Make More Videos – Sell More Cars

I have been doing Walk-Around Product Videos that have been posted to my own YouTube Channel as well as to our dealership website for several years. Many (maybe, even most) of the customers who end up buying vehicles at our store have watched some of these videos. Based on comments I get from customers coming to the store, the videos often helped “sell” the customer on that particular vehicle or on our dealership (or both). If your potential customers are watching videos, make sure they are watching your videos.

This particular video was shot entirely on my iPhone 5S. The editing was done on iMovie 10 which comes with all Mac desktop computers. I am using a Mac Mini with 8GB of RAM. The background music is available from YouTube’s Creator Studio for free. Each video is designed to communicate features, benefits, and reasons to buy. Just as important, the video helps brand me as an “authority” as well as a person who people in the market for a new car will want to meet. A lot of people contact me directly after watching the videos and/or ask for me when they come to the store.

New product reviews get the most traffic so my catalog of videos is weighted toward this type of video. As new models arrive on your dealership lot, get out your smartphone and starting showing and talking about the hot new addition to your inventory. YouTube (which is owned by Google) is looking for original content and will serve it up to people searching for the year/make/model vehicle in your video. Also, YouTube is the world’s second largest search engine so this is where you want to be hanging out. That’s one way you get discovered by prospective customers.

Another great advantage of building a library of videos is to use them in your follow up with customers who visited your store but did not buy. Here are a few of my current portfolio of product videos (below) and the links. When following up with your unsold customers, send a link to a video about the vehicle you discussed while the customer was in the store to keep the conversation going while adding value as a car buying resource for your customer. Or, send the video to a phone-up you are trying to get into the store for an appointment. Because you will be one of the few (perhaps even the only salesperson) who has done this for your prospective customer, you will have a greater chance to position yourself as the professional they should be working with.

Here are a few of the current videos I am using. Once you view a few of these, you will recognize a pattern in the way they are constructed so the exterior and interior features get covered while keeping the video between 3 and 5 minutes long:

2016 Mazda CX-3 GT Review     https://youtu.be/R8hLFA0EZos
2016 Mazda CX-3 GS-L Review    https://youtu.be/Fl5QD3JtHfs
2016 Mazda CX-3 GX Review     https://youtu.be/tDA8jZ9QfgI
2016 Mazda6 GT Review     https://youtu.be/pEwfVo_WIUU
2016 Mazda CX-5 GT Review   https://youtu.be/TCZH5CnoGaw
2015 Mazda3 – Hatchback or Sedan?   https://youtu.be/sCnqfevs8bM
2015 Toronto AutoShow Video Report     https://youtu.be/_9-TmNlw04s

Are you using video as part of your personal marketing plan? Do you have questions about how to get started? Please leave your comments and/or questions below and I will respond quickly.

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