AutoWeb Text Secrets to Engage More Customers
The spring of 2022 is bringing more buyers to the car market than EVER before- and they say texting is their preferred method of initiating contact. Customers are willing to talk on the phone, or even meet face-to-face, but only with those who pique their interest through text first. Here are 3 and ½ secrets that you can use today to pique buyers’ interest through text, and get them to engage with you through other communication mediums!
1. "Can't Talk Right Now"
When reaching out to buyers, sometimes we get that immediate text that says, “Can’t talk right now, please text me.” DUN DUN DUN… Trouble is in the air, not only because texting can be very time-consuming, but it can also prove to be ineffective as well.
*Please understand that as the author, I do not claim that text is useless, I am claiming that it ought to be a conduit to higher levels of communication.*
2. "Just Talk Later"
Stating our intentions is extremely important. I recommend sending a message kind of like this: “Absolutely we can text now, and just talk later”. Then proceed to ask basic qualifying questions to engage the buyer! The magic is found in the last four words of that response: “and just talk later.”
It states intentions and foreshadows a proper conversation between Dealer and buyer; exactly what’s needed to build stronger and more conducive relationships with our potential clients.
3-3.5: Remove Confusion
Another way to engage more customers is through the art of removing confusion.
Sometimes the customer is confused, whether about some automotive language or maybe an intended action on the dealer’s part. Alternatively, the Dealer could additionally be confused by something the customer has requested, stated, or intended. Either way, a two or three-minute call can be the exact remedy needed to absolve any confusion in the air created by the 93% loss in communication suffered through mere email and text correspondence.
Although the Automotive Industry has dubbed me “The Blind Phone Master” and I specialize in over-the-phone communication, even I know that sometimes texting is all you have. So right now— I’m going to publish the one text to which I have ALWAYS received a response…
*Disclaimer, in order to achieve a 100% response rate as I have, this text must be used in very specific situations: ones in which the customer has been engaged through text, or email, and all of a sudden… stopped! —aka when the prospect has “ghosted you”.*
In these scenarios, if I haven’t heard from my prospect in an unusually significant amount of time, I will then send this simple yet significant, seven-word message: “Have you given up on the (VEHICLE MODEL)?” This is a powerful question because you are hoping for the answer “No”.
Studies show that people are more comfortable using the word “NO”. Let’s face it, it’s the first intelligible word most of us utter after our birth. I teach an entire class on how to implement “NO”-oriented questions into our process’s in the Dealer Synergy Academy.
So there you have it! 3 and ½ ways to get your AutoWeb leads to engage with you through text message, and escalate to a phone conversation, a video conversation, and ultimately an in-person meeting!
You can hear me talk about these topics and MORE on the Millionaire Car Salesman Podcast.
For something more personal, you can connect with me through text at 267-551-6279.