How to use photos and videos to convert service sales

By July 19, 2017Service Drive

Have you heard about the new service secret weapon? Visual evidence such as videos and photos are fast becoming a popular sales tool in the Service Department. Many dealerships using an electronic Vehicle Health Check (eVHC) system with integrated photo and video capabilities have reported a marked improvement on their service performance.

We’re all watching more videos

The current trend for consuming visual content is growing, particularly in relation to online videos. If we want to know and understand something, we also need to see it! According to a recent survey by comScore, 176 million people on average are viewing online videos each month, many of them through the likes of YouTube.

Superservice Triage videosDealerships need to capitalise on this trend

Using an eVHC system with integrated real-time photo and video capabilities, such as Superservice Triage eVHC, allows service technicians to take photo and video footage during the eVHC process at no extra cost.

When a service technician identifies any repair work, they can either take a photo of the damage, or take a video with an audio explanation of the recommended repair work.

Showing customers photo and video footage of their vehicle is a quick, easy and transparent way of conveying the full extent of the damage or repair to a customer.

Visual evidence really does work

After carrying out the vehicle inspection, the results can be emailed to the customer, along with photo/video evidence and VIN-specific price of the repair cost. After reviewing the report, customers can also authorise the repair online, making the process quick and easy.

Hard sales pressure, whether it’s face-to-face or over the phone, can sometimes create a negative mindset in the eyes of the customer and lose you the sale. Instead of just telling your customers what’s wrong with their vehicle, it’s better to show it and explain it to them.

Providing visual evidence makes it easier for customers to understand the repair work that you’re recommending, as they can see the issue or damage. It’s an engaging process that makes them feel more informed, and it increases the chances of them authorising the repair work.

The level of insight that photos and videos give customers mean they can make an informed decision without any direct sales pressure. Many dealerships see this approach as a much better way of putting across information, particularly when it comes to repair work.

Superservice Triage eVHCSuperservice Triage by Infomedia is a real-time, VIN-specific electronic Vehicle Health Check system. It empowers dealerships to increase revenue, improve their Service Department’s productivity and build customer trust.

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