Mastering Lead Generation and Follow-Up: Workflow, Automation, and Strategies

Okay, so I'm going to open up the account here. What we're going to be doing today is we're going to be talking all about diving in lead generation, follow up, how to stir up the action on leads and turn them into appointments, which turn them into sales. Okay so we're going to talk about a daily workflow that you want to have whenever you're following up with your leads. And then we're also going to talk over some automation strategies and we're going to look at it live in action. And then any questions that you guys have, just feel free to drop them in the Zoom chat at any time and I'll address them. So let me open up here into an account and show you what we are working with initially. Okay, so we've got our account here, we've got the leads. It looks like you guys are doing a great job here of responding to these leads. There's no, there's not a lot of unread messages which is great. So that's, that's a really positive sign already. What we want to do in here is we want to see where there could be like a disconnect, where there's a lot of leads that haven't been connected with and where our opportunity to mine from is. So what I do is I go over to Opportunities and in the Opportunities tab I'm going to be able to see all the new leads that have no response yet. The hot leads that have responded, okay, maybe they're waiting for a response from us or maybe we're talking with them. These hot leads aren't going to get any automations unless we do like a blast or something. But for the most part these are, at some point they've responded here and we have to get back in and make sure that we connect with these people. Following up, calling them is always good. So two things that I like to do is when I see that I have a build up in here of hot leads, what I'd like to do is I'd like to go through and see a couple conversations and see like what the, you know, where we left off and make sure it makes sense to send them a message. You don't want to message a bunch of people that you're already speaking to. Sometimes that can make people mad. So you want to make sure that you're messaging people that you know you're not already talking with or ghost leads. And if you are messaging people that you're already working with then the messaging that you want to send them is Going to be a little bit different. Right. You're not going to send them the same message to somebody that you're working with, but that maybe you just need to follow up with versus somebody that's a ghost lead that's not very active. Okay. And I'm seeing a lot of. Yeah. So it looks like your guys texts are working better now. So like this guy said no, gracias. So if you see that what you want to do with a lead that says no is you want to go over to this tab that says opportunities and click right here on his opportunity and click the little pencil to edit. And then you're going to go to the status right here and mark this guy as a lost. And you can put lost reason. You can put that no credit didn't like. You can, you can put, I think you can add a reason. Yeah. Create a new lost reason.

Or wait, oh no, I got to.

Do it like this. I see. Okay, so not interested anymore. Boom. New lost reason save. Now he's going to be out of my pipeline stage altogether. So you want to just comb through and anybody that's active, you want to, you know, work them. Anybody that's not, you want to take them out like enterprise direction. This was a, like a spam Facebook message. So you can just take this and drag and drop it also to lost.

Excuse me guys, one second, let me. One second guys.

