Before the age of the internet and smartphones, be-backs were done with voicemails and letters. However, today there is so much technology at a salesperson’s disposal, that there is no excuse to drop the ball. On this week’s episode of Kain & Co., host David Kain discusses the best strategies to generate be-backs at your dealership.
The most crucial thing to keep in mind is how important the vehicle is to the conversation. Consumers fall in love with the product and its many features. Salespeople tend to be pretty forgettable. Often, customers forget their names quickly despite the experience they provide. This means that video walk arounds, thank you messages, and other presentations to your guests are absolutely essential.
Start out by making mental and physical notes about the guest’s behavior during your discussions. What is driving them? What about their lifestyle is motivating them for this purchase? All of these components should be integrated into the be-back video. Once the guest has left, create a 30 to 60-second video review. Start with the camera on you and shoot for this content breakdown: 80 percent car, 10 percent face, and 10 percent place. Lastly, send the video by text and email to your guest and watch how memorable you become.
Did you enjoy this episode of Kain & Co.? Please share your thoughts, comments, or questions regarding this topic with host Jim Fitzpatrick at jfitzpatrick@cbtnews.com.
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