you need to act fast.

Immediately use that cell number they gave you and, send them a short, friendly text. Something like:
“Hey Cindy, Glad you dropped by today. This is my cell# for any other questions you have. Tommy”

For phone follow-ups, send a text like:
“Hey John, I appreciate your time on the phone. This is my cell# for any other questions you have. Tommy”

For internet leads that didn’t pick up your call, try this:
“Hey Cindy, got your email about the motorcycle. I sent an email with the info. Just wanted to make sure you got it. This is my cell# in case it’s easier for you to text or talk. Tommy @ ABC Motorsports”

These texts aren’t about selling. You’re not pushing prices, trade values, or anything like that.

You’re doing something unique – showing appreciation.

This simple gesture makes your prospects remember you and makes it easier for them to reach out to you. It’s all about reciprocity – you give, and they feel comfortable giving back.

Follow up immediately after the first conversation.

Be strategic, not random.

Stick to the same message every time because it works. Use the ones I just shared with you.

Don’t wait!

I’m your competition and I refuse to wait hours or days; send that message right away.

By doing this, you’ll reduce the number of people ghosting you and close more deals. So, get out there and start following up like a pro!

Your bank account will thank you.

Alright, let’s dig a little deeper into why follow-up works so well.

This isn’t just about being persistent; it’s about understanding human psychology. People are busy, distracted, and often forgetful.

When they leave your dealership or hang up the phone, life goes on, and they might forget about the awesome bike they were considering.

But here’s the kicker – when you follow up quickly, you’re keeping the conversation alive in their mind. It’s like saying, “Hey, remember me? I’ve got something you want.” This gentle nudge can be incredibly powerful.

You’ve heard that people buy from people they like.
Right?

People grind the price down with people they don’t give a $H!T about.

One of the biggest hurdles in sales is building trust. People are naturally skeptical, especially when it comes to making big purchases like a motorcycle.

By following up, you’re showing them that you’re serious about helping them. You’re not just another salesperson looking to make a quick buck; you’re someone who genuinely cares about their needs and desires.

When you send that follow-up text, you’re creating an opportunity to build rapport.

You’re opening the door for more communication, which can lead to a stronger relationship. And we all know that people prefer to buy from those they trust and feel comfortable with.

Standing out is crucial. Most salespeople don’t follow up or do so half-assed.

By being prompt and consistent with your follow-ups, you’re setting yourself apart from the competition. You’re showing that you’re proactive, attentive, and professional.

Think about it from the customer’s perspective. They’ve visited multiple dealerships, spoken with several salespeople, and listened to countless pitches.

But you’re the one who took the extra step to reach out and say, “Hey, thanks again for dropping by! I’m here for you.”

That’s memorable and can make all the difference when they’re making their final decision.

Objections are a natural part of the sales process. “I need to think about it,” “I have to talk to my spouse,” and “I’m just shopping around” are all common objections you’ll hear.

While these can be frustrating, they’re not the end of the road. They’re opportunities for you to handle concerns and try closing again.

When you follow up, you’re giving yourself another chance to overcome these objections. Maybe they had a question they forgot to ask, or they needed more time to process the information.

Your follow-up can provide the clarity they need to move forward with the purchase.

Persistence is often seen as a negative (to broke salespeople) trait in sales, but when done right, it’s incredibly effective.

The key is to be persistent without being too pushy.

Following up shows persistence, but if you do it in a friendly, helpful manner, it won’t come across as desperate.

Remember, it’s not about bombarding them with bull$H!T messages; it’s about providing value and being available when they need you. A well-timed follow-up can make all the difference in closing a deal.

You’ve got countless tools and technologies to help out with follow-up. Customer relationship management (CRM) systems can automate the process, ensuring you never miss an opportunity.

You can set reminders, schedule emails, and track interactions, making your follow-up strategy more efficient and effective.

Text messaging platforms and email automation tools are killer assets.

They allow you to send personalized messages at scale, saving you time while maintaining a personal touch.

