Lights, Camera, Traction! Closing More Deals with the Power of Video presented by Margaret Henney IS20G15 - Baltimore, MD Lord Baltimore Hotel April 15-17, 2024

1. Lights, Camera, Traction! Closing More
Deals with the Power of Video
Presented By Margaret Henney

2. Margaret Henny
VP of Marketing @ Covideo
Aka: The Video Doctor

3. Your Video Rx

4. Store A: High Covideo Usage
Store
10 salespeople
700+ internet leads/month
325 videos/month
Store B: Low Covideo Usage
Store
10 salespeople
800+ internet leads/month
42 videos/month
Covideo Case Study

5. 38.39%
Greater lead-to-response rate
297.5%
Greater lead-to-appointment-set rate
135.9%
Greater lead-to-sold rate
The DGDG store with high Covideo usage showed

6. Same location, tools, training,
number of salespeople, and
roughly the same number of leads
each month.
X Factor = Video Usage
Covideo Case Study

7. Internet Leads Funnel
100 internet
leads
60 two-way
conversations
36
appointments
22 shown
appointments
13
sales
Inbound lead response
Vehicle Walkaround
Appointment Reminder
Reengage Be-Backs
Post-Sale Thank You

8. Your Video Rx
Breakdown

9. Goal: Increase lead-to-response rate
Use Case: Inbound Lead Response
A prompt, personalized video response to inquiries, effectively engaging the lead by making
a great first impression and setting the stage for a meaningful, two-way conversation.
● Respond quickly
● Personalize your message
● Ask relevant questions
● Make it easy to reply

10. Goal: Increase lead-to-appointment set rate
Use Case: Vehicle Walkaround
A personalized video showcasing the vehicle's features, condition, and unique selling points,
enhancing transparency and building trust by allowing potential buyers to explore the car as if
they were there in person.
● Optimize your phone for recording
● Personalize your outreach
● Show the interior and exterior
● Call out specific interests

11. Goal: Increase appointment set-to-appointment-show rate
Use Case: Appointment Reminder
A short, engaging video message reminding customers of their upcoming appointment,
personalizing the experience and increasing the likelihood of attendance by reinforcing the
value of the visit.
● Be crystal clear
● Show excitement and confidence
● Reference other inventory
● Be flexible in scheduling

12. Goal: Reengaged prospective buyers
Use Case: Reconnect with Be-Backs
A targeted video message aimed at customers who have previously visited but did not
purchase, highlighting new incentives, inventory updates, or personalized deals to reignite
interest and encourage a return visit.
● Reference customer’s needs and preferences
● Highlight new inventory
● Mention incentives, deals, or discounts
● Reiterate you’re here to help

13. Goal: Generate reviews, referrals & leads
Use Case: Post-Sale Thank You
A heartfelt video expressing gratitude to customers for their purchase, fostering a personal
connection and laying the foundation for long-term loyalty, positive reviews, and warm referrals.
● Express gratitude
● Acknowledge their purchase
● Specifically request referrals and reviews

14. Q & A