by Tim James
Great leaders and organizations inspire people because they are good at explaining why they do what they do. Their why gets people motivated. Their why makes people want to work for that company. Their why makes people want to buy their products.
For auto dealerships, your purpose is your “why buy” or “value proposition” message. The goal of this message is inspire, motivate and make people want to buy your cars.
Dealers, if you don’t know your why, I highly recommend finding it. Author Simon Sinek has a book called “Start With Why” and a course on how to find your why. There are dozens of articles on the Internet that can help you find your why. I won’t go into that here because the purpose of this blog is not to help you find your why.
The purpose of this blog is to help you communicate your why.
Chances are you have some “About Us” content already on your website, and you may even share your “story” during your onboarding process for new employees. But what happens then? The most successful companies throughout history, and the most successful automotive dealerships, are passionate about their “why”. But having a “why” and communicating your “why” are two very different things.
Once you have your why, you’ve got to get that message out there. You’ve got to be excited about it so your employees are excited about it and your customers are excited about it.
And the best way to communicate your why? Video.
People remember 20% of what they hear, 30% of what they see and 70% of what they see and hear. Video is the ideal medium to communicate your why. The emotion that video conveys can inspire both your employees and your customers.
To illustrate my point, read the following paragraph:
“You can write everything down if you want to. Be brave enough to write every one of your goals down, but I’m gonna tell you something. Life’s gonna hit you in the mouth and you gotta do me a huge favor. Your why has to be greater than that knockdown.”
What do those words make you feel? Anything? Now, if you watch a video and listen to those same words narrated to visual effects, you’ll get an instant chill down your spine: https://www.youtube.com/watch?v=UNQhuFL6CWg
See how the same words in a video have a much bigger emotional impact than simple text? Your videos can have a similar effect. If you’re going to make the effort to create videos, you must take advantage of the emotional impact that videos can convey. Otherwise you’re not using the medium to full effect.
Once you have created a powerful “why video,” put it to work for you and you will be amazed at the impact it can have on your business. There are a lot of places to share your “why video”, but for now I’m going to focus on a place where it can have an immediate impact on your sales: your website. I often see dealerships hosting their “why videos” on YouTube, embedding them on the homepage of their website, and that’s it. This is wrong for a couple of reasons. First, if the video that you have embedded on your website is hosted on YouTube, then YouTube is claiming your SEO value for that video. You should either self-host your “why video” or utilize a 3rd party host who will let your website claim the SEO value. This way, when the video is found on Google and engaged by the shopper, they are directed to your website and not YouTube.
Next is where your “why video” should be displayed on your website. Your homepage is a great start; however, the goal is to get it in front of the shoppers where it is more likely to be seen and have an immediate emotional impact. One of the best places to display your “why video” is on your VDP Pages, alongside your inventory video for a vehicle. Not as a pre-roll on your inventory video, but as a standalone video that is visible and can be easily engaged by the shopper as they are browsing your inventory and watching your inventory videos. This is also a great place to have a testimonial video or two as well. And don’t forget the “About Us” pages of your website. This is another relevant page of your website that should include both your “why video” and your testimonial videos as well.
Why wait? Communicate your why to create an emotional connection, inspire and motivate your customers. Video is the most effective medium for doing so.