On the latest episode of Straight Talk, host David Lewis, President of David Lewis & Associates, discusses how car dealers can re-engage with customers who left the dealership without making a purchase. Some consumers feel the pressure to shop around for price, and if you simply wait for them to come back, you might be waiting a long time. However, being proactive with video presentations can motivate guests to return for a second look and earn your dealership more business.
|Related: Is your dealership using video messaging to drive car sales? Stephanie Singletary, Covideo|
Considering that many car shoppers have been conditioned by friends and family not to buy the first vehicle they see, an excellent experience alone is not always enough to keep customers interested. One way to be proactive with customers like these is to create a quick video walkaround presentation of the vehicle that they were considering. It’s a great way for customers to look back at the vehicle that caught their attention. Consider sending these presentations through video messages or YouTube links.
Since most customers will buy a vehicle within three days of their search, so don’t procrastinate with your videos. Try to send them as soon as you can. This is also an opportunity to introduce yourself and your dealership on a more personal level. Don’t sound desperate. Be friendly, informative, and get them to like you. This is a level of professionalism and commitment not often seen from salespeople. This alone will help you stand out in a competitive marketplace.
You can simply use your cell phone to create videos. Briefly rehearse your video message to ensure that you do a thorough job. Once it is uploaded to a platform like YouTube, digital connectivity makes it easy to distribute, saving time and energy. If this still sounds complicated to you, be assured that there are many tutorials online that can help you simplify the process. Be mindful of your verbiage as well. This can go a long way to ease the customer’s defensive posture. Be proactive in making the customer feel good about doing business with you.
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