So, and you can mark the, the, the lost reason right here as you know, ghost lead, you know, something like that. So just to show you want to go through here and be organizing this, that really helps for what we're about to do next. Okay. So now once you have an idea of where the leads are at, the safest leads to blast are going to be the new leads because these are all people that just haven't responded at any point. So if I go and look through here, I'm going to see generally a series of, of messages from us that we sent that the person hasn't responded to at all. It looks like we had one outbound phone call and that was completed. So somebody spoke to the lead. Then there was no follow up outside of that. So wherever that conversation went, you want to track that. So let's just say if this was the lead, you have a conversation with them in the system, you want to drag and drop them over to where they're at. Are you working a deal with them? Were they disqualified? Are they a full credit app? And let's say that this person as you're on the phone with them they say, yeah, I want to book a test drive with you, Kenny. I want to come in. You're going to go click Appointments add and this appointments tab right here, you're going to go in here and you're going to just choose the calendar. It's either Spanish or English. Okay, if it's English, you choose right here. And then you pick the date and time. So you just tell them, yeah, I got, I got Friday, I got, I got Friday available at, you know, whatever, whatever time, 1pm and then you, you book appointment. And when you book the appointment, that's going to move the lead automatically into this book deployment stage. And when they're in the booked appointment stage, you're going to be able to see them in here. And we send them automated messages to get them to show up right here. Your test drive has been confirmed. We give them the address, everything like that. And, and we send them messages coming up for the test drive. But if they don't show, what you can do is you can just drag and drop them as a no show and, and then that's going to send them automated messages to reschedule or if they showed but they didn't buy yet, you can mark them over here as a showed appointment. So we know where our, our appointments are coming from. And if they're showing then. So you always just want to be updating the status and trying to move people from down here in the new lead all the way over. And if somebody's a hot lead, they already responded to you. You want to make sure that you work those first and foremost as well. Like this guy responded at some point, he said, I'm available. We sent him a text, we sent him another text. And then there was no other follow up. So this is somebody that we want to get back in touch with and I'll show you how we're going to do that. So now what we're going to do is we're going to, we're going to send out a blast. Now that we know that we've got a buildup of leads. We've got 84 leads over here, 89 leads over here. And then these applications submitted, these ones are interesting too, that we have 81 here. You know, there's, there's two different ways we run ads, okay? We either run lead formats and I'll show you what a lead form looks like. You've probably all seen it. Okay, Lead form is going to look like, I scroll down here a little bit, it's going to look like something like this but just for, for car dealership, full name, email, phone number goes through. They submit their information, and on the back end, we send them to the calendar link. Now there's another way that we run ads where we send them directly to a landing page and we get the lead that way. So we're taking them off Facebook. You pay a little bit more for those, but you know that they're at least serious and that they've filled out all the information. So you can see like website submit applications. We're getting here. We got six this week already. And that's. This is the applications as it looks like this. Okay. So at least 2000 down gets you driving, excellent customer service. And then we've got the link. Whenever they click this ad, they're going to actually go to the landing page link. So I'll show you when I open this up so you can see what that looks like. Okay, so they're going to go to this, this landing page right here. Real, real super simple landing page. Just ask them what type of vehicle they're looking at. Car, truck, suv. And then they're going to go and fill out this application. So we're gonna ask them about their situation so we can learn more about, you know, like, if they're going to be qualified or not. Their timeline, how soon they want to buy a vehicle. If they're just clicking buttons, they'll, they can tell you that in there. I'm just clicking buttons. Monthly payments. What do they want? I can afford 7/700 plus select your answer. How long have you been currently working at your job? Two years or more. What is your estimated monthly income? Boom. You guys have seen all this. They put in all these informations. Estimated credit rating. I have a valid license, no license. And we can, we, we customize this. What's most important to you in your vehicle purchase? This is more for the prospect than it's for you. You want them to say, I want a good, reliable vehicle. Is there a specific vehicle that you're looking at? Yes, Mitsubishi Outlander. Mitu Outlander. You know, they fill out all this. Select your down payment. I got 3,500 down. Yes. I got a trade. 2614, you know, Kia, whatever. And then they put in all their information right here. Okay. And then when they submit, that's when they're going to go to the next part of the, the, the puzzle here, which is going to be basically, they're going to come in here and they're going to be able to book an appointment, and we've Got the, you know, the agreement right here, the consent form and everything down here. Test, test, enter. And now it says thank you. To ensure the highest level service possible. We will give you a call shortly to verify a few details of your situation. Want service faster, choose date and time to come in for test drive and they can come in here and book.

Okay.

And, and this should be open for more days, so I gotta check with the team on that. But yeah, no, this is right now, it's just set up for three days out and so since it's Friday it only lets them book on that Monday. But we'll open this up so it's like five days. You don't want to have it too open to where anybody can book. But yeah, we'll, we'll just sticky contacts automatically put their information in here so it's easy for them to schedule. And then they go through and schedule. We were unable to schedule.

It must be chose the wrong time. Boom, boom, boom, boom. Confirm.

Okay. And then once we schedule, we redirect people to this thank you page right here where we tell them about their trade in and they can come in here and they could submit the finance application on the website. Click here to view the inventory. Or, or you can actually just click this button and it's a call now button. It'll just call right away. So you know, if they click this, they go to your website and maybe some people are going through there and submitting a website lead as well that have already came through. So we like to make it really clear and easy to understand where the different leads are coming through because that really helps people to understand how to follow up with them versus these other leads that are coming through. The form leads. A lot of the ones that haven't responded yet, these ones are coming from a lot of inventory based ads. You know these, these carousel image ads and these, you know, different inventory ads like this, this is where a lot of those leads are coming from. And we've got new going and we've got use going as well. So these leads are naturally going to be a lot more, you know, they're going to be a lot more cold. And this is the form they fill out. What's your current vehicle status? I don't own a vehicle, but need one. What are you planning to get your new vehicle? Have you been approved for a vehicle loan? How good or bad is your credit? What is your estimated animal annual income? So this is a, this is a super strong form. And then we, we take them to view the inventory on the website after that, It's a very strong form for sure. The leads that are coming through here have indicated a lot of different information. You know, so that's what we're doing right now. And then we've got Spanish as well. And I'm going to show you guys how on the back end you can see all this information that they're inputting. Okay. So it's just going to look like this. There's a Spanish ad. Looks really well. Performing really well as well. Okay. And on that one, it's also a lead form that we're doing. Sending people in through lead form.

