By Brian CoxPresident and CEO, FlickFusion Video Marketing
How to Use Videos for Sales Prospecting
Finding new leads and prospects can be challenging,
especially when consumers have budget restraints and are difficult to
reach. However, harnessing the power of video can help salespeople enhance
their prospecting efforts.
Videos not only improve email open rates and replies, but they
enable salespeople to personalize interactions with prospects. Here are several
strategies to help salespeople attract the attention of in-market car buyers.
Create an outreach
Creating an outreach video is an effective way to kick-start a sales prospecting strategy. Post these videos on your personal social media accounts such as Facebook, Twitter, Instagram, and LinkedIn.
Choose a quiet location with good lighting, and keep videos short. Enthusiasm is key to engaging your audience, so record videos when you feel most energetic. Briefly introduce yourself and state the dealership you work for. Summarize a few obstacles that car buyers face right now and, most importantly, how you can help them.
Share news and
Sharing relevant news that is related to your dealership or the auto industry as a whole is an effective way to capture attention. Got a hot, new model in stock? Feature it in a video. Stay updated on industry trends and share them with your audience, relating themes to how you and your dealership can provide solutions.
Create videos that showcase the experience of test-driving different vehicles. Highlight features, performance, and the benefits of each model, emphasizing how each feature meets the specific needs of potential buyers.
Turn cold leads hot
Remember all those inventory inquiries you’ve received in
the past three years? If your team has been entering prospects’ contact information
into the CRM, you should have a long list of potential buyers. Group contacts
by the model they were interested in, and create a video for each group.
Introduce yourself and inform the viewer about the availability of the vehicles
they inquired about. To reignite interest, consider doing a video walkaround to
showcase vehicle features.
Demos and Explainers
Demonstration and explainer videos are valuable in helping buyers understand how to use certain features or website tools. Topics might include using the entertainment system, charging an electric vehicle, or using your website’s payment calculator. By demonstrating your expertise and willingness to help car buyers, you build trust and position yourself as a valuable resource.
Compile a list of frequently asked questions (FAQs) from
your sales prospecting calls and address them in a video. Send this video to
new and old leads, providing valuable information while saving time on
repetitive inquiries. To make these videos more engaging, you can try recruiting
teammates to 'photobomb' your video and add their insights, especially for
topics that benefit from discussion or multiple perspectives.
Don’t worry about
They say practice makes perfect, but don’t let the pursuit
of perfection get in the way of good enough. Prepare a script or bullet points
to guide content, but if you stumble over a few words, don’t sweat it.
Strike while the iron
Use a video platform that sends a notification when a
recipient watches your video. This allows you to promptly reach out and follow
up when a customer is engaged and interested.
As the automotive landscape grows more competitive, try
harnessing the power of video for effective sales prospecting. Incorporating
videos into your outreach strategies can significantly enhance your ability to
attract and convert prospects, increase leads and ultimately, close more deals.
With a background in computer science and more than 20 years of digital marketing experience, Brian Cox has helped to build FlickFusion Video Marketing into the auto industry’s premier provider of video marketing solutions. FlickFusion’s Nucleus provides a core platform for auto dealers to create customized and integrated video marketing strategies with various add-on products. Nucleus makes it easy and affordable to merchandise and market vehicle inventory using videos.