Lead follow-up in 2025: More efficient, more effective, and with greater results!

At Ligier Store Doesburg, we don’t stand still. Starting January 1, we are switching to a completely new approach for following up on online leads. What makes this change so special? With one less salesperson (50% less capacity), we will follow up on more leads and make more sales. This may sound like a challenge, but we see it as an opportunity.

How will we achieve this at the Ligier Store Doesburg – Experience Center? In a series of articles, I will explain our approach and strategy step by step. Topics will include smart automation, the use of the right tools, and optimizing the customer journey. Today, I’ll give an overview of the main points; in the upcoming articles, I’ll dive into the details.

Lead Management System – Walcu AI

The foundation for our new way of working is our Lead Management System: Walcu CRM. This system is developed by and for independent car dealerships. With this system, we can call, message, and email all leads, with all communication visible in the same LMS for a perfect 360-degree customer view. By applying ChatGPT in Walcu, we can automate and personalize many processes at the lead and customer level.

Calldrip

Of course, we use Calldrip to follow up on all online leads with a phone number within one minute during opening hours. Calldrip AI analyzes the conversations instantly and schedules follow-up actions in combination with Walcu. We also use Calldrip AI to have our virtual assistant Alice follow up on all leads from Marktplaats, ensuring the salesperson only deals with qualified leads.

Autochat

We also use AutoChat, an AI chat tool specifically developed for the automotive industry. Autochat supports both lead creation and provides immediate information through Autochat Pro for our own staff. Additionally, we will soon use the WhatsApp Autochat integration, which works in conjunction with Walcu.

Carmen Automotive BDC

To be 100% reachable by phone, I want every call to be answered. Since we work with a small team and don’t want to miss any opportunities, we use CARMEN Automotive BDC as a backup. Calldrip ensures that all calls not coming through the sales channels are directed to Carmen. This allows Duncan to focus on sales calls and, when he has time, handle other callback requests that come in through Carmen.

How will it work? A brief explanation

It’s essential to give our salesperson, Duncan, only leads with the greatest chance of initiating a dialogue and scheduling a follow-up appointment. These are new leads and leads that respond. A response can be taking the phone call, answering our WhatsApp, or replying to our email. Once that happens, Duncan must be ready. He no longer has to make the third, fourth, or fifth call, email, or message. This is automated; he just needs to respond immediately when the customer is active!

How it works

• The lead enters Walcu, and Calldrip is activated immediately. Duncan calls, but the customer doesn’t answer. Calldrip AI records this and automatically schedules a new call after four minutes, in combination with Walcu. Duncan doesn’t need to do anything here.
• At the same time, Walcu sends a WhatsApp template and an email to the customer. If the customer responds, for example, via WhatsApp, that becomes the primary communication channel, and the calling stops.
• If the second call attempt results in voicemail, Calldrip AI registers this and returns the lead to Walcu, which automatically puts the lead in Carmen’s hands. Duncan is then done for now. Next, Carmen calls the customer through Calldrip. A total of four attempts are made within three days by Carmen.
• In those three days, Walcu sends three consecutive WhatsApp templates and a daily AI-generated email. If the customer responds, that triggers an alert for Duncan to follow up.
• If Carmen calls through Calldrip and manages to get a dialogue on the fourth contact, Calldrip AI records this and automatically schedules follow-up actions in Walcu, such as confirming the appointment via email or WhatsApp. Duncan will be notified of the appointment. Carmen does not need to report this in Walcu; everything is automatically generated by Calldrip AI combined with Walcu AI and automations.
• If the customer does not respond to the four WhatsApp messages and six phone calls (2x Duncan and 4x Carmen), the lead automatically moves to “farmer-status.” The customer will then receive periodic follow-up via Walcu AI for six months, until the customer responds or says “stop.”

Conclusion

Ultimately, we ensure that all the heavy lifting of lead follow-up is done automatically, such as ChatGPT in Walcu, WhatsApp messages via Autochat, and phone follow-ups by Carmen. This way, we have a lead follow-up process where Autochat, Walcu, Calldrip, and Carmen work seamlessly together through AI, giving Duncan the best possible chance to efficiently have more conversations and ultimately make more sales!