Okay.

So with that being said, the next thing I want to do is I want to show you now where you can access that information. All right, so it says this guy Jason, he submitted the application right here. He came through this exact campaign. We've got them all tracked. He submitted the application and the contact was created. We sent him some messages. He hasn't responded yet or else he would be in hot leads. So right now he's just a ghost lead. All right, what you want to do is you can go over to the left hand side here and you can see the information that he inputted. General, city, country, type of vehicle. He wants a car. Do you have a Trade in? No budget, 300, 400amonth down payment, 2500amonth. Credit rating less than 500. Total monthly income, 2600. I've bought in finance before. Looking for a BMW, I guess 0 to 6 months on the job, no license. Okay. You know, everything was looking okay, except no license is kind of tough. So, you know, we might shoot him a call, we might shoot him a text. But what I'm going to do is I'm going to do an automated campaign that goes out to all these people because that's going to be the highest leverage of our time. And you're going to get the most responses. If I have poor credit with a $2,000 down payment, looks like this message didn't send. Something's wrong with that message for some reason. So we will send out a fresh one. Yeah, and I would just, you know, as far as this message goes, like, I don't know who sent this, but when was the last time you had your credit pulled and what did you get Is fine. What do you estimate your credit is? Is. Is fine. But I mean, sending somebody to the, you know, just saying, yeah, no problem. We work with. We work with all types of credit situations and we're happy to look into that for you. You know, Actually, we can save you the trouble from even having to come in here. And what we can do is we can look into all that online. While you're sitting on the couch, why don't I send you my, my, my pre approval link and, and that way we can know exactly what, what numbers you're going to qualify, what cars you qualify for, what budgets. Would that be fair? Can we do that? You know, and a lot of people, they'll be like, of course, you know, they want to save the time, they don't want to come in here, you know. So, yeah, guys, hopefully this is helpful. Again, thanks for being here. Please message in the chat, in the zoom chat if you have any questions or you want to see anything. Now I'm going to show you how I'm going to blast out these messages to these people and I'm going to segment the audiences. So we've got our new leads right here. What I'm going to do is I'm going to go to contacts. This is my whole leads list, okay. And it comes in, in chronological order. And what I'm going to do is I'm going to go to this more filters tab and in more filters, I want my opportunity stage, my pipeline stage in the car sales pipeline. I want the new leads, okay? And I'm going to apply it right here. Boom, new leads. And for the new leads here, I am going to also make sure that I include the status of the open leads.

Okay.

Remember we're marking those ones as lost. We don't want to message those ones again. So I'm only going to do new leads and open and I'm going to, right here. I'm going to just come into this now. I got 84 leads. I could see like this guy obviously doesn't have an American number, so he's probably a spammer. Let me just confirm on that real quickly and see. I don't think, I guess if Maybe it's a WhatsApp number. Could be a WhatsApp number. Looks like we are texting him. So maybe it's okay know people from other countries have different numbers. So yeah, we'll leave it for right now. And people have weird names on Facebook and Instagram. So a lot of times their name that comes through on here won't be the same name as their legal name that comes through on the, the purchase order. So sometimes people go to your website, come in, buy a car or they'll just show up and it, it looks like a walk in when really they came directly through the the campaign, you know. So these new leads, these are the coldest ones. For these ones, I just want to send them all a message and we're just gonna all at once. I just selected all 84 and now I'm gonna send them a message and I'm just gonna say, hey, contact, first name. So that's gonna say, hey Nate. Hey Kenny. Hey Kevin. Are, hey Kevin, are you still in the market for a vehicle? Okay. And one thing to note here as well is a lot of these new leads that came in, they came in off the inventory ad. Not these graphic ones that have a direct offer. They came in off the inventory ad. So what we're going to do is we're going to factor that in as we're sending this out to these people and we're going to factor in that they're looking for a specific vehicle. So we can, we can make this language. Hey Nate, are you still in the market for a new vehicle? We have tons of options here at.

