Bruce Holsinger, a Mac franchisee, says he may have 10 or 20 guys that are a behind. Some are slightly behind, others so far behind that they're dodging him altogether. His technique is to create a truck dealer's equivalent of the FBI's "Most Wanted" list. Call it Holsinger's "Three Most Delinquent" list. He focuses on collecting from those three customers that week.
"I'll start by texting them. If they don't respond, I text them again in an hour. It's not that hard. I hit resend," he says. "That works especially well with the younger guys." He explains he learned this technique from his customers themselves. If they need a tool and he doesn't reply to their first text, they'll persist until he does reply.
Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to [email protected], and see your suggestion featured here!
