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Watch: Lookers Land Rover Chipperfield - Whetting a customer's appetite the day before a test drive

Sales executive Edward Sykes from Lookers Land Rover Chipperfield makes a personal video for a potential customer who will be test driving a nearly new Discovery the following day thereby whetting their appetite and introducing himself.

The first thing you notice about the video is the woodland rather than showroom setting which is very much in-keeping with the brand’s outdoors and off-road image.

The ex-service loan car is nearly new and the customer had already indicated a preference for this particular colour. Edward highlights the low mileage and the mud flaps which the dealership has included.

His approach is thorough, friendly and personable.

By underlining specific elements the customer has already referenced, Edward clearly demonstrates his ability to listen to the customer which will resonate.

He shows how the panoramic sunroof floods the car with light and draws attention to particular features and the technology. He mentions the terrain response system which he also promises to demonstrate during the test drive.

This is a great way to minimise the chances of a ‘no show’ as well as creating a sense of anticipation for the customer.

Edward is ‘selling’ the car without the ‘hard sell’ even before the customer has taken a test drive.

The time and effort to make the video less than 24-hours before the customer sees the vehicle for himself will no doubt leave a lasting impression not just of the car but the level of customer service and attention the customer can expect from Edward.

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