Getting a message on Facebook Marketplace is half the battle. What you say in the next 5 minutes determines whether that lead becomes an appointment or disappears forever. Most salespeople improvise — and most leads ghost them. Here are the exact scripts that convert.
Why Response Speed Matters More Than Your Script
The best script in the world doesn't help if you respond 3 hours late. Studies on automotive lead response consistently show the majority of buyers go with the first dealer to respond. Your first job is to reply in under 5 minutes — your second job is to say the right thing.
The First Response Script (Within 5 Minutes)
Use this word-for-word when you get a new Marketplace inquiry:
"Hey [Name]! Thanks for reaching out about the [Year Make Model] — great choice. I still have it available and can get you all the details. Quick question: are you looking to come see it this week, or would you like me to send you a 60-second video walkaround first? Either way works great for me!"
This message does three things: confirms availability (reduces buyer anxiety), gives them two low-friction next steps (neither of which is "come buy it"), and ends with a forward-momentum question.
The Video Walkaround Follow-Up Script
If they ask for a video, send it within the hour and follow up with:
"Here's your 60-second walkaround on the [Make Model] — [link]. Let me know what you think! I have a few test drive slots open [today/tomorrow] if you want to come feel it in person. What time works best for you?"
The "Is It Still Available?" Script
The most common first message on Marketplace. Most dealers reply "Yes, still available!" and the conversation dies. Instead:
"Yes, still available and ready to go! It's a clean [year/make/model] with [key feature]. Are you looking for something in this price range, or did you have a specific budget in mind? Happy to show you a few options if this one isn't perfect."
The Price Negotiation Script
"I appreciate you being upfront about that — I always prefer a straight conversation. The [price] reflects [mileage/condition/features], but let's get you in to see it and we can talk numbers in person. Most of the time we can find something that works for both of us. What day works for you?"
The Ghost Recovery Script (48 Hours After No Reply)
"Hey [Name] — just wanted to circle back on the [Make Model]. Still available and I have a few test drives scheduled this week. No pressure at all — but if you're still looking, I'd love to get you behind the wheel. Want me to hold a spot for you?"
"I post 60 units before opening. Marketplace leads are now our #1 source."
Frequently Asked Questions
How fast should I respond to Facebook Marketplace car inquiries?+
Under 5 minutes during business hours. Most studies show the dealer who responds first wins the majority of car leads — speed beats script quality.
What should I say in my first message to a car buyer on Marketplace?+
Confirm availability, give them two low-friction next steps (video or in-person visit), and end with a forward-momentum question. Never just say 'yes still available.'
How do I get a buyer to come in for a test drive from Marketplace?+
Offer a specific time slot — 'I have 4pm or 6pm open tomorrow' — rather than asking them when they'd like to come. Concrete options convert far better than open invitations.
What do I do if a Marketplace buyer stops responding?+
Wait 48 hours then send the ghost-recovery script — low pressure, references availability, offers to hold a spot. Don't message daily; that pushes them away.
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