Interview with Sean Kelley: Using Video to Generate Referrals

Sean Kelley, CEO of Car Motivators, and Covideo partner, is leveraging video to increase sales and results for his organization, and for other organizations as well. The infamous #carbizcoach is here to give you some practical and tactical tips for using video before the sale, during the sale, and after the sale. Continue reading to discover how you can leverage video to make your customer relationships more meaningful.

Sean Kelley on Leveraging Covideo Before, During, and After the Sale

First and foremost, let’s talk about before the customer arrives. Every salesperson in the world is trying to connect with their potential customers. If we use the same channels to connect with our customers that every other salesperson is using, that’s bad. We need to connect in a creative and unique way. At the end of the day, once we do begin a sales dialogue, the further down the sales funnel the customer is, the easier they are to close. What I mean by that is we can begin our dialogue with our customer after we’ve connected with a phone call, email, text, or video. Which one of those means of communication has the customer further down the funnel? Where there’s more trust, where there’s more rapport, where there’s more value in you or your product? Video!That’s right; if you connect with your customers in advance, prior to them engaging with you around sales-related activities, with a video, there is more trust. This is because they see you are going the extra mile for them to make a personalized video. Number two: the relationship is stronger because of the law of familiarity. Because they’ve watched the video prior to jumping into a sales conversation, there is now familiarity, causing the viewer to feel like they know you a little bit more whether you have met them or not. So when you do engage in a sales-related conversation, it’s easier to sell to them. You are setting yourself apart by leveraging video when most people do not. That’s how you can leverage video ahead of time.Now, during the sale, when you’re working with a client, leverage the tools that Covideo offers. For example, you can leverage the Covideo screen share to walk someone through a proposal and explain it to them. I personally use that for my company’s purposes all the time and my clients love it. Why? Because they can watch what I need them to watch at their leisure versus me forcing them into a specific meeting at a specific time. The number one most coached-on topic for salespeople this year has been: “How can I get in front of more clients?” If you want to generate more referrals, you can leverage the power of Covideo!Here’s another tip: Keep in touch in between sales. Don’t wait until after the sale because after the sale insinuates that they’re not going to buy from you again. I believe that if we create a memorable enough experience, and we follow up with video, we can actually develop these amazing relationships where people remember us when they are in the market for a vehicle or another product. Most salespeople leave voicemails. How many words is a 20-second voicemail for a customer worth? Well, however many words you can say in 20 seconds. How about a picture? A picture is worth a thousand words, but a picture is so final, just like after the sale.So let’s talk about in between sales, the relationship from one purchase to another. Whatever it is you sell, whether it’s a car or another product, people are probably going to buy another one again at some point. This is why you need to keep in touch in between sales. If you send your good, loyal customers a 30-second video three or four times a year, just so they remember you’ve developed a relationship, how much time will that take? Two minutes. Is it not worth it to know that will help you be the go-to expert for their purchases from now on? It’s amazing.Hopefully, these practical and tactical tips are going to help you get in touch and connect before the sale, help you create better experiences during the sale, and help you follow-up and build relationships in between sales.Find out more about Sean Kelley and his team at https://carmotivators.com/ to find out how they’re changing the car business through D.R.I.V.E.C3 coaching and a frontline, grassroots growth approach. Or, request to join the private Facebook group Car Motivators to connect with other like-minded individuals in the auto industry for daily tips and discussions.Covideo Dealer Services provides video email software that helps businesses and individuals communicate more effectively with easy-to-make personalized videos. Try it out for free.