First Step for Follow Up: Get the Contact Right

In an earlier post I talked about the combination of simple technology and process.  Let’s take a quick look at how we can put that into practice with AutoRaptor.

1. Don’t let the technology get in the way of the sale.  (This is at every step!)
2. Start with an Up Sheet to capture the basic information for your initial contact. 
3. Maintain eye contact and enter the data as soon as you can. Start by getting the name correctly and add the rest of data as time permits.   
4. Add special dates – like birthdays or anniversaries – and personal information in the “About” section of the contact’s overview screen.
5. On the Up Sheet, assign to do tasks for follow up for the purpose of closing, getting referrals and maintaining contact.  (If your store is using AutoRaptor’s “Action Plan” feature you’ll probably have some tasks created automatically.)
6. Think of what it will take to close the deal.  The more you know about your contacts the more you’ll know what it takes to sell to them.