Follow Up Tutorial
My View on Follow Up
Give me a new salesperson and let me teach him the basics of follow up and I'll give you a future superstar. Follow up is perhaps the greatest skill a salesperson can learn. Luckily for me, this is a fact. It is lucky for me because I make money selling follow up software.
FollowUpCRM offers a simple, but powerful method to help you do your follow up. Like any system, it will only be good if you use it. This program will almost force you to do it because if you don't, the numbers on the quick links will get bigger and bigger and when you take home a $3.72 commission check at the end of the month, show those numbers to your significant other and say, "Hard to sell a car in this economy." Not if you do follow up, it isn't.
To access and set up the follow up system, hover over the FOLLOW UP menu and click FOLLOW UP SCHEDULE.
You will then see a list of all of your follow up items. This is the road map that FollowUpCRM uses to create the automated follow up when you sell a car or talk to a prospect.
To edit a follow up item, click the underlined name. To create a new one, click the NEW FOLLOW UP ITEM button at the top. Either way, you will be taken to this screen.
In this example, FollowUpCRM will generate a phone call called "Thanks for Buying Phone Call" one day after you log a sold customer. It will know that the customer is sold by the SOLD check box on the customer screen (see customer tutorial for more information.) This sample will generate a call for all types of customers: cash, finance, lease, new car and used car. Notice that SOLD is checked and so is FOLLOW UP WITH PHONE CALL. You cannot choose a letter because FOLLOW UP WITH LETTER is unchecked.
You may wonder why I have split up new and used? Two reasons... 1) Because you don't want to send a CSI letter to a used car customer 14 days after the sale and 2) because it was a highly requested option. So, please visit my forums if you want to request something for FollowUpCRM--if it makes sense, I'll add it.
Tutorial on how to set up a follow up letter
FollowUpCRM makes it easy to generate follow up letters. I'm going to walk you through how to do it.
Step 1: Go to FOLLOW UP and WORD PROCESSOR.
Notice that when you go to the word processor, you will see all the MERGE TAGS at the bottom. They must be type in exactly like they read and in lower-case for them to work. They must also have the ~ at the beginning and the end.
Step 2: Type in this letter (copy and paste it if you'd like.)
Dear ~firstname~, thanks for buying the ~vehicleyear~ ~vehiclemake~ ~vehiclemodel~ from me.
Sincerely,
~salespersonname~
p.s. If you need to call me, you can do so at ~salespersonphone~ or email me at ~salespersonemail~.
Step 3: Save the letter
Type in a name that is easy to recognize in the "Enter New Letter Name" text box and click SAVE AS NEW. If you are ever editing a letter, pull-down to the name and click LOAD LETTER and when you save it, click SAVE CURRENT.
Step 4: Exit out and go into your FOLLOW UP LIST and click ADD NEW FOLLOW UP ITEM.
Step 5: Fill out the Follow Up Form
Put a 1 in to contact one day after the sale, give it a descriptive name (that name will go into the contact history when you print the letter, by the way), check CASH, FINANCE and LEASE to send it to all sold customers as well as NEW and USED. Make sure SOLD is checked--you only want to send to a SOLD customer. Next to CHOOSE LETTER, pull down to the letter you have created and click CLICK TO CHOOSE THIS LETTER. You will then see the letter name go into CHOSED LETTER OR EMAIL.
Step 5: The next time you create a sold customer, this letter will be automatically created.
It will show up on your quick links 1 day after the sale.
Step 6: Click the number after LETTERS TO PRINT.
You will then be shown a list of all letters to print. Notice the margins. You can set your own margins in your SETTINGS.
