IS20G15 - Lights, Camera, Traction! Closing More Deals with the Power of Video - Margaret Henney
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The document presents a case study demonstrating the effectiveness of video in increasing sales metrics at two car dealerships, highlighting that high covideo usage results in significantly better lead-to-response, lead-to-appointment-set, and lead-to-sold rates. It outlines specific use cases for video, including inbound lead responses, vehicle walkarounds, appointment reminders, re-engaging past customers, and post-sale thank you messages, emphasizing the importance of personalization and prompt communication. Overall, it advocates for incorporating video as a key strategy in enhancing customer engagement and boosting sales performance.
IS20G15 - Lights, Camera, Traction! Closing More Deals with the Power of Video - Margaret Henney
- 1. Lights, Camera, Traction! Closing More Deals with the Power of Video Presented By Margaret Henney
- 2. Margaret Henny VP of Marketing @ Covideo Aka: The Video Doctor
- 4. Store A: High Covideo Usage Store 10 salespeople 700+ internet leads/month 325 videos/month Store B: Low Covideo Usage Store 10 salespeople 800+ internet leads/month 42 videos/month Covideo Case Study
- 5. 38.39% Greater lead-to-response rate 297.5% Greater lead-to-appointment-set rate 135.9% Greater lead-to-sold rate The DGDG store with high Covideo usage showed
- 6. Same location, tools, training, number of salespeople, and roughly the same number of leads each month. X Factor = Video Usage Covideo Case Study
- 7. Internet Leads Funnel 100 internet leads 60 two-way conversations 36 appointments 22 shown appointments 13 sales Inbound lead response Vehicle Walkaround Appointment Reminder Reengage Be-Backs Post-Sale Thank You
- 9. Goal: Increase lead-to-response rate Use Case: Inbound Lead Response A prompt, personalized video response to inquiries, effectively engaging the lead by making a great first impression and setting the stage for a meaningful, two-way conversation. ● Respond quickly ● Personalize your message ● Ask relevant questions ● Make it easy to reply
- 10. Goal: Increase lead-to-appointment set rate Use Case: Vehicle Walkaround A personalized video showcasing the vehicle's features, condition, and unique selling points, enhancing transparency and building trust by allowing potential buyers to explore the car as if they were there in person. ● Optimize your phone for recording ● Personalize your outreach ● Show the interior and exterior ● Call out specific interests
- 11. Goal: Increase appointment set-to-appointment-show rate Use Case: Appointment Reminder A short, engaging video message reminding customers of their upcoming appointment, personalizing the experience and increasing the likelihood of attendance by reinforcing the value of the visit. ● Be crystal clear ● Show excitement and confidence ● Reference other inventory ● Be flexible in scheduling
- 12. Goal: Reengaged prospective buyers Use Case: Reconnect with Be-Backs A targeted video message aimed at customers who have previously visited but did not purchase, highlighting new incentives, inventory updates, or personalized deals to reignite interest and encourage a return visit. ● Reference customer’s needs and preferences ● Highlight new inventory ● Mention incentives, deals, or discounts ● Reiterate you’re here to help
- 13. Goal: Generate reviews, referrals & leads Use Case: Post-Sale Thank You A heartfelt video expressing gratitude to customers for their purchase, fostering a personal connection and laying the foundation for long-term loyalty, positive reviews, and warm referrals. ● Express gratitude ● Acknowledge their purchase ● Specifically request referrals and reviews
- 14. Q & A