Stop Selling the Car, Start Selling You: The Script & Strategy That Turn Internet Leads Into Appointments

Let’s be honest—your day is slammed. You’re managing appointments, helping walk-ins, answering calls, and, of course, chasing internet leads. Some of those leads are solid. Others? Not so much.

And when they do come in, they’re almost always asking about one thing:

• “Is this vehicle still available?”

• “What’s the price?”

• “Can I see the Carfax?”

• “What’s the trim level and mileage?”

It’s all about that one specific car.

But here’s what we know:

Most buyers don’t actually buy the vehicle they first inquired about. In fact, studies from Cox Automotive show only about 1 in 3 buyers are focused on a single car when they enter the dealership.

So if your response is purely about that one unit—and it sells, or doesn't meet their expectations—you lose control.

Instead, flip the script. Focus on:

• Your dealership’s selection

• Your product knowledge

• Your commitment to helping them make the right decision

• The experience of working with you

That’s how you turn leads into appointments—and appointments into sales.

So, how do you say all that in one reply?

Simple: You use video.

Video is the easiest way to humanize your message, make a killer first impression, and show that you're more than just a stock number on a website.

But you’re busy. We get it.

You don’t have time to reinvent the wheel with every lead. That’s why we’ve made it dead simple to create a video strategy that works—without adding time to your day.

Here’s exactly what to do:

Step-by-step: The fastest way to convert leads to appointments 

1. Record this intro video once

Use this script for EXACTLY what to say to fill your appointment calendar. Record a video introducing yourself and explaining how you help people find the right vehicle. Pin it to the top of your Covideo library for easy access—you’ll reuse it over and over.

2. When a lead comes in

• Call the lead—Within 5 minutes. Leave a voicemail if they don’t answer, letting them know you’ll be sending them a video shortly.

• Record a 1–2 minute walkaround of the car they asked about. Point out key features and respond to any specific questions.

  • Or: Use a ready-made video from your OEM, LESA, WheelsTV, etc.

  • ❌ Pro tip: DON’T send a walkaround with no narration. The heavy breathing and lack of context isn’t doing you any favors. 😬

  • Here's a walkaround example we love!

3. Combine the two clips in Covideo

Use Covideo’s app to merge your intro and walkaround into one seamless, polished video. This gives you the best of all worlds, combining speed, personalization, and ideal messaging that drive results.

4. Send via email and text within 15 minutes

This multi-channel approach boosts your chances of getting seen and getting a response. With Covideo, you can send a text and email simultaneously, saving previous time and cutting down on repeat work.

5. Watch for the view notification—then call

Covideo sends you real-time notifications so you know exactly who’s watching when. Reach out while you're fresh in their mind and they're actively thinking about you.

Steal this script

Did you miss our script link above? Below is the only script you’ll ever need for your video lead responses. Be sure to personalize with your name and your dealership's name. You can use this over and over again. Remember that even if it sounds repetitive to you, it's the first time each customer is hearing from you!

Reusable video lead response script

“Hey there! [Your Name] here at [Dealership Name]—thanks so much for your interest.

I wanted to quickly introduce myself and put a face to the name. In just a second, I’ll show you the vehicle you asked about—but first, here’s something to keep in mind:

We get new inventory in every day—fresh trades, demo models, and some vehicles that may not even be online yet. So while this specific vehicle might be a great option, it’s just one of many I think you’ll love.

In fact, your biggest challenge is going to be narrowing it down to just one. But that’s where I come in—I’m here to help you sort through the choices and find what best fits your needs, lifestyle, and budget.

Take a look at this quick walkaround, and then our best next step is for you to give me a quick call or shoot me a message so we can set up a time for you to come by. That way, I can have a few top options lined up for you to check out in person. Looking forward to connecting soon!”

That’s it. No tech headache. No time drain. Just results.

By shifting the conversation from a specific car to a personal connection, you’re no longer limited by inventory—you’re building trust, creating options, and driving more people through the doors.

Your time matters. Your role matters. And with this strategy, you’re in control again.

Want help setting this up? We’ll walk you through it. Schedule a quick session here →