Watertown Mitsubishi and we. Let me know what you're interested in and our team, our team is happy to help.

So you can do like this and you can say something nice like that or you can leave it more open ended and just say, hey, Nate, are you still in the market for a new vehicle? Either way, those both work really well. It just depends on what you're trying to do. And I'd say for this one it's.

Good since they're looking for a specific vehicle.

Actually send them that.

Just mute. Okay, cool.

And I'm just going to sign this as. So I'm going to sign it actually as username, User first name. So whoever salesperson is assigned to this lead, it'll put their name. So I'm going to put.

Oops.

Username at. So it'll say Nick at Watertown Mitsubishi.

Or whoever is working the leads. Oops, you got too much space there. There we go.

And now what I'm going to do is I'm going to send it in drip mode. Used to be able to blast all the leads out at once, but now you have to send them a little bit at a time because AT&T and the different providers started throttling people. Okay. So what you got to do is you just got to send 25 at a time and repeat every five minutes. Okay, we want to do this, we want to make sure that we do this in between the hours of 9:00am to no later than, let's say like six. And that's going to be the message that's going to be the way that.

We'Re going to structure that message out.

So what that's going to do is that's going to drip through the entire. Okay, so now we're going to send that out. We're going to just take one more look at it. Always triple check everything first.

So.

Hey Nate, are you still in the market for a new vehicle? We have tons of great options, let's say great options here at Water time Mitsubishi. Let me know what you're. Let's say looking for. Looking for.

And our team is happy to help find it.

And I like to throw an emoji in there too at times. You know, it's just, it's just a nice touch. Right. And we put that, if you put your phone number and all that, you know, you put a link in here, you're just getting people out of the environment. You just want to open up a conversation. Right. Especially with these people that are all cold leads. Never have responded to us ever on anything.

Okay.

And so now it's 126, so I got to make sure it's scheduled in the future and 127 and I'm going to send SMS just like that. Oh, okay. So it's 3:30 your guys time. So it's showing me my time zone. So I just got to switch that around there.

Okay, there you go.

Now we've got the new lead prospecting system set up. Okay, now what we want to do is I want to change the stage and I want to, I want to go after these hot leads as well. But I, I know that you guys have already spoken to some of these hot leads and so I don't want to go after the ones that you're already in communication with and make the conversation weird and say something too crazy. Instead I just want to say something like, hey Nate.

Just wanted to let you know we've.

Because this is a mix of leads. They came in from all the different ads and they responded to us. At one point they called in like we know they're active and he just wanted to make sure that you found. Let's see. Okay, so if they just responded, let's say, hey, contact first name. Just checking back in on your car search.

Happy to help. Help. You are still in the market, right?

We're going to sign it username. Just first name User first name at.

Mitsubishi Watertown.

All right, so you guys see how powerful this is. Just checking back in on your car search Happy to help. Let's actually just ask this in a little more simple way, let's just say.

Are you still in the market? Hey Nate, just checking back on your car search. Happy to help. Maybe that's a little weird.

Happy to help. So I want to make something so general that people can respond to it easily but not too salesy where we you know, maybe put a bad taste in anybody's mouth. Right. That's the dance that you're always walking with this kind of stuff. What I'm going to do here is hey Nate, just checking back on your car search. Happy to help. What specifically are you hoping for in.

Your next vehicle purchase?

Kind of an open ended question just to re engage them. I think that's great. I think that'll work.

Good.

So now I'm going to say database reactivation hot leads and we're going to send in drip mode and we're going to start that.

We'Re going to start.

That here at 3:30 yalls time 25 every five minutes. And you guys are likely to start getting some replies back from those ones because that's a warmer, warmer list right there. And it'll work through all know 25 every five minutes. It'll work through all 79 within you know 15 minutes. So it's just going to send that down that list. And last one I wanted to show you guys as well is you can go to the credit app one the one that's filled out the full credit application and we have a ton there these ones.

Why is it showing the zero results me?

Oh shift application submitted. Okay so this is our application that I showed you guys on the landing page. So for these guys what we can do is we can select these guys and we can just let them know that we want to get them booked for an appointment.

Let's see. English.

7Day follow up replied. Let me check some of these replies.

Real quick and see what, what the.

