Digital Advertising Resource for
RV Dealers and RV Industry

Videos Generate Lots More RV Shopper Leads …

Posted by Chris Mapson on Feb 06, 2013

Film icon blue glass, isolated on white background.

RV dealers always ask us:  “Is it really worth the effort to create a video for each of my RVs?”

So we did the math …

Random Sample:

We analyzed a large random sample of RV ads — 1/2 WITH video — 1/2 with NO video.

The ads WITH videos pulled 46% more leads.  Yes.  FORTY-SIX percent MORE leads.

Reality Check:

Video converts clickers (ad viewers) into leads (ad inquirers).  Hey, if they’re watching your video, they’re not scoping out your competitor’s inventory.

Clearly, putting unit-specific video onto your RV classified ads gets your sales people into far more meaningful conversations with ready / willing and able buyers.  Period.

So, where you used to receive 100 leads in X amount of time, add video, and you’ll likely enjoy fielding 140 to 150 leads in the same time frame.

What Are You Going To Do With All Those Extra Leads?

Ask yourself this … in capable hands … “How many EXTRA sales could we close with 40 or 50 EXTRA leads?”

Video could amount to a fairly nice book of business for you.

The Competitive Landscape:

Out of all the ads currently on RVT.com, only 1.9% have videos.  Competition is low.  Think of video as a tremendous opportunity.  It’s like a new frontier, except it’s now statistically proven.

There’s A Flag on the Field!  Don’t Commit This Foul …

Just a word to the wise … make sure you bring your excellent sales training along with you when you shoot RV video.  Try hard to avoid the proverbial “feature dump.”  Remember, people buy benefits.  Be sure you commentate clearly on the benefits of the features you demonstrate – even on your videos.

And, be generous with your calls to action at the beginning, middle and end of your videos too.  Encourage folks to be in touch with you, urge them to give you a quick call, slip it in that they should send you an email or click the Contact Seller button to inquire.  Make sure you “lay out the welcome mat” in your video so customers will feel great about popping in for a personal guided tour.

Got video comments / ideas / questions?  Want to know more, learn how to upload a video onto RVT.com?  Feel free to give us a call or post a comment below.

RVT.com:  Helping RV dealers increase sales since 1999.

Author: Chris Mapson

PG Chris Mapson | RVT.com | RV Sales Maximization Specialist. Chris is RVT's Lead Generation, Lead Management and CRM professional. He works closely with RV dealers and manufacturers across N. America. Chris helps "optimize" RV ad listings and implements out-of-the-box Lead Generation initiatives that increase dealers' RV sales. Blog: RVAdvertiser.com. Private consultations: Visit RVT.com/Sessions.

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Comments

  1. Buffalo Bob Wagner

    Hi Chris. Do you have any examples?
    Many thanks.
    Bob

  2. Chris Mapson

    Hi Bob: Great question! Just before Christmas, I pulled a list of our top viewed videos in the previous 6 months. As soon as I got your request for examples, I went back to that list – no more than 8 weeks old (including Christmas!) and … 9 out of the 10 videos were gone. Units were most likely SOLD! I think we’re onto something here!

    So, I went back and looked again just now. Here are a couple of decent examples, I think, of videos I can share.

    2013 Echo Bandit Toy Hauler 190 b (Hunter\’s Edition) – I like this video because if you think about the target market this unit is suited for, I feel the video matches the market. Not over produced, not flashy, salt-of-the-earth, honest, simple, excellent calls to action at the end as well. He deals with price concerns, says he wants to earn the viewer’s business, is very welcoming and gives full contact information. Not badly done. Not Spielberg, but perfect for the market he is selling to.

    Here’s another one: 2007 Coachmen Diesel Freelander M # 2600s – A great tour through the motorhome, quick paced, good descriptions, shows the unit fully, touches effectively on most of the tricky items like tires, mileage and storage capacity. Well presented, gives a low pressure call to action and full contact info as well.

    Please let me know if you come across an RV video (or even one from the car business) that you think is particularly well done.

    Remember, the Academy Awards aren’t the key factor. Getting it done is pay dirt.

  3. Larry J Clark

    Well done Chris!

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