The do’s and don’ts of leaving follow-up voicemails

Welcome to another edition of Saturday Morning Sales Meeting with Matt Easton, sales trainer, consultant, and Founder of Easton University.


Matt Easton:
You’re watching CBT News, and this is your Saturday Morning Sales Meeting, people. What’s up? It’s Matt Easton, founder of Easton University. I want to solve a little problem for you right now. And we’re expecting a lot of traffic to the store today, and that’s great. But we also know we’ve got people in our pipeline, people we maybe met with earlier in the week or even last week. We’d love to give them a call right now and see if we can get them back into the store to close them today. But you and I both know what happens when you follow up and you call those prospects. What happens? You get their voicemail. Nobody answers their phone anymore.

Matt Easton:
That’s okay. But here’s what I want you to do. The two mistakes that everybody’s going to make on this Saturday, when they make follow up calls to their prospects, number one biggest mistake out there in the auto business, I’m not going to leave a voicemail. Right? I will just hope that the next time I call, they answer. They’re never going to answer. You have to leave a voicemail. And then the number two mistake we make is in the voicemail that we leave. Tell me if any of this sounds familiar. You leave some mini sales presentation. You end up getting cut off two minutes into the voicemail because you’ve talked about all the reasons why they should come back and buy from you. Or somebody back from the past taught you some trick to be like, “Hey Barry, it’s Matt. Give me a call.” Right?

Matt Easton:
I’m going to just trick them into not knowing who this Matt is. Is that my old college roommate? No, it’s the guy trying to sell me a car. That doesn’t work easier. All right. There is one thing, one thing that everybody on this planet wants to give you, and it’s not their business, it’s not their money, it’s not their time. The one thing that all of us can’t resist giving nowadays is our opinion. So here’s what I want you to do when you’re calling your prospects to get them to come into the store today. “Hey, it’s Matt at Friend… Hey Chris, it’s Matt at Friendly Ford. We talked on Wednesday. Hey, something just came up. I’d love to get your opinion on it. Could you give me a call on my mobile?”

Matt Easton:
Now, if you’re not comfortable giving your mobile, give them the number to the store. “Hey Chris, it’s Matt with Friendly Floor. We talked yesterday about the Tahoe. I’ve got an idea that I would love to get your opinion on. Can you give me a call here at the store?” When you leave that simple message, asking them for their opinion, they can’t resist. You’re giving them the power. You’re letting them know that you respect them. You’re letting them know that somebody out there wants their opinion. Now, if you’ve watched any of my other segments, I don’t teach people to be sleazy, slimy, or manipulative. So make sure you have an idea when they call you back. I want you to think about that.

Matt Easton:
Maybe there’s been some changes to your inventory. Maybe there’s a way we can get them to test drive the vehicle again. Whatever it is, make sure that you know what you’re going to present to them when they call you back because they will call you back. As you call some people this morning, this afternoon, and you get their voicemail, let them know you’ve got an idea that you want to get their opinion on. I’m Matt Easton, founder of Easton University. It’s the most effective sales training in the world. And you are watching the greatest network on planet Earth, CBT News. And this was your Saturday Morning Sales Meeting. I’ve got something I’d love to get your opinion on. Give me a call on my mobile.

Check out more tips from Matt Easton and Easton University on TikTok @eastonuniversity!

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