Temperature of these leads are. If you can call me in the morning. Yes. So we're missing out on a lot of these leads because we're just the like there's a good communication going here. How can I go on your sites?

Good morning.

This Cassandra, please call me. She sends that one, you send the picture and then we lost her after two days of follow up. You know on average. Okay, so here's the stats guys. On average it's going to be within the first five minutes. You're going to increase your chances of getting in touch with leads. 8 out of 10 you're going to get in touch with. Okay. If not you're going to lose 80% of your leads after five minutes, the, the best thing to do is just to call and you want to call from this system right here because when you do it actually going to be able to get a hold of them because they already know this number, they're texting it back and it's familiar, maybe that's even saved in their phone. So I can go to the left hand side and I can see that she's looking for a vehicle around 300amonth. And I'm going to make a special text right here for these leads. Okay, this is going to be interesting. So I'm going to say hey, contact, first name. Are you still in the market?

Or a.

And I'm going to go to type of vehicle that she put custom fields. Type of vehicle.

Contact, type of vehicle or, or around.

Now we're going to say budget.

Budget. With.

Down payment.

Down payment. And how does that come through? With 2,25,000 down.

And you.

Your car shopping experience.

And you could even say like you could include what's most important to you in a vehicle purchase and like include it here. And you want to just make sure everything works. Like you could put it in there, but depending on people's answers that might get a little bit weird. So those are the main things that you want to ask people. And I'm just going to copy this. Well first let's close up these spaces. Anything awkwardly spaced, just make sure it looks good. Okay, now I'm going to copy this and I'm going to send it only to one first and I'm going to make sure that the custom values come through correctly because there's multiple ones in the account and I'm going to make.

Sure it looks good.

Hey Cassandra, are you still in the market for an SUV for around 300, 400amonth with 2000 to 2500 down and, and you've bought and financed before. Okay. Yeah. So you don't want to do. And that was just a test one. So it didn't go out. And so we'll leave that part out because that's going to come through weird. Depending on their answers.

Are you still on the market for an SUV for around 200 to 300amonth.

And you have.

Have 2500 down, right?

Yeah. So that's, that's going to be better there. It looks like we're having some trouble. I think it's because we just put all those blasts out at the same time. Looks like most of the messages have gone out, but now the account's just if you send out a blast, sometimes you have to wait a minute for the text to come back through. But we're seeing it a lot with this account. So what I want to do is I want to make sure that you guys are. Are verified through the provider, and that'll ensure the highest text rates of completed messages. Every now and then it. It'll kind of throttle your account a little bit. Yeah. Okay, so we're A2P verified here, so we shouldn't have any issue.

Let's see. Yeah, we are verified here. Okay. Yeah, so looks like we've got approved.

Everything that we need to do on that end, so. Verified, approved. So, yeah, it's just. It's just since we sent out all those blast messages, you know, so it's just working through those. Probably five minutes from now, it'll let us go and send these, and you can just redo those. So let's see if we got any messages back. Looks like somebody's working on a deal right here. I like to call these leads right when they're responding. Right when you get a message in, I like to just call them, pick up the phone, dial them. I think that's the best way to get a hold of them. And we can do like, even, like ringless voicemail blasts. I don't think you guys have any ringless voicemail messages in here yet. But what you do is you just take your cell phone and you go to the voice recorder and you record a message here, like voice memos. And you just record a message and say something like, hey, this is the team out here at Watertown Mitsubishi. Super glad that you guys have reached out to us and we look forward to helping you find the right car for you. Why don't you just shoot me a text back or an email or a call here whenever you're available. And we can talk details, something natural, something human, and we can program this inside of the. The CRM here to actually send out to people. And. And what people will do is they'll just get that ringless voicemail and then they'll just call back, you know, right away. So, yeah, it's a really, really good strategy.

We.

We just need to get one or two voicemails from you guys, and we can. We can send that out. I mean, I can make one too, but if you do, it'll be better. And you can just send it to us in the Slack channel and we'll upload it. And then those same leads, those we just messaged today, new leads, hot leads, instead of just a one off text. We can send them a phone call, you know and you guys don't actually have to dial each one. But I would recommend going through here and just dialing leads as well, you know and just trying to qualify people and move them down, down the line. As well as I'm going to schedule out this text that we, we programmed right here. I'm going to schedule this out for the morning. So May 23rd. So I think what might be happening is that we're just sending out too many blasts and we have to space them out a little bit. Let me look at the bulk actions. Send email. Okay, nice. Jen did that.

