About this resource
A practical playbook for Sales & BDC associates — how to prep, how to call, and exactly what to say when reaching out to your CDP-sourced opportunity lists.
Intended audience: Sales / BDC Associates. The scripts below are designed to work alongside the opportunity lists generated from your Fullpath CDP — customers who have already engaged with your dealership through a purchase, service visit, or web conversion.
Each talk track is broken into three beats — Introduction, Conversation, and Close — so you can flex the script to the customer and the moment.
Best Practices Before You Dial
Opportunities ≠ Leads — Opportunities are qualified customers who have engaged with your dealership previously in some capacity — purchased, serviced, or converted. Treat them as a guest, and remember that they are not yet a converted lead. They are actively shopping.
Do Your Research — Set yourself up for success with a 2-minute drill — a quick review of the customer in the CDP and CRM before reaching out. Know what you're walking into before they pick up.
Use Your Internal Systems — Outbound through your tracked lines so you can listen back to past conversations for a quick recap. Capture every note in the CRM and set yourself follow-ups as needed.
Make The Call — Call your opportunity first. If needed, leave a message and let them know you'll follow up via email and SMS. Never say: "I saw you shopping for..." — it breaks trust and tips off the CDP magic. Lead with the relationship, not the data.
How to Prepare For Any Outbound Call
| System | What to Check |
| CRM & CDP | Last sales or service interaction — when was the last visit, who did they speak with, and what was the nature of their visit? |
| CDP Marketing | Recent marketing emails or communications sent to the customer — have they opened or clicked on any offers? |
| Vehicle History | Previous vehicle details and inquiries to understand their preferences and what they're likely shopping for next. |
| Notes & Intent | Any notes about interest in specific vehicle types, features, financing preferences, or upcoming life events. |
Talk Track #1 · Reconnect & Reopen
Best for customers who haven't been in for a while but are showing fresh engagement signals.
Beat 1 · Introduction & Connection: "Hi, this is [Your Name] from [Dealership Name]. I was just reviewing our records and noticed your last visit was back in [timeframe]. You might have recently received some emails about upgrading or trading in your current vehicle, so I wanted to personally follow up and see how we can assist you today. Are you still exploring options for your next vehicle? If so, I'd love to help answer any questions or set up a time for you to come in for a quick test drive. Our team's here whenever you're ready!"
Beat 2 · Follow-Up & Engagement: "Just a quick note — I see you last spoke with us around [xyz date], or you mentioned you were thinking about your next steps. I wanted to check in and see if you've given any more thought to [specific vehicle type or feature]. How's your current vehicle working for you? Still meeting your needs? If you're considering trading it in or just want some info on what it might be worth, we can do a no-obligation trade-in appraisal."
Beat 3 · Closing & Next Steps: "Even if you're just exploring at this stage, I'd be happy to send over some info or help schedule a visit. Would you be available sometime soon for a quick chat or maybe a test drive? No pressure — just here to assist whenever you're ready."
Talk Track #2 · Email Follow-Through
Best for opportunities engaged with recent marketing emails — start the call where the email left off.
Beat 1 · Introduction & Relevance: "Hi, this is [Your Name] from [Dealership Name]. I noticed we've sent you some emails about new models and special offers, and I wanted to personally follow up. Have you received those messages? If so, I'd be happy to answer any questions or help you find the perfect fit whenever you're ready. Thinking about your current vehicle, are you satisfied with it? Or have you started exploring other options?"
Beat 2 · Conversation & Options: "Many of our customers are looking at newer models that offer better features or improved fuel economy. If that sounds like you, we can provide a quick trade-in estimate — no obligation — and show you the latest options. Would you be interested in a complimentary trade-in appraisal or learning more about our newest models?"
Beat 3 · Close & Follow-Up: "Feel free to reach out if you'd like more info or want to schedule a visit. We're here to help you find the perfect vehicle when you're ready."
Talk Track #3 · Financing & Lease Specials
Best when current incentives, low-APR financing, or lease programs are the strongest hook.
Beat 1 · Introduction & Incentives: "Hello, this is [Your Name] from [Dealership Name]. I wanted to reach out personally because we're currently offering some exclusive financing and leasing specials that I think you might find interesting. Have you recently thought about trading, selling, or upgrading your current vehicle?"
Beat 2 · Discussing Special Deals: "Right now, we're offering attractive lease deals and low-interest financing on select models — ideal if you're looking to upgrade without a big down payment. Even if you're not ready to buy, leasing can be a great way to enjoy a new vehicle with less commitment."
Beat 3 · Closing & Next Steps: "Just let me know if you'd like more info or want to come in for a quick chat. These offers are available for a limited time, and I'd be happy to help you take advantage."
Talk Track #4 · Current Promotions & New Inventory
Best for shoppers actively browsing — use when you have specific units ready for immediate delivery.
Beat 1 · Introduction & Current Promotions: "Hi, this is [Your Name] from [Dealership Name]. I wanted to personally let you know about some fantastic deals we have right now. We've got a selection of new vehicles at discounted prices, including models with significant savings."
Beat 2 · Sharing Details: "If you're interested, I can share specific models that are currently on special. Would you like to schedule a visit or get more details?"
Beat 3 · Closing & Invitation: "Let me know if you want to come in for a test drive or just need more info. We're here to make your next vehicle upgrade smooth and affordable."
Talk Track #5 · Loyalty Bonus & Trade-In
Best for returning customers with equity — anchor the conversation around appreciation and a tangible bonus.
Beat 1 · Appreciation & Bonus Offer: "Hello, this is [Your Name] from [Dealership Name]. I just wanted to thank you for being a valued customer. As a token of our appreciation, we're offering a special bonus — an extra $500 above the current trade-in value — if you decide to trade in your current vehicle with us."
Beat 2 · Explaining the Bonus & Incentive: "This limited-time offer is exclusive to loyal customers like you. If you're considering upgrading or replacing your vehicle, I'd be happy to provide a quick trade-in valuation and show you some options."
Beat 3 · Next Steps & Final Call: "Let me know if you'd like to take advantage of this bonus or if you want to explore current models and financing options. We're here to make upgrading simple and rewarding for you."
Leaving a Voicemail
Keep it short, warm, and useful. Always restate your name and number twice — once mid-message and once at the end.
"Hello [Customer's Name], this is [Your Name] with [Your Dealership]. I wanted to reach out personally and share some information on exclusive financing and leasing specials that I think you might find interesting. Our team is providing personalized offers to upgrade your current vehicle and possibly lower your monthly payment."
"Have you thought about trading, selling, or upgrading your current vehicle? If so, I can share details on our low-interest financing options or lease programs."
"I'm available right now if you'd like to call me back at [Your Phone Number]. We respect your time and aim to make this process as convenient as possible for you."
"Once again, this is [Your Name] with [Your Dealership], and the number is [Your Phone Number]. I look forward to speaking with you and will continue to try reaching out."
Next Step — Pull a Fresh Opportunity List
These talk tracks pair best with audiences like Recent VDP Shoppers, Lingering Leads, Lease Maturity, and Previous Purchase + Positive Equity. Head to Audience Builder to launch a list and start dialing today.
Contact Us
Phone: 216-242-1320
Email: support@fullpath.com
Website: www.fullpath.com
Resource Center: Fullpath Help Center