3 Tips to Up Your Video Marketing Game

Assuming your dealership has a video marketing strategy in place and that you’re getting good results, you may be ready to take your video marketing to another level.

To quickly review, the fundamental basic blocks of a video marketing strategy include:

  • Content. Start with what you sell…your inventory.  Next sell them on your dealership with value proposition videos, customer testimonial videos, and service “how to” videos.   Also, sell them on your staff with personnel introduction/profile videos.  All of these content videos build trust with the shopper.
  • Exposure. In addition to your website, your videos should be on multiple touchpoints like,, Facebook, and any other distribution points video is accepted to display. Also using video in email marketing and in the lead follow-up process garners great results when compared to traditional e-mail and phone calls.
  • Actionable Data Collection. Where you host your video plays a very important role in the success of a video marketing strategy. Using public hosting platforms like YouTube and Vimeo do not help your SEO nor guarantee to keep your shopper on your site. Your dealership’s video should be hosted on a platform that allows your website to claim the SEO benefits of your video, and also has the ability to collect actionable data from your video viewers so you know who’s watching which video from where and with what.
  • Data Utilization. Use the actionable data to create relevancy, to create or adjust your marketing endeavors so you are able to serve up the right video to the right customer at the right time.

Now that we have reviewed the core elements to a successful video marketing strategy, let’s take a look at kicking it up a notch.

Here are some additional elements to add to your strategy designed to even further increase your engagement, conversions and leads.

Empower Your Customers with Information
Today’s consumers want to be in control of the purchase process. Videos can have a significant impact in that process, with up to 90 percent of people claiming that video plays a role in their purchasing decisions, according to one report.

Although customers want to be in control, they still need information and a trusted resource to guide their decision. Why not become that trusted resource?

When it comes to car shopping, most dealers don’t have a lot of information on their website to help prospective buyers in their research and decision-making process. Why leave that up to the OEMs and third-party sites?

Part of this process involves deciding where to buy. Customers want to buy from a dealership they trust. One of the best ways to gain that trust is to provide the car shopper with information in a transparent way.

If you don’t already have a video showroom on your website, it’s time to add one. Then, create and add the following types of videos:

  • Explain the difference between your brand’s trim levels
  • Explain the difference between your brand and your top two competing brands
  • Explain new features in a newly introduced product/brand
  • Explain the sales process/what to expect at your dealership
  • Explain the F&I process and products

These videos should focus on educating the shopper. Their purpose is to gain customer trust, so the videos should be focused on your customers’ needs and your dealership’s expertise.

Virtual Reality Video
Virtual Reality (VR) is already mainstream. The good news for dealers is that creating VR videos doesn’t require a lot of expensive equipment or time. You can create VR videos in approximately the same amount of time as you can a regular video.

VR videos are highly engaging and will differentiate your brand, at least until the rest of the Jones’s on the block catch up. If you want a captive audience, start by creating and posting a few model review videos on your website in VR first as these will be more relevant longer then an inventory specific video.  To get even more engagement you can then distribute them through email and your social media channels.

Watching a VR video is a completely different experience than watching a regular video; if you haven’t tried it yet, you should! The experience is completely immersive, memorable and emotional.

You don’t have to start doing VR videos for every piece of inventory. Focus on creating a VR video for your new models and make them both educational and fun, if possible. As the customer is sitting in the front seat, guide them through what they’re seeing, touching and feeling.

Consumers can experience VR videos if they own a smartphone and a pair of VR goggles or headsets. All that’s required is downloading an app that can play virtual reality videos.

Live Streaming Video
Today’s consumer demands instant information and transparency during the car-buying process, and live-streaming video calls are a great way to establish a connection, build trust and provide information in an immediate and transparent manner.

Live streaming is another technology that you may want to consider incorporating into your sales process. Allow your shoppers to connect in real-time with your team.  It’s not just Millennials that want their information now…Boomers do too!

Are you ready to take your video marketing game to the next level? Try these three video strategies designed to engage customers and increase conversions and leads.

For Car Buyers, 5 Is the Magic Number

While the consumer’s car buying journey can include upwards of 24 touchpoints, there are some particular milestone moments in that journey that can define and direct their actions. These moments are covered in a report recently released by Google’s Automotive division, “The 5 Auto Shopping Moments Every Brand Must Own.” The report states that the key moments within a car buyer’s path that every brand must be aware of and present for are:

  1. Which car is best?
  2. Is it right for me?
  3. Can I afford it?
  4. Where should I buy it?
  5. Am I getting a deal?

To truly make an impact on these shoppers throughout each stage of the car buying process, dealers need to have content which appeals to buyers, that makes those buyers desire to take action, and that helps lead them down the road to their dealership. At each stage in the process, dealerships compete for consumer eyeballs. While some dealers will rely on stock information for their vehicle descriptions, others may actually take the time to write custom comments. Some will have a limited number of photos of a vehicle, while others may include 40 or more. The problem is that, to the consumer, every vehicle is almost always one of many in a list that’s typically sorted by price.

So, you can you differentiate your Honda Civic from the thousand others for sale in a market?

Through storytelling.

Statistics show that we remember 20 percent of what we hear; 30 percent of what we see; but a whopping 70 percent of what we both see AND hear. The more of a customer’s attention you can grab, the more likely that YOUR vehicle will catch and hold their attention. Descriptions alone can’t achieve this. You’ll be lucky if they even read the whole thing. And forget about a customer flipping through 40 photos. Chances are that they will browse through a few before abandoning that VDP and moving on to the next one. And the next one may or may not be yours. The only way to maximize your shot at attracting and keeping interest is through a combination of sight and sound – and that’s where video comes in.

Video has the unique power to tell stories. Whether those stories are about the vehicle, the salesperson, the dealership, or a plethora of other topics, no other medium is as powerful.

With video, you can tailor your story to a specific person. Few marketing tools have more influence on a car shopper than a vehicle video walkaround, specifically made for that customer. Think of how much more effective an e-mail response is that contains a personalized video greeting, over the multiple canned email responses they probably receive from your competition.  Consumers aren’t stupid. They realize that these type of e-mails are not authentic responses to their inquiries. Chances are that just about every one they receive from multiple dealers contain very similar messages. Video will give your dealership the edge. The consumer can very quickly see that they have received an authentic response. And that the salesperson, or BDC rep, took the time to make a video specifically for them!

It’s time to up your game. Make an impression that is meaningful, authentic and personalized.

In my session at the 20th Digital Dealer Conference & Exposition, “The Four Best Ways to Use Video: Learn a Video Marketing Strategy that Sells,” I explain just how crucial video marketing is to a dealership’s success. I will also talk about the importance of having an identified, measurable and scalable video marketing strategy. While video content doesn’t have to be difficult to produce, there is certainly more to it than simply running out and buying a camera. Join me in my session and you’ll leave knowing how to leverage the power of video to sell more cars.