by Tim James
Most dealers have spent many years in the car business. They know what it takes to sell cars. They know when a customer walks onto the lot, the salesperson must give a professional presentation while being able to emotionally connect with and excite the customer into making that purchase.
To this end, most dealers are really great at merchandising their vehicle inventory on the lot. The cars are gleaming, the rows are tight and they use balloons, inflatable gorillas and other attention-grabbing devices to create an air of excitement.
And what about their online inventory? With more than 90% of car shoppers beginning their journey on the Internet, is your dealership doing everything it can to merchandise your vehicles online? After all, your inventory is your #1 asset.
Unfortunately, most Vehicle Display Pages (VDPs) on dealership websites look very similar to each other. This is not the fault of the dealers or even the website providers; these page formats must be standardized so the inventory data can be pulled and distributed to third-party sites. But the result is that these pages, their data and photos look static. A dealership’s most important online merchandising presentation, of their #1 asset, and it is unemotional, unappealing, and has nothing unique about it at all.
That’s why more dealerships are creating inventory videos. Videos convey information while appealing directly to car shoppers’ emotions. In a video, you can include intros that state your dealership’s value proposition; what makes you stand out from your competition? You can include custom promotion and incentive information; why should this shopper come to your store today?
In videos, you can include information beyond what just appears in the inventory data. Instead of reading data (the what), your customers listen to custom voiceovers that appeal to their comfort-loving side, or adventurous side, or budget-conscious side (the why).
Inventory videos are a great way to make your VDP pages shine. However if you decide to go this route, make sure your customers are aware that you have these videos! One mistake that some dealers make is that once the videos are created, they get buried somewhere or can only be accessed via a tiny button somewhere that may have a video symbol but no real call to action.
Fortunately many website vendors are realizing that VDPs need to be re-designed (only slightly) so that videos are more visible. If your dealership is creating inventory videos, make sure your videos can be seen! Here are a few tips:
1) Add a video slider or widget featuring inventory videos on the homepage of your website so your online visitors know that you have videos.
2) Make sure your inventory videos are clearly visible on your VDPs
3) Create a landing page for each inventory video. This will make it easy for your shoppers to have access to your value proposition, customer testimonial or additional inventory videos without having to search your site. More importantly, it puts these videos in front of your shopper at a time of the buying cycle where they can have the biggest impact on your sales. Your landing page should also include a call to action and a lead form.
4) Give your videos emotional appeal! Use professional voice over, music, banners and intros to convey your dealership’s personality and make the customer want more.
The fact is online merchandising efforts have a greater reach and more impact on potential car buyers than merchandising efforts on your lot. As appealing as that purple inflatable gorilla may be, inventory videos are bound to give you more bang for your buck.