> What to Do When Buyers Call
What to Do When Buyers Call
So you've placed your ad and now you're ready for buyers to start contacting you. This article prepares you for when the phone rings, and following these steps may even lead to you making more money when the deal is done.
What's In Your Ad?
If you have an online ad, you have the added convenience of e-mail so that questions can be asked and answered at any time. This freedom helps in initial buyer/seller communications and gives you the opportunity to highlight your car's best features.
Here's an example; a buyer sends you an email asking whether your vehicle has a single-CD unit or a multi-disc unit. This e-mail gives you the chance to hook a buyer who has noticed your for-sale vehicle. Don't pass up the chance. Answer the seller's question and then you might want to mention your car's related selling points, like custom speakers or an XM radio. Respond quickly and politely and offer your phone number for a follow-up conversation.
Before The Phone Rings
The time you invested creating your ad can help you when a buyer is on the phone. Use the ad as a quick-reference sheet for the basics such as engine size, transmission type, mileage, and options.
Beyond having the ad ready to help you field simple questions, there are a few other questions you should be prepared for. Your answers can make or break the deal. Be honest and positive in your responses.
Here are some questions to expect:
When the Phone Rings
During the conversation, be helpful, but not desperate. Experienced buyers smell desperation and use it against sellers, resulting in a lower sale price.
Focus on answering the caller's questions, and if the conversation goes well, ask when they would like to see the car. Chances are, you won't make the sale without the buyer seeing the car, so be persistent about arranging a test drive.
Buyers want to know that the car they're considering is "great" in some respect. Determine where your vehicle is great, and encourage prospects to come see for themselves. For instance, you could say, "My car's interior is perfect, but you have to sit in it to believe it." "My truck's paint looks fantastic...it's so shiny you can floss your teeth in it." "My minivan runs perfectly, but you'll never know unless you drive it." You get the idea.
With everything you say, be accurate and honest. Remember, if you're dishonest and the buyer finds out, your trustworthiness and credibility are shot. This could stop the sale cold.
Expect calls from the used car departments of dealerships. These are legitimate. Dealers may offer you less money, but you may want to consider their offers if you need a quick sale.
Finally, be wary of buyers who want to see your car "right now." While some buyers might really need to buy a vehicle quickly, an unusual sense of urgency may signal fraud. Be skeptical and vigilant.
Regardless of how you communicate with your potential buyers, plan on taking time for this part of the process. Most vehicles don't sell themselves. Communicating with prospects takes some work, but should pay off in the end.
Rex Roy is a widely published journalist from Detroit. His work appears in The Detroit News, The New York Times, AOL, and WindingRoad.com.
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