Hey Joe,
For as long as I’ve been in the industry, I know you were advocating sending video messages to prospects. We do a pretty good job with it in my group, using CoVideo. We expect them to send a vehicle walk-around video and more later in the workflow. They seem to do okay, but when I look at my CoVideo report, it is hard to tell where that is an adequate amount. Is there a way to know how many video messages we should be sending as a dealer group?
F.B.
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We love videos!
Thanks so much! You know how fond we are of marketing videos and what they can do for your brand and help drive sales.
Glad to hear you have your team sending video messages consistently. Whether it is consistent enough is the question. If you require a video out to every inbound lead, along with other videos, there is a simple formula I use.
You should have 1.5X as many videos as leads
+ 1 additional video for every unsold showroom visit
+ 1 additional video for every appointment that day.
So, for instance, if your CRM says you had 45 leads yesterday. (Sure, some leads came in late, but I figure the same amount came in the night prior that carried over).
That means your team should make 67.5 videos. (I’m assuming every new lead gets 1 video no matter what, and half of the previous day’s leads that haven’t made significant contact or set an appointment to get a Day 2 Personal Video Introduction – what I recommend at least).
Then, let’s say you had ten unsold showroom visits, that would be 10 “thank you for stopping in” videos.
You may also have had 15 confirmed appointments for today/tomorrow, meaning you would send another 15 Appointment Confirmation videos (ideally). (Now, I don’t know how many ups, confirmed appointment videos, leads, or anything you receive, but this is a simple enough way to calculate it. Using this data, your number of videos made should be around 87.5.
1.5 video messages for every lead, 1 video message for every unsold showroom, and one appointment confirmation video message for each scheduled appointment.
I hope this formula helps, and keep up the great work using CoVideo to send out video messages to your customers.
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Joe Webb