It’s essential to have a schedule in place. Here’s a simple plan you can follow:

1. Immediate Follow-Up: Send a text or email within minutes of your first conversation. Keep it short, friendly, and appreciative. Don’t write a story. Use a script.

2. 60-Minute Follow-Up: Pick up the phone and call within an hour. Use another script. “Hey John! It’s Tommy. I thought of something else you might want on this motorcycle.”

3. 90-Minute Follow-Up: Send an email with some more information. Follow the F format

4. 6-Hour Follow-Up: Make another call later in the day. Ask, “Did you get a bike yet?”.

5. 12-Hour Follow-Up: Send another text that has a picture of the bike or their name on the appointment board. Keep your messages entertaining.

6. 24-Hour Follow-Up: Check in again the following day. Keep it going. Keep using a script so you don’t sound desperate.

7. 48-Hour Follow-Up: Reach out again 2 days later. You can offer an incentive, such as a special promotion or discount, to encourage them to take action.

8. 72-Hour Follow-Up: Continue calling, texting, and emailing. You are helping your prospects out.

9. Infinity Follow-Up: Never, Ever, Ever, Give Up!

By following this simple schedule, you’re staying top-of-mind without being overly aggressive. It shows that you’re committed to helping them make the best decision.

To ensure your follow-up strategy is effective, it’s crucial to measure your success.

Track key metrics such as Outbound Calls, Texts Sent, Emails Send, Appointments Set, Appointments Showed, Sales, and Income.

This data will provide valuable insights into what’s working and what needs improvement.

Pay attention to patterns and trends. Are certain messages getting better responses?

Are there specific times of day that yield higher engagement? Use this information to refine your approach and continuously improve your follow-up game.

While consistency is key, personalization can make your follow-up even more powerful. Dial in your messages.

Reference your notes to show that you were listening and that you care about their individual situation.

For example, if they mentioned they’re looking for a side by side for Glamis trips during Easter, highlight features that make your side by sides perfect for that purpose.

If they expressed concern about financing, provide information on financing options and how you can help them find the best solution.

Personalization demonstrates that you’re not just sending generic messages; you’re genuinely invested in helping them find the right fit.

Following up isn’t just about closing the immediate sale; it’s about building long-term relationships so prospects come back.

Follow up is about immediate and future sales.

Satisfied customers and unsold prospects are more likely to return for future purchases and send their friends to you.

By giving this kind of follow-up, you’re setting the stage for repeat business and referrals, which are invaluable to your success.

Think of follow-up as an investment in your career, future, and bank account. The effort you put in today will pay off in the form of loyal customers, positive reviews, and a powerful reputation in the industry.

Let’s face it; follow-up can be challenging. Here are some common obstacles and how to overcome them:

1. Fear of Rejection: It’s natural to fear rejection, but remember that it’s part of the process. Every “no” brings you closer to a “yes.” Stay positive and focused on your goal.

2. Lack of Time: Time management is crucial. Use automation tools to streamline your follow-up process and ensure you’re staying on top of your schedule.

3. Feeling Pushy: Follow-up is about being helpful, not pushy. Approach each interaction with the mindset of providing value and assistance rather than making a hard sell.

4. Inconsistent Effort: Consistency is key. Make follow-up a priority and stick to your schedule. The more consistent you are, the better your results will be.

Gratitude is a powerful tool in sales. When you express genuine appreciation for your prospects’ time and interest, it leaves a positive impression. It shows that you value them as individuals, not just potential sales.

A simple “thank you” can go a long way. Incorporate gratitude into your follow-up messages, and watch how it strengthens your relationships and boosts your sales.

Final Thoughts

Follow-up is mandatory. It’s not just about closing deals; it’s about building trust, standing out from the competition, and creating lasting relationships. By following up promptly, consistently, and strategically, you’ll increase your sales, reduce ghosting, and set yourself up for long-term success.

So, if you want massive success, start using a follow-up schedule.