Video Walkarounds That Get Replies

A 60-second walkaround video does something a photo gallery can't. It puts a face and a voice on the car. The shopper hears it start. They see the scratch you were honest about. And they know who they'll be dealing with when they show up.

Most dealership videos still don't get replies. Here's why, and how to fix it.

Why most videos get ignored

• Too long. Four minutes of panning across the dash.
• Not personal. The same video to everyone, no name.
• No question at the end. "Let me know if you have any questions" isn't a question.
• Bad timing. Sent two days after the lead, when they've already been to another store.

The 60-second script

1. 0 to 5 seconds: "Hi Sarah, it's Mike at Riverside. This is the Tacoma you asked about."
2. 5 to 40 seconds: walk it. Start it up. Show what buyers of this car care about: the bed on a truck, the third row on an SUV, tires and interior wear on anything used.
3. 40 to 50 seconds: one honest thing. "Small scuff on the rear bumper, right here." Nothing in the video builds more trust.
4. 50 to 60 seconds: one question. "Want me to hold it for you Saturday morning, or is after work better?"

Shoot it on a phone like a pro

• Shoot vertical. It's going to a phone.
• Go outside, with the sun behind you.
• Radio off. Stand on the side away from the wind.
• One take. Don't edit. Real beats polished.

When to send one

• Within minutes of a new lead asking about a specific car.
• Right after a phone call, so the caller sees the car while it's fresh.
• After a test drive that didn't close: "Thanks for coming in, here's the one you drove."
• After delivery: a 20-second thank-you. It's the cheapest referral ask there is.

Four habits that kill replies

• Reading the window sticker. They can read. Show them what the sticker can't.
• Features nobody asked about. A first-time buyer doesn't care about the tow rating.
• Hiding the flaw. They'll find it on the lot, and then they'll wonder what else you skipped.
• Selling price in the video. Save numbers for the conversation.

Track three numbers, or it fades

Every store that tries videos is excited for two weeks. Then it fades, because nobody's counting. Track three numbers per salesperson every week: videos sent, videos viewed, replies. Put them on the board next to speed to lead and units. Praise replies, not volume.

In CarSales AI

Walkaround videos live in the Photo & Video Manager, and the walkaround and thank-you videos a salesperson has sent are linked to the customer and the car, so the next person who picks up the deal can see them. Every video goes out as a tracked link: the salesperson is alerted the moment the customer opens it, and a video leaderboard by salesperson shows videos sent, opened, replied to and the appointments that followed.

Want your team sending videos by next week? Start free for 14 days. Selling on your own? Get your own page to link from every video, and read the salesperson's personal brand page.