Making the most of your contact with a potential buyer

Your ad has attracted the attention of dozens of potential buyers, some more serious than others.

Of course, your used vehicle looks amazing, it’s a model that buyers desperately want, and its popularity is undeniable. And yet…

You’ve been receiving emails from interested buyers, but the clamour is dying down, and you feel like you’re stagnating a bit. Now’s the time to use your communication skills to ensure you don’t lose contact with a potential buyer.

For starters, one golden rule when selling a vehicle on Kijiji Autos is to answer all emails, even if a few of them seem strange. Not everyone is an English major, and it’s quite likely that some of the emails you receive will be less than perfectly written. Don’t lose faith—answer the person’s questions while steering them towards a different form of communication. Also, as a simple precautionary measure, avoid sending certain information by email, such as your address or the vehicle identification number.

“I see you have a lot of questions. Can we set up a phone call so that I can answer you more easily?”

This is a great way to establish a relationship of trust and acknowledge the buyer’s questions without getting too involved. Once this initial contact has been established, communicate with the buyer by phone. It’s often the simplest and most direct way to move things forward. There’s also no doubt that the tone of a person’s voice can indicate whether they’re genuinely interested in your car or not.

During the call, arrange for the test drive. Your potential buyer has already expressed an interest in seeing and driving the car, and the test drive is a key step towards a sale. As a precaution, try to set up a suitable route beforehand. You know your neighbourhood, so it should be easy to decide on the best place to showcase your car’s strong points. You can also let interested buyers know that the route you’ve chosen will allow them to adequately judge whether the vehicle suits them.

“Of course, if we do the test drive during the day, you’ll be in a better position to appreciate the condition of the car. The mix of city and country roads will also give you a good idea of how the car handles.”

After all, it makes sense to show the buyer you’re well prepared. Arrange to meet in a public place, which will also ease the discomfort of anyone hesitant to come to your house.

Remember also that you have the right to set the rules if you disagree with your buyer’s requests. Is it really necessary for the entire family to ride along on the test drive or to take an inordinately long route? “I think you’ll be able to focus better on the details of the car if you don’t bring too many others with you.”

Some buyers may seem very interested during the test drive but delay getting back to you. If that happens, leaving a short message can reap rewards. “As you can imagine, there are a number of people contacting me about the car. You mentioned you were interested, and I’d like to give you priority. If you could contact me asap, you’ll be behind the wheel sooner. If you’ve changed your mind, please let me know. If I haven’t heard from you in a few days, I’ll assume you’re no longer interested and will give someone else a chance to buy the car.”

Remember, good communication is the key to a successful—and speedy—transaction!