Virtual Sales Strategies for Car Dealerships

Virtual sales have gone from a niche way of selling remotely to the standard, whether it involves an individual rep working from home or an entire team handling the sales process online. For car dealerships especially, virtual sales have quickly shifted from a “nice to have” to a necessity. Buyers expect a digital-first experience, and dealerships that adapt will have a competitive advantage.

But here’s the challenge: without face-to-face interaction, sales teams need to adjust their strategies, sharpen their skills, and lean on the right technology to connect with today’s buyers. This guide will cover how to keep your sales team performing at the top of their game—even when selling virtually.

While many of these tips are geared toward virtual sales at car dealerships, countless industries can benefit from reviewing and improving their remote selling process.

4 virtual sales tips to increase conversions

The virtual sales process looks different than the traditional in-person approach. Here are four proven ways car dealerships can boost conversions with virtual sales:

1. Increase activity on social media

Social selling should be a top priority. Millions of people begin their car-buying journey online, often on platforms like Facebook, where individuals and dealers alike sell vehicles. Having a strong online presence allows you to connect with prospects before they ever set foot in your showroom. Share inventory walkarounds, customer testimonials, and behind-the-scenes dealership content to build trust and attract buyers.

2. Sync sales and marketing

Virtual sales require tighter alignment between your sales and marketing teams. Messaging, branding, and follow-up need to be consistent across every channel. For dealerships, this means your ads, emails, and video messages should all work together to deliver a seamless buying experience. (Be sure you’re tracking your customer data in your CRM to fill in any gaps in your sales cycle!)

3. Use video to replicate face-to-face interaction

Nothing replaces a handshake, but video comes close. Video emails and personalized walkarounds let sales reps show vehicles, answer questions, and build trust just like they would on the lot. For example, an introduction video is a great way to respond to an online inquiry. You can introduce yourself and your dealership, show off vehicle options, and plan for an in-store visit.

4. Invest in the right technology

An effective virtual sales platform keeps your team organized and efficient. From video messaging tools like Covideo to CRM integrations and live meeting platforms, technology is what allows dealerships to streamline communication, track performance, and close deals faster.

Making virtual sales as effective as in-person outreach

Platforms like Covideo help dealerships connect with buyers anywhere, anytime. Here are some tactics to consider when building rapport with online customers:

• Incorporate video into outreach – Personalized video messages put a face to your name, make your outreach stand out, and help build trust from the start.

• Leverage a virtual sales platform – Tools like Covideo allow dealerships to create, send, and track videos in minutes, giving reps valuable insights into buyer engagement. Ensure all data tracks in your CRM.

• Focus on clear next steps – Cox Automotive found buyers spend about 61% of their total shopping time online. Most complete the process in person, though. Video can act as a bridge between virtual and in-person experience and communicate next steps for a visit.

Virtual selling skills every dealership needs

Moving between virtual sales and the showroom floor requires dealers to adapt. Sales reps need to:

• Add value from the very first point of contact

• Adapt quickly to buyer needs and communication preferences

• Keep prospects engaged throughout the online journey

• Personalize every touchpoint with video, messaging, and follow-up

The end goal—creating new customers and closing deals—remains the same, but the skills may look a little different when connecting online. Successful dealers must adopt new technology to make connections.

When should you pivot to virtual sales strategies?

Chances are you already have adopted virtual sales processes! Do you save customer inquiries in a CRM? Do you list your inventory online? Do you answer emails from customers? Then you already have the skills you need to use tools like video.

The car-buying process has shifted online, and dealerships that fail to embrace virtual sales have already been left behind. But many dealerships may still have gaps in their sales process. It’s important to audit your virtual sales tools to make sure they are working properly. This may include:

• Testing your forms on your website to ensure everything is connected

• Investing in new technology like AI chatbots or personalized video

• “Secret shopping” your dealership to experience the process from the customer side

• Investigating if your phone calls or emails are likely to go to spam

• Compare your website, social media, etc. with those of your competitors

• Improving SEO, load time, and organization on your website

If you’ve already adopted digital tools, there is always room to improve, and virtual sales is only going to become more important over time.

Mastering the virtual meeting

Covideo is great for asynchronous outreach, meaning the recipient can view and respond to it on their own time. This is extra helpful when reaching out to busy customers.

However, many virtual sales happen in live meetings, especially in the B2B sales world, including communications like live demos, financing discussions, or onboarding. Here are some best practices for making those meetings as professional and effective as possible:

• Dress the part – Present yourself as if you were meeting in person or on the showroom floor. First impressions still matter.

• Test your tech – Check your camera, microphone, and internet connection before meeting with a buyer or collaborator. Technical issues can kill momentum.

• Limit distractions – Choose a quiet space and minimize background noise or interruptions.

• Send a video reminder – A short video email before the meeting sets expectations and increases attendance.

• Stay focused – Give buyers your full attention. Avoid multitasking to show respect for their time.

• Keep it concise – Respect schedules by sticking to the agenda. If something gets missed, follow up with a quick recap video.

• Consider accessibility – Use video with captions to help those with difficulty hearing or who are working in a loud space.

Meet buyers on their terms

Sometimes buyers don’t have time to jump on a live call. In these cases, video email is a powerful alternative. Instead of a long text-based email, send a quick personalized video update they can watch on their own schedule. For dealerships, this could mean:

• Sending a vehicle walkaround video after an inquiry

• Providing a personalized financing update

• Offering trade-in instructions and next steps

• Following up with a thank-you message after a sale

These small touches help replicate the warmth of an in-person experience while staying efficient.

The bottom line: virtual sales are here to stay

Buyers expect convenience, personalization, and efficiency at every stage of the car-buying process. With the right tools, strategies, and skills, your team can make virtual sales just as impactful as in-person interactions.

If you’re ready to bring video into your sales process, try Covideo for free. Our platform makes it simple for dealerships to create personalized video messages that build trust, shorten the sales cycle, and keep customers coming back for more.