Free guide
How do car salespeople get repeat customers?
Short answer
Repeat customers come from staying in touch after the sale. Follow up on a schedule (day 1, week 1, day 30, month 6, every anniversary), be the person they text when anything comes up, and reach out again when they're likely to trade, often around years 2–4 or at lease end.
1. Follow up on a schedule, not from memory
Most salespeople stop after the first week. A written schedule (or an automatic one) keeps every customer warm for years.
2. Be their car person
Help with service appointments, recalls and questions. When someone helps you for free, you remember them.
3. Time the next conversation
Leases end on a known date. Financed buyers often trade after a few years. Reach out before they start shopping.
4. Track every delivery
Name, vehicle, delivery date and purchase or lease. That's all you need to time follow-up well.
Questions
- How often should I contact past customers?
- Every few months is plenty: frequent in the first month, then roughly twice a year plus anniversaries.
- What's the easiest way to automate this?
- Use a tool built for post-sale check-ins that texts from your own number and alerts you when customers reply.
Let Driveback do the follow-up
Driveback sends timed check-ins from your own texting number and texts you the moment a customer replies. $24.99 a month. Cancel anytime.