Comments on: 4 Letters That Will Sell You More Cars This Month

By: Peter B

Peter B — Wed, 14 May 2008 00:46:22 +0000

Great read – These are best practices that can make a difference immediately.

By: Chris Hawley

Chris Hawley — Mon, 12 May 2008 23:15:27 +0000

I couldn’t agree more. I train based on the same philosophy and it works everywhere I go. I have went to this format after trying fancy signatures, graphics, links; you name it!
I literally follow this step by step but added a few minor things that made a major difference for me. Results may vary.

I make all my templates and e-mail responses personal. I know you have heard that before, but I am “conversing” with them, rather than writing to them. I want to create dialogue and build rapport. I think some make the mistake of only doing that on the phone.

Secondly, I give them more than they asked for. Simple as that; everytime.

Lastly, my closing and call to action are simply by confirmation.

So, I will try to play this out using the AIUA formula and what I mentioned above.

E-mailer:

Hey I saw that 2004 Honda Accord online, stock #p5353 is it still available? What is the best deal you can do?

Tim

Response:

Hi Tim,

Great news, we do have that 2004 Honda Accord in stock! Actually, we just got another one in as well, if this isn’t exactly what you are looking for.

Now when you say “best deal”, are you looking for best payment deal or best “out the door” deal? Either way, I would need to know if you have a trade, money down and credit situation to determine the best rate.

I will follow up with you via phone shortly to make sure you received this e-mail and discuss some options.

Regards,

Me.

Hopefully this will work for you, but either way, DEFINITELY use the AIUA!

By: Jake

Jake — Mon, 12 May 2008 17:15:34 +0000

Good post – sales 101 but I frequently revisit the basics as over time it’s easy to stray. One thing I would add to the “interest” section though. Customers (no matter if you’re B2B or B2C) need benefits in addition to the features. Sure, you can give a few vehicles to them, but you’ll have more success if you pair that with corresponding benefits. The WIIFM statement if you will (what’s in it for me):

Example A: Mr. Shopper, here is information on the vehicle you requested, and here are two more vehicles that you might be interested in as well which also get great gas mileage.

Example B: Mr. Shopper, here is information on the vehicle you requested, and here are two more vehicles that you might be interested in as well. As I’m sure you’re aware, Vehicles 2 and 3 have the best mpg ratings in their class, so over the course of a year you’ll actually save money over Vehicle 1.

By: Ian Statler

Ian Statler — Fri, 09 May 2008 02:42:34 +0000

Surprised to see no feedback here. It’s a little deep but if applied, I think could be very successful. I have added a post-it note stuck on my monitor with AIUA written on it to remind myself to include these elements in my emails.

I’ll report back later and let you know if it works.

Thanks Jeff.