Okay. Okay.

Yeah. So I'm not sure when that other one is sending. It looked like a new one to me. But it maybe it's manual and not a blast. Okay. And this is where you can see all the bulk actions that have been scheduled. What I'm going to do is I'm going to go over here to stage and status again. Once again stage and status. That's how we organize all the leads. Application submitted and status is open, open. And I'm going to schedule this for first thing in the morning and what I'm going to do is I'm going to check all these and then go send SMS and I'm going to send them this, this message that we, we crafted here. This is a very strong message. Send in drip mode DBR app submitted. Oh okay. Okay. Because your ads say 2000 down and anybody can get approved. Right? So see 2000 down gets you driving.

Okay.

You're still in the market for a car for around budget and you have down payment down. Right. And we're going to start that tomorrow morning. Friday payday baby. Let's get these people on their payday vibe. 8:30am which will be 10:30am your guys time. Since I'm in Denver they got that.

Big event on Saturday. Nate.

Okay.

So they're gonna have like food trucks, they're gonna have a dj, lots of music and they'll be giving away tickets too. Luis Miguel's June concert.

Nice. That's awesome. Yeah, that's perfect. So I know we've been sending out some emails and stuff on that as well. So for, for this one specifically we're gonna make it like custom because it's people in that pipeline stage. But yeah, that's, that's great. Then what I'd recommend the team doing is just replying to these leads that reply in the morning and just tell, just invite them in tomorrow. Say it's the perfect time.

Yep.

Let me see here.

7:30Am will actually be 9:30am your guys time.

Okay.

And you have. I'll just say if so, if so it's perfect timing because this weekend we are. Okay, Luisa, we got that.

Okay.

We'll do it today.

Okay, looks good. Give the BDC agent some time to follow up on the new leads. All right.

Yeah, that's that. I think that makes sense. Okay.

And we'll say if so it's perfect timing because this weekend we are hosting a very special event packed full with food trucks. Would you say food trucks, prizes, special deals and what?

Oh, lots of music.

Oh, lots of music.

And most importantly.

Your dream vehicle car awaits. Party hat. Let's do party face. Boom. Every time. Because this weekend we are hosting very special event open to the to all packed full with food trucks, prizes, special.

Deals, live a live dj. And most importantly, your dream car awaits. Come join us for the party tomorrow.

At.

And I'm just going to put your guys address in here.

Join us for the party tomorrow at. Then I just go to account, I.

Can go to full address and it's.

Going to put your guys address there automatically.

Let me know if you have questions ahead of time and come join us.

For the party tomorrow at our address. Okay, cool.

So this took a little bit of a different turn but I'm glad to do that because this I think looks really good. We hit him with something that looks really personal and then we invite them in. I think this is super solid. So we'll start sending those out 10am tomorrow and I'll just make sure that.

This has the right timings. Okay, perfect. And I'm going to actually copy this ad. Copy this down because what we can.

Do that you don't actually need to segment as much is emails. So if somebody is an email lead, as long as they're open, we can email all of them at once. So I can go here, text select all the records and I can send an email. Jen, do we have a some creative for the event?

Yes. Yeah we do. We're gonna do ads for that. Well, we're done. We're doing ads for that.

Okay, cool.

Yeah, send me the creative and I'll in Slack and I'll attach it to this email. Yeah, and so for email I like to put more links and stuff too so people can go check you guys out. And what we'll do is we'll just send them over to your thank you page right here that has all the different details they can Submit a finance application. They can view the inventory and they can call us. So we're just going to direct them.

Inventory, get pre approved or call us now and then that'll be great. And I'll throw in the picture as well from Watertown. Okay, I'll grab an image later. Email subject Major savings and community fund event. Invite. Invite for nate. Boom. Now that's good to go.

Database reactivation. All leads emailed about event. Now when they see the ad on Facebook, you know, they've seen it over here. Everything's connected. Let me just grab the graphic and put that in there as well. Okay. And. And we can we show you guys this so you know what we're capable of doing and what's possible with the software. That way if you ever want to direct a leads blast or you have a list of leads that we can market to or you want to get involved with this stuff. That way we have an actual, you know, understanding of like, okay, if I just send shift a picture, you know, they can push it out in the email list, you know, and you can learn how to do this stuff yourself. But our team is here to program these things for you. And we're doing this on the back end constantly. We like to also show you the capabilities you can understand, do them for yourself if you want to and also be able to just really thrive with the system. So, you know, this is ready to go. An email. Blast them right here. Respond to this email to our svp.

