6 Powerful Tips for Selling Cars with Videos
So you’ve decided to incorporate video into your sales process. That’s great! Videos are a powerful and effective way to grab and hold customers’ interest, and they can play an integral role in converting prospects to paying customers. Plus, video can also help you increase customer satisfaction, which is extremely important for most dealerships.
But if you’re not an experienced video maker, you might be wondering what you can do to really make your videos stand out in a way that gets customers to engage and respond to them. To help you, here are six tips to make your videos attractive and engaging, maximizing their impact.
1. Be Enthusiastic
Be enthusiastic and begin with a smile. Just as when you’re dealing with a prospect face to face, it’s important to convey enthusiasm through video. This will help build trust and get the customer to like you. It is the first impression the customer will get of you, so be enthusiastic, and above all be yourself. This is your opportunity - your moment - to bring across your enthusiasm for the dealership and vehicle and your brand that you sell. Make sure you leave a good impression. Or, if you’ve talked with the customer already, your enthusiasm can be the thing that pushes them to sign!
2. A good Preperation
A good beginning is half done. Creating your first video message may seem overwhelming at first, but it’s actually quite easy once you have a plan and structure for each video. And this always start with a good preperation. Good preparation provides peace of mind and it ensures that you know what you are going to say in your video. What do you pay attention to? Here are a few points Have the customer’s name, needs, and questions at hand, Double check your sound, lighting, and space for the vehicle. Think ahead of time about what you are going to say and what the customer should do after watching the video. Keep the key (if needed) at hand. Details (what makes this vehicle special?)
3. Start always with an introduction
Always start a video message with yourself. How do you begin when you are making a phone call? You start by saying who you are. Greet the customer by name and thank them for the interest they have expressed. At the beginning of the video message you should always be in the picture, with the vehicle that it’s all about behind you, somehow or other.
The video message will only act as a trigger if you make it personal. It also makes the customer feel like they are being taken seriously, because they receive maximum attention. So remember all the relevant details from the inquiry, so that you can incorporate them into your video message, and respond to any questions that the customer may have.
Make sure that you personalize the message; that makes it much more powerful. Personalizing doesn’t mean referring to the customer’s name twenty times!
It means, for example, that you talk about things that you have previously discussed with the customer. Their concern about whether the car is capable of having a towing hook fitted, or the damage from stone chippings on the car’s bonnet. This makes it a natural follow-on from your previous conversation.
5. Use always a call to action
When the presentation is finished, step back into the picture. Try to keep the vehicle in view behind you. Thank the customer for watching, and then get them to take action. What you want is for the customer to respond to your message, of course. So include a “Call to Action” in your video message. You do this by ending your video with a question. You want to get the customer to do something. You might also want to add a promise to this, for example “I’ll call you back later today, or tomorrow”, then you can be sure that the customer will react.
6. Don’t rewatch your video
Don’t re-watch the video once you’ve recorded it. Yes, you read that correctly. Never re-watch a video once you’ve recorded it. If you know that what you said is correct, then why would you want to re-watch your video? It’s inevitable that you will notice that you fluffed something up. But that doesn’t matter, it doesn’t need to be perfect. This makes the message more authentic. Personal. Real. And this builds trust and rapport with the viewer. Make sure that making video messages doesn’t take up too much of your time; as a car sales executives you don’t have much time to waste.
Want more ideas for using video in your dealership? Schedule a demo with our video experts, and we’ll show (and tell) you how video can have a positive impact on your s