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How can you effectively follow up with a customer after a test drive?

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A test drive is a crucial moment in the automotive sales process, as it allows the customer to experience the features, benefits, and emotions of the vehicle they are interested in. However, a test drive alone is not enough to close the deal. You need to follow up with the customer after the test drive to maintain their interest, address their concerns, and move them closer to the purchase decision. In this article, you will learn how to effectively follow up with a customer after a test drive, using some proven strategies and techniques.

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1 Send a thank you note

The first step in following up with a customer after a test drive is to send them a thank you note, either by email, text, or phone call. This is a simple but powerful way to show your appreciation, professionalism, and enthusiasm. A thank you note should be personalized, specific, and timely. You should mention the vehicle they test drove, the features they liked, and the next steps you agreed on. You should also invite them to contact you if they have any questions or feedback.

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Greg Thompson

General Sales Manager | Operations Management Expert | Cyber Security+ Professional
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The best way to get a customer's attention after a test dive is to wow them with the professionalism that they expect by providing value. If they are planning on purchasing. Along with a thank you note for visiting send them your most aggressive offer in writing with your most attractive financing options and factory rebates. Remember to include any perks your dealership offers like home delivery, offsite appraisals, warranty info, and free maintenance.

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Jim Lowrey

Classic-CarStore.com, Personal Buyer/Seller of Classic Cars, High Value, High Performance, Exotic, Sports Cars, Expert Witness, AAG Certified Appraiser
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In my experience, sending a "Thank You" note is Sales 101. It is easy to do with the technology we have today. If you really want to impress your client, send a "Handwritten" note. How many "Handwritten" notes will your competitors send to this same client? Answer: None. Spending an extra 5-10 minutes to write a "Thank You" note will make you stand out in the sales process. PS: The best Thank You note I used for Automobile sales was a Generic Thank You card. On the inside of the card, I would tape a small "cotter pin" and say "This is just one of the 89,612 parts to your new car. Let's get together tomorrow so you can get the remaining parts!" Do what it takes to stand out from the other sales pros with a simple TY note.

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2 Ask for feedback

The second step in following up with a customer after a test drive is to ask for their feedback. This is a great opportunity to learn more about their needs, preferences, and objections. You can use open-ended questions, such as "How did you like the test drive?", "What did you think of the performance/handling/comfort of the vehicle?", or "What are the main factors that will influence your decision?" Asking for feedback will help you understand the customer's level of interest, satisfaction, and readiness to buy. It will also help you identify any gaps or issues that you need to address or overcome.

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Greg Thompson

General Sales Manager | Operations Management Expert | Cyber Security+ Professional
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In my experience, The first step in following up with a customer after a test drive is to send them a thank you note, either by email, text, or phone call. This is a simple but powerful way to show your appreciation, professionalism, and enthusiasm. A thank you note should be personalized, specific, and timely. You should mention the vehicle they test-drove, the features they liked, and the next steps you agreed on. You should also invite them to contact you if they have any questions or feedback.

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3 Provide value

The third step in following up with a customer after a test drive is to provide value. This means offering them something that will enhance their knowledge, confidence, or excitement about the vehicle. For example, you can send them a video testimonial from another happy customer, a comparison chart that highlights the advantages of the vehicle over the competitors, or a special offer or incentive that will motivate them to act fast. Providing value will help you build trust, credibility, and rapport with the customer. It will also help you differentiate yourself from other salespeople and dealerships.

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Francisco Garcia Cervi
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Claro, aportar valor es una de las claves, aquí te encuentras un problema de expectativas, puedes probar un coche, tiene que venir después de un buen asesoramiento por parte del comercial, pues si este percibe que el cliente tiene unas expectativas muy altas de un producto que el comercial sabe que ese coche no tiene, lo mejor es trabajar con el cliente en sus necesidades, así conseguirás un producto adecuado y te será fácil hacerle seguimiento y trabajar el cierre

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4 Create urgency

The fourth step in following up with a customer after a test drive is to create urgency. This means making the customer feel that they need to make a decision soon, before they miss out on a great opportunity. You can create urgency by using scarcity, exclusivity, or time-limited offers. For example, you can tell them that the vehicle they test drove is in high demand, that you have a limited number of units available, or that you have a special deal that expires by the end of the week. Creating urgency will help you overcome procrastination, indecision, and price sensitivity. It will also help you move the customer from the consideration stage to the action stage.

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5 Schedule a follow-up appointment

The fifth step in following up with a customer after a test drive is to schedule a follow-up appointment. This means setting a specific date and time for the customer to come back to the dealership, either to finalize the purchase, to negotiate the terms, or to test drive another vehicle. Scheduling a follow-up appointment will help you maintain the momentum, commitment, and engagement of the customer. It will also help you avoid losing the customer to other distractions, options, or influences.

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6 Confirm and remind

The sixth and final step in following up with a customer after a test drive is to confirm and remind. This means sending a confirmation message to the customer before the follow-up appointment, and a reminder message on the day of the appointment. A confirmation message should restate the date, time, and purpose of the appointment, and express your excitement and anticipation. A reminder message should be brief, friendly, and urgent. It should also include your contact information and directions to the dealership. Confirming and reminding will help you reduce no-shows, cancellations, and delays. It will also help you reinforce the value proposition and the urgency of the offer.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you effectively follow up with a customer after a test drive?

1

2

3

4

5

6

7

1 Send a thank you note

2 Ask for feedback

3 Provide value

4 Create urgency

5 Schedule a follow-up appointment

6 Confirm and remind

7 Here’s what else to consider

Automotive Sales

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How can you effectively follow up with a customer after a test drive?

1

2

3

4

5

6

7

1 Send a thank you note

2 Ask for feedback

3 Provide value

4 Create urgency

5 Schedule a follow-up appointment

6 Confirm and remind

7 Here’s what else to consider

Automotive Sales

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