How contact after the sale can bring referrals

How contact after the sale can bring referrals

 

The way I heard this originally was from a car salesman.  The process could be used by any sales business.

 

While he has the couple in his dealership about to ready to sign the papers he asks them if it would be ok for him to call them 3 times over the next six months just to check and make sure everything is going well. They agree and he sends them away with their new car.  He has a process set up that goes like this:

The first call he makes at the end of the first week.  He does this to make sure that everything about the car is running alright and making sure that their over all experience was top of the line.  They say it was great and thank him.  Just before he hangs up he asks them if they know if their is anyone in the market for a new car.

 

 

The second call he makes is after the first month.   He does this to make sure that everything went ok with the financing.  He also makes sure that they are set up with their first maintenance review by the dealership. Gets all that squared away and again as he is about to end the call he asks once again if they know anyone who is in the market for a new car. 

 

The third call he makes is after the sixth month. He knows that it is very important for cars to get their oil changes every 3 months so he calls to make sure that they have set up their appointment for their second oil change.  He knows if they have are not he just wants to make the contact with them.  Lastly he again asks if they know anyone who is in the market for a new car.

 

 

Why does he do this?

In this situation at the end of the six months he had been given 11 referrals from this customer.  Out of those 11 referrals, Six of those people made a purchase.  For each referral he gave them $500 in Service vouchers for upkeep on their car 

 

The six car purchases totaled over $200,000 That is just from one customer.  He did the same process with these six, in fact he does it with all his customers.  I believe very easily this process could easily brought him over a million dollars for the year.