Internet Car Sales Training: The Best Way to Answer an Internet Lead

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In the world of car sales, effectively responding to internet leads can make or break your success. In this article, we will explore the best practices for answering an internet lead that will help you achieve a 90 percent response rate and stand out from your competition. By utilizing video in your responses and tailoring each message to the specific lead, you can build personal connections with potential customers and increase your chances of making a sale.

Understanding the Importance of Video

Video is the game-changer when it comes to answering internet leads. By incorporating video into your responses, you can immediately capture the attention of the lead and set yourself apart from others who are simply sending emails or making phone calls. According to Andy Elliot, a car sales expert, using video in your responses can result in a 90 percent response rate, making it a highly effective strategy.

The Power of Personal Connection

When you respond to an internet lead, it’s crucial to establish a personal connection with the potential customer. By presenting yourself on video, you give them the opportunity to see who you are and connect with you on a deeper level. This personal touch can give you an edge over other salespeople who may be using generic templates or not utilizing video at all. Andy Elliot emphasizes that every video should be tailored specifically to the lead, as using the same video repeatedly will not yield the same results.

Crafting Your Response

To effectively answer an internet lead, it’s important to be relevant and address the specific inquiry or question that the lead has. Start your video by acknowledging their query and then proceed to provide relevant information. For example, if the lead asked about the mileage on a particular vehicle, begin your response by stating that you have just checked and provide the mileage. This shows that you are attentive to their needs and establishes credibility from the start.

Fishing for Information

In addition to addressing the lead’s initial question, it’s important to “fish” for additional information that may be important to the customer. Ask about topics such as trade-ins, financing options, and dealer benefits. By addressing these potential concerns in one concise video, you can alleviate any anxieties the lead may have and demonstrate that you have their best interests in mind.

Keeping it Concise

When creating video responses to internet leads, it’s important to keep them concise and under 45 seconds. Studies show that if a video exceeds this length, it becomes less likely to be watched in its entirety. By ensuring that your videos are short and to the point, you increase the chances of the lead watching and engaging with your content. Make every second count by delivering your message effectively and clearly.

Closing the Response

In your video response, it’s essential to include a clear call-to-action at the end. Provide your cellphone number and encourage the lead to text or call you at their convenience. Make them feel valued and assured that you are available to assist them throughout the car buying process. By ending your response on a positive note and expressing enthusiasm to speak with them, you create a sense of trust and rapport.

The Benefits of Using Video

Using video in your internet lead responses has numerous benefits. Not only does it help you stand out from the competition, but it also allows you to establish a personal connection with potential customers. Video allows you to convey your enthusiasm and expertise in a way that written communication simply cannot match. By leveraging this powerful tool, you can increase your chances of converting leads into sales.


Answering internet leads effectively is a crucial skill for success in the car sales industry. By utilizing video in your responses and tailoring each message to the specific lead, you can build personal connections and stand out from your competition. Remember to keep your videos concise, address the lead’s initial question, and “fish” for additional information to provide a well-rounded response. With these strategies in place, you can achieve a 90 percent response rate and crush it in the world of internet car sales.

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