Your Leads Deserve Better
Let’s get real for a second.
I’ve been in this business for over two decades — as a salesperson, a manager, a trainer, and now building software to help dealers sell more cars. And I can say without a doubt: most dealerships are butchering their lead follow-up.
I know, because I mystery shop stores all the time. I submit leads. I request offers. I test the process. What do I get in return?
Voicemails that sound like hostage negotiations:
“Hey this is John from ABC Toyota please call me back thanks click.”
Emails that feel like bots wrote them. Texts that don’t acknowledge anything about what I did on the dealer’s site. Just generic, box-checking garbage.
And listen — I get it. You’ve got automation in place. You’ve got templates. You’ve got AI tools writing your first responses.
But here’s the thing no one’s telling your team:
Speed doesn’t matter if the message is worthless.
Lead Follow-Up Is Not a Checkbox
If you’re in sales, follow-up isn’t a task. It’s not just something you “do.” It’s the moment.
That’s the window where the customer decides if you’re a real pro — or just another rep dialing for dollars.
And that’s where we lose so much opportunity. Not because we’re not “fast enough”…
…but because we don’t connect.
Think about it: that customer didn’t accidentally submit their info on your website.
They didn’t just randomly drop a VIN, name, phone number, and email for fun.
They had intent. They engaged. They took time.
Now you’ve got a lead in your CRM — and this is your chance to build trust and momentum. Or?
You check the box, send the script, and wonder why they ghost you.
How the Customer Engaged Should Shape Your Follow-Up
Here’s the strategy shift:
The way a customer becomes a lead matters. A lot.
At intice, we’ve built tools that create intentional conversion pathways — from credit score checks, to scheduling a test drive, to building a deal online, or getting a real-time trade offer.
Each one of those paths tells you something powerful:
What the customer cares about
What step they’re on in their buying journey
How you should talk to them next
If someone checks their FICO score through LoanMaker, don’t hit them with a “Just following up on your inquiry” message.
You thank them for getting prequalified. You edify that move. You invite them in to take the next step.
That’s the difference between “responding fast” and selling cars.
Here's the Fix — And It’s Free
We built a tool called intice ECHO. It’s simple, free, and available right now.
It gives your team real talk tracks, call guides, and scripts based on how the customer actually converted on your website.
We’re not talking about a robotic script. This is a framework that helps your team sound like a pro — even if they’re brand new.
📞 Phone call guides
📩 Voicemail scripts
💬 SMS templates
🎥 Even video response ideas
Every interaction is designed to feel human, relevant, and personal. Because that’s what actually moves the needle in this business.
This Isn’t 2005. Lead Closing Rates Shouldn’t Be 5%.
I’ve seen stores with lead-to-close rates in the 4–6% range. That’s not a lead problem — that’s a people problem.
When we coach teams, implement better follow-up, and leverage tools like ECHO, we can easily push that to 10%, 12%, even 15%.
Do the math on your lead volume. That’s hundreds of cars per year.
Stop Talking Like a Robot. Start Connecting Like a Pro.
Salespeople: don’t wait for the automation to “do its thing.”
Use it as a starting point, not a crutch. Grab the lead. Make the call. Be human. Move with urgency. Show them that you’re different.
Managers: mystery shop your store. Find out what your team is really saying.
If you’re not impressed, neither is your customer.
Dealers: you’re already spending thousands on ads to drive leads. Don’t blow it at the moment of truth.
Give your team the tools, the training, and the framework to win.
👊 If you want the ECHO tool — it’s free.
DM me or drop your email in the comments.
And if you’re serious about closing more leads and fixing the follow-up gap that’s costing you real money every single month — I’m ready to help.
Because your leads deserve better.
So do your customers.
And so do you.
– David Farmer
Founder & CEO, intice