And we are so excited to have you in Saturday. I just have to change the date Saturday. Okay. And we are going to just send them all at once because it's an email.

And now that's going to go to all those leads. And so now we just wait and we let the system do its thing and we let it work. Looks like you guys had an inbound call. And make sure to call all these inbound calls back. All these people right away as soon as you can. Yeah, this person. Okay. Look at it, guys. So this is the power.

All right.

Hey, Diane. 139. Just checking back on your car search. Happy to help. What specifically are you hoping for in your next vehicle purchase? I would like a SUV, about 14,000 Honda CRV, Nissan Rogue. Okay, this one's assigned to Marco. I'm going to be able to go in here and click on this. I'm going to see that she came from aia. That means Automated Inventory Ad. And she filled out the lead form. So I go to the left hand side and I click on the lead form and I can see all of her answers. I'm looking to replace my current vehicle. I'm looking in two to three weeks, which if she filled out the ad at May 8th and she said she's looking in two to three weeks and now on May 23rd she's replying, it's been about two to three weeks. And so that actually checks out with the timeline that she indicated. So sometimes you have to really like note that, that somebody says three weeks and they're not picking up the phone right away. You know, send them options first because they don't want, they're, they're not ready.

To buy a car.

I'm currently seeking an approval. She says she's got less than a 500 and she makes less than 25k a month. So, you know, I don't know where she got 14,000. Maybe she's got that in savings, maybe she's wanting to finance, who knows? But yeah, I know, I can see that you guys have worked with her a little bit back and forth yet. And this is just one that we got to get on the calendar. We got to get her booked and into this appointment because that's when we're going to get, you know, the most people in front of us. They're going to be able to find co signers if they need them and getting people in the door is going to be the best bet. Or at least getting the credit application from them, at the very least, you know, getting them to fill out the website credit app.

Okay.

And I just sent out that email and it is right here, came through, it looks really nice. And we send them over to this link so they can move forward with us and everything. So that's what we got as far as that goes. I wanted to go over one other thing with you guys too. If anybody's got any questions, go ahead and and message inside of the, the Zoom Chat. But we talked today a lot about segmenting your lists, being able to send out marketing messages to individual lists, groups of people, how to organize your leads, how to, how to work through the system, how to access the data. And I want to show you guys one more thing, which is a daytoday workflow of how you should follow up with the leads. But while I get this sheet pulled up, if anybody has any, anything that they would like to ask, feel free to do so now or mention it in the Zoom chat and we, we will address that as well. Or if Jen, if you've got anything to add to go, feel free.

Yeah, oh, go ahead. Okay, so Lucia says she doesn't have any questions right now, but if we could send over the recording of the video because she's the manager of their BDCs. Got it for Lucia. Awesome.

Absolutely, we will.

And yeah, hopefully this was helpful, guys. Learning the system is the, the base of it. And then from there we can start doing a lot of crazy stuff with it. So, you know, next week we can, we can work on calling through some leads. I'd love to do a ringless voicemail blast. It's something different we haven't done yet to get these leads responding. And the sooner you guys can send that over, the better. If somebody can just record on their phone a message that's like a voicemail, especially for the event. If we could get that out in the next couple days before the event, that would be really cool because we'll call these people and you'll have a lot of people calling back in and some of them won't have listened to the voicemail. They'll just say, hey, I'm calling in because I got a call from this number. So you'll have to answer that. But it's a really strong strategy to get just activity going in the CRM.

I think Lucy is actually working with customers during this session. Okay. And she'll email us or you can text us with your questions, Lucia. And yeah, for the recording. Absolutely. Welcome, Kevin.

Yep.

Absolutely. Yeah, we're gonna make those ringless voicemails out.

Yep.

Okay, so let me show you guys this process and then we'll get out of here. I do appreciate your guys time today being with us as well for the shift lead follow up training. We got to dive deep for you guys, so hopefully that's been helpful. Make sure to let us know any questions that you have.

And let's take a quick peek at this too. So I'm sure my screen here. Again, new leads and respond to conversation.

