Welcome to another edition of AutoViz! This month, we’re discussing video best practices and strategies for car dealerships, focusing on how large sales teams can effectively use videos. We had the pleasure of interviewing Hassan Abadi, the Internet Sales Director at Greenway Ford.
With over 8 years in the automotive industry, Hassan has successfully integrated video into his team’s sales process.
How has video affected how you do your process?
“We have made it mandatory for our sales team to go out there, take a video, and introduce themselves as well. We also gave them pointers on how to start with taking the video because we know how important it is to get to that special customer touch or customer interaction that allows us to get more engagement. Leads that we only used to call, text, and email were not getting as much engagement as videos. So, we have the option to opt them in for texting and emailing, and we also send them a video of the vehicle, which has a much higher open rate and watch rate than any other email or text message we send out. This helps us bring more people through the showroom and has increased our show rate on third-party leads, which has been pretty helpful.”
Do you feel that video has specifically helped the internet department get those rapid responses back to customers?
“It’s important to get quality first before speed, but getting good video quality out there helps engage your customers and entice them to come in sooner than planned. We did see an increase in our show rate, which helped us ultimately convert more sales. Overall, it has been a very positive experience for us.”
What would you say are some of the best practices for video that you’ve instilled in your team?
“It really comes down to making things that work a habit. I have a very large salesforce of about 45 salespeople, and we set up reminders within the CRM to make sure they send their videos out and make it part of their daily accountability. We’re not here to make people do more work without benefit; we see the benefit in video and sending it out to the customer, so we made it a mandatory part of our process to ensure that salespeople and customers get the best quality response, answer all their questions, and give them more reason to choose Greenway Ford and visit our showroom instead of any other one.”
Thanks to Hassan and the entire Greenway Ford team. Keep up the great work!