In the automotive industry, sales calls are the lifeline of customer engagement. Whether you're booking appointments, answering inquiries, or closing deals, how you communicate with potential buyers can make all the difference. One key debate in modern sales strategies is whether to use FaceTime or pre-recorded videos when a customer is hesitant to visit the dealership.
While pre-recorded videos have their place, FaceTime offers a personal touch and interactivity that significantly enhances the sales experience. If you want to boost your closing ratio, secure more appointments, and ultimately sell more cars, understanding the advantages of live video calls is crucial.
The Challenge: Engaging Customers Who Hesitate
Every salesperson encounters prospects who are not quite ready to visit the dealership. Whether it's due to distance, time constraints, or uncertainty, these customers need reassurance before committing to an in-person visit.
Some sales professionals opt for pre-recorded videos showcasing the vehicle and its features. While this might seem like a convenient solution, it lacks the human connection required to build trust and move the customer down the sales funnel.
So, what's the alternative? FaceTime or live video calls.
Why FaceTime is More Effective Than Pre-Recorded Videos
1. FaceTime Creates a Personal Connection
A pre-recorded video is a one-way interaction. The customer watches it, but there’s no direct engagement. With FaceTime, however, you can instantly establish rapport. You greet the customer by name, acknowledge their needs, and make the experience feel tailored to them.
For example, imagine saying:
"Hey John, thanks for taking the time to jump on this call! I know you’re busy, so I’ll walk you through this car quickly. Let me know if you have any questions."
This approach humanises the sales process and makes the customer feel valued, which is crucial in high-involvement purchases like vehicles.
2. Real-Time Interaction and Objection Handling
One of the biggest drawbacks of pre-recorded videos is their inability to address customer concerns in real-time. When a prospect watches a video, they might have questions, doubts, or hesitations—but they can’t get immediate answers.
With FaceTime, you can handle objections on the spot:
If the customer is worried about the car’s condition, you can zoom in on any details they’d like to see.
If they’re unsure about financing options, you can introduce them to the finance manager immediately.
If they’re concerned about availability, you can provide real-time confirmation.
This ability to address objections prevents potential buyers from losing interest and moving on to another dealer.
3. FaceTime Introduces the Salesperson and Manager
Buying a car is a significant financial decision, and trust plays a massive role in the process. Pre-recorded videos might show the car, but they don’t showcase the people behind the sale.
With a FaceTime call, you can introduce yourself properly, showcase your expertise, and even bring in your manager to reinforce credibility. This is particularly effective for customers who need reassurance before committing.
For instance, you could say:
"John, I’d love for you to meet my manager, Sarah, who oversees our pre-owned department. She can answer any questions you have about our certified vehicles and warranty options."
This adds authority and reassurance, something a static video simply cannot do.
4. FaceTime Builds Urgency and Excitement
Live interactions create energy and enthusiasm that is difficult to replicate in pre-recorded content. When you’re on a FaceTime call, you can express genuine excitement about the car, helping to create urgency and engagement.
For example:
"John, I want to show you the wheels on this model—you’re going to love them! And just so you know, we’ve had a few inquiries on this car today, so let me know if you’d like me to put a hold on it for you."
This kind of real-time enthusiasm can push a customer closer to making a decision.
When to Use FaceTime Over a Pre-Recorded Video
While pre-recorded videos can still be useful for general marketing and follow-ups, FaceTime is the superior choice when:
A customer is hesitant about coming in and needs reassurance.
You need to handle objections in real-time to prevent lost sales.
You want to build rapport quickly and personalise the experience.
The customer is far away and needs a more detailed walkthrough of the vehicle.
How to Implement FaceTime into Your Sales Calls
Using FaceTime effectively requires a structured approach. Here are a few tips to ensure your live video calls convert leads into showroom visits:
1. Prepare Before the Call
Have the car cleaned and ready to showcase.
Be in a well-lit, quiet area to minimise distractions.
Ensure a strong internet connection to avoid technical issues.
2. Start with a Strong Introduction
Address the customer by name.
Thank them for their time and express enthusiasm.
Set expectations for the call (e.g., "I’ll give you a quick tour, and you can ask me anything in real-time.").
3. Showcase Key Features That Matter to the Customer
Ask them what’s most important to them in a vehicle.
Focus on those features and show them up close.
Compare the car to competitors if needed.
4. Handle Objections Confidently
Be ready with answers about financing, availability, or specifications.
Introduce a manager if needed.
5. End with a Call to Action
Offer to schedule a test drive.
Encourage them to visit the dealership.
If they can’t visit immediately, discuss remote purchase options.
In the fast-paced world of automotive sales, leveraging FaceTime in your sales calls can be a game-changer. It fosters trust, allows for real-time engagement, and significantly improves conversion rates compared to pre-recorded videos.
By using live video calls strategically, sales professionals can move more customers down the funnel, secure more appointments, and ultimately close more deals.
Want to enhance your sales strategies further? Explore our sales training courses and learn how TSS can help.