All right, so this is the daily checklist that we recommend going by when it comes to working the leads inside of the lead connector and what we've seen the most success with.

So let me give a share here.

All right, so the first thing that you want to do is you want to call and text all the new booked appointments. So these aren't going to be too confused with the ones that are booked for this current day. These are going to be the new ones that came in. And an easy way to see those is if you go to calendars and then go to appointments. You can see all the appointments that have came in and it goes in chronological order. And so it shows you the, the one that's been most recently added. So date added May 23rd. This guy just booked. This is me, actually, test shift Social. And actually as a, I can mark the status for tracking purposes. And I can actually mark, since this is an invalid lead, I can mark that as an invalid. Okay. Johnny Joiner, if he shows up, he's requested for, for today at 12:30, and it looks like he booked it today as well. So you'd mark them as a show to no showed. But what you want to make sure you do is every morning when you come in here, you want to see all the new appointments that have recently scheduled and make sure to call and connect with those people, you know. So once you have that down, you confirm those ones, then you want to go in and you want to call the ones that are actually scheduled for today. And how you do that is by, you can go right here to Calendars, and if it's, if it's specifically assigned to you, you can check the box here and just look for your name. Or if you're looking at, you know, the whole account, if you're a manager, then you're going to be going over to Calendars, clicking the book, a test drive calendar, clicking the Spanish calendar, and you're going to be able to see when all the people are booked. So it looks like today there's two people booked, one for 12, one for 12 30. So you know, you'd want to have this morning, Thursday, you'd want to come in and you want to call these two leads and make sure they're going to show up Friday, you know, tomorrow or even today, you're going to want to make sure you call this one, you know, and we'll make sure that people can book for Saturday. Jen, make a note. I went to book an appointment and I could only book for one day in front of me and it wouldn't let me book for Saturdays. So let's open that up.

There needs to be a change on the Google Calendar that's integrated.

Okay, yeah, we'll look into that and we'll, we'll make sure that people can book for, for Saturdays as well and Sundays because those are big, big days for, for sales. But yeah, once, once all that's in there, then what you want to do is you want to go after you've contacted those people because you know, they're the hottest people. You want to go into your Conversations tab and respond to any conversations. Looks like this lady responded here to Marco, I like an SUV about 14,000. And it's.

That was that actually just sent that to Marco as well.

Yeah, perfect, thank you. Because now it's 150. So it's 20 minutes later and now she's already off doing something else. So ideally Marco or somebody would have called her at 141 or, or faster and said, hey, I saw you're looking for SUV around 14,000. Look, looks like you contacted us early and early in May, so said you want to do business in about two to three weeks. Is that still correct? Okay, perfect. Yeah. We've got a lot of options, you know, and just work them through that process and either get a credit app from them, get them booked as an appointment, or answer their questions on a specific vehicle and tell them you're going to send them the information on a specific vehicle, the video, walk around and hey, why don't you just come in and test drive it and work to get them booked. So you go book deployments, conversations and then after, once you have those taken care of, then you go into your opportunities tab and you're going to just market and you're going to go after the leads in these different pipeline stages. Okay, where's my new leads at? Where's my applications? And you're just going to start calling the leads that are assigned to you. And I see not all these leads are assigned, so I'm not sure if all these are supposed to be assigned to somebody or not.

But.

But Jen, we should look on that as well too. Oh, it looks like this one is assigned.

So that's j.

So, So. But yeah, guys, so. So that's what we got for today. I. I'll send this document over in the. The Slack channel so you guys can have it and we'll send you the recording as well. And that way you can just be crushing with this one last thing I said. I know I said it was the last thing I got, but I have one more thing for you guys. If you need this. If you're newer in car sales and lead followup, or maybe you're just not as used to following up with leads from social media, what you can do is you can go on this left hand side, this lead nurture playbook. This is free for you guys, okay? And you can just go in here and this actually gives a detailed instruction on following up with leads. It's got some reactivation messages and we've also got some speed to lead statistics and a full training that I did. So that stuff's always available for you, as well as a training and walkthrough on the lead platform itself. So just know that all this is here for your benefit. And if you guys need anything, of course, we're always there. So thanks for hopping on. Really appreciate your time. Let me check out these chats. Yeah, looks all good. All right, guys, let's go out and crush it. Let's sell a lot of cars. We'll talk to you soon. Thank you so much.