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Friday, August 24, 2012

From the Trenches – When to Break the 3-Minute Rule with Videos - Automotive Professional Community

From the Trenches – When to Break the 3-Minute Rule with Videos - Automotive Professional Community


I’ve been using videos for our dealership since 2009 when I saw a seminar by Jim Ziegler at NADA.  I was very impressed and went back to Chicago and bought a video camera.  Since then, we’ve put up over 2,700 videos on YouTube.

The best practice of 3 to 5 minutes for a video is well known and has a firm foundation.  But it’s not gospel.  Let me explain.

In my mind, for dealers, there are basically four kinds of videos that you can make for your dealership and varying lengths that are acceptable for them. 

  • Branding videos – very short, maybe 1 minute max.
  • Conversion videos – 2-5 minutes
  • True Walkaround Videos – 3-8 minutes
  • Instructional Videos – whatever is necessary

Branding Videos are basically advertising your store or product and services.  Customers have a very low tolerance and acceptance for them because they are “push” marketing similar to TV commercials.  Need I say more?  These should be very polished and you probably want a professional involved.

Conversion videos are videos created and sent to customers by a salesperson on a specific vehicle because "a video is worth a thousand photos".  It allows the salesperson to introduce him or herself, plug the store, and ask for the appointment.  The customer wants to see that car and is willing to watch a little longer.

True Walkaround Videos are not directed at a particular customer.  They are intended to be useful to those researching a particular model.  Consumers who are researching want to see as much as possible about a particular vehicle so they can compare it to competing models.  They will watch the entire video if it provides what they are looking for.

Instructional Videos teach something and the complexity of doing so can cause varying lengths of time.  Consumers understand that.  Something simple can be taught very quickly but some things take longer just to get through the steps.  The consumer will follow along based on their interest.

There are exceptions to every rule.  The real key is whether you are providing the entertainment factor or are providing the information that is being sought by the consumer.  A customer that is looking for detail will not appreciate it if you skip over those details to keep your video short.

Best practices are there to be a guideline, not a rule.  Always practice being a consumer and that will tell you when to go beyond best pratices.
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Written by
 Tom Gorham
Editor, From The Trenches
Automotive Digital Marketing
Professional Community