LEAD STAGES & DEAL FLAGS
Intent to buy within a week. Engaged, responsive, asking about pricing and availability.
Salesperson works manually. Daily contact. Always call, don't text.
Interested but not ready to commit. Has a timeline but it's not immediate.
See Warm Re-engagement Cadence.
Minimal engagement, no clear purchase timeline, or unresponsive after full cadence.
Newsletter only. Re-evaluate monthly.
Lead responded after the initial cadence ended.
Skip intro touches. Go straight to qualification and appointment setting.
Hey <customer_first_name>, just wanted to let you know the <vehicle_of_interest_full> is still available. If you want to swing by and see it, or hop on a quick call, I'm at <user_work_phone>. - <user_first_name>
Hi <customer_first_name>, we just got some new inventory in that reminded me of what you were looking at. [Link to similar vehicles]. Give me a call at <user_work_phone> and I can walk you through what's new — or if you'd like to come in, I'll have everything pulled up and ready.
Hi <customer_first_name>, checking in one last time before I move you to our monthly newsletter. Give me a ring at <user_work_phone> if you'd like to pick things back up. - <user_first_name>
Supportive tone. Tips for improving credit standing. "We work with customers in all credit situations and want to help you get into the right vehicle when the time is right."
Hey <customer_first_name>, just checking in. If your situation has changed or you'd like to explore your options, give me a call at <user_work_phone> — a quick conversation is all it takes to see where things stand. - <user_first_name>
Offer a soft pre-qualification check. "A lot can change in a few months. Call me at <user_work_phone> and we can run through it together in about 5 minutes. If you'd like to come in, even better — we'll make it easy."
Tone matters. These customers did not qualify last time. Be supportive and encouraging, never condescending. Frame every message as "we want to help you succeed."
Sales managers update deal flags when checking a customer out of the showroom. These flags feed the CRM dashboard pipeline view.