The Saturday inquiry test · Free worksheet

Find out how long a Saturday buyer waits for your dealership.

A 14-page worksheet you run yourself over one weekend. By Monday you know your typical reply time, what your replies say when they come, and how many hours first replies cost your team. About an hour, nothing to install.

The worksheet, both log sheets, the scorecard and five ready messages. Yours whether or not you ever talk to me. By submitting you agree to the Privacy Policy. I use your email to send you the worksheet.

One Saturday inquiry

43 h 27 min

Sat 14:20

Inquiry sent

Mon 09:47

First reply from a person

The reply didn't mention the car. Automatic confirmation: none.
Example, not a real dealership.

Inside the worksheet

Four parts, one weekend.

Every part ends in a number you write down, and the numbers go on one scorecard. You don't need me, a new tool or anyone's login.

  1. 1Any day · 20 min

    The look-back

    Your last 20 inquiries, timed. Gives you your typical reply time.

  2. 2Saturday 14:00 to 17:00

    The Saturday test

    One inquiry through every channel buyers use. Then you wait and log.

  3. 3Monday · 10 min

    Score the replies

    Five yes-or-no checks on what each reply actually says.

  4. 4Monday · 5 min

    The hours

    What writing first replies by hand costs your salespeople every week.

What you'll have by Monday

  • Your typical reply time, worked out from your last 20 inquiries.
  • How many of those inquiries arrived while you were closed.
  • A timeline of one Saturday inquiry, sent through every channel buyers use to reach you.
  • A score out of 5 for what your replies actually say.
  • The hours your salespeople spend every week writing first replies by hand.
  • Five fixes you can make by hand this week, with the messages written out.

Part 3, in short

Speed is half of it.

The other half is what the reply says when it finally comes. The worksheet scores every reply on five checks: it names the car, answers the question, asks one or two questions back, offers a time and comes from a named person.

Example · scores 0 of 5

Thank you for your inquiry. A member of our team will contact you shortly.

Kind regards, Sales Team

Example · scores 5 of 5

Hi Mark, yes, the 2021 Volvo XC60 is still here and ready to drive. Send me the year, mileage and two photos of your car and I'll give you a trade-in figure today. Would Tuesday at 10:00 or Wednesday at 16:00 suit you for a viewing? And are you thinking of paying outright or with finance, so I can have the numbers ready?

Anna, sales

Neither one is long. My view: a fast, friendly reply with one or two good questions does more than a perfect reply that arrives tomorrow.

David Koznicov

David Koznicov

DKMEDIA

Why I made it.

I've built inquiry systems for three car businesses: a dealership, a dealer selling three makes, and an importer bringing cars in from Germany and other European countries. At my clients, most inquiries come in early in the morning or after 6 pm, exactly when nobody is sitting at the inbox.

At the importer, every first reply used to take 10 to 15 minutes by hand. Now the draft is waiting when the salesperson opens the inquiry, and it takes up to 5. In a 14-day test on one of these systems, the reply time to inquiries was under five minutes.

Those are my clients' results, in their businesses. The worksheet shows you where yours stands, and everything in it works by hand.

One weekend. Your own numbers by Monday.

The worksheet, both log sheets, the scorecard and five ready messages. Free, whether or not you ever talk to me.

Get the worksheet