Worked scenario
A buyer decides over six weeks and hears from you twice
Vehicle purchase cycles are long and follow-up effort is front-loaded, so most enquiries go quiet exactly when the decision is being made.
3 min read
A buyer visits, takes a brochure, and begins a decision that will take a month or more. The salesperson calls twice in the first week and then, reasonably, concentrates on newer enquiries.
Effort and decision are out of phase
The contact is heaviest when the buyer is least ready and absent when they are closest. That is not laziness; it is what happens when follow-up depends on individual memory and a list of everyone ever spoken to.
Stage, not age
Treating leads by how old they are pushes attention to the newest. Treating them by stage — considering, comparing, arranging finance — puts effort where it converts.
Elapsed time is a finding
Dealers who measure time from enquiry to purchase usually find it is considerably longer than their follow-up cadence assumes. That single number justifies restructuring the process better than any argument about discipline.
What changes
- Follow-up scheduled across the real decision window, not the first week
- Enquiry stage recorded so effort matches where the buyer is
- Ownership retained rather than the lead going stale in one person's list
- Conversion measured by source and by elapsed time
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