Being a sales person can be extremely rewarding - but the whole sales process is not exactly a walk in the park. Just how many "nos" will pave the long and arduous road to a "yes"? Sales people deal with ample amounts of negativity that may, in the long run, drive them down and damage your company's results.
"Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time." said Thomas Edison.
So let's make this time count by having your sales team play a brand new card, the video card! Adding video to your sales strategy is a sure way of inspiring prospects to take action. It's got the human touch, it's non intrusive and nonthreatening, it's different and most of all, it's fun! Whatever your goal - scheduling an intro call, following up on a conversation, etc. - using video in sales can not only give a positive image of your company, but will also increase engagement.
Below are 3 types of sales video that will help support your sales effort.
THE video voice mail
Video voice mails should be used on a one-off basis, so use it wisely, at a critical moment in the sales process. Video voice mails are a great way to put a face to a name, they feel authentic and establish a trusting, almost friendly relationship with a prospect.
Be careful though, just because it is slightly informal doesn't mean that you should take it lightly or improvise. Do your preparation work, write down a few key points to make sure you cover everything you wanted to in your message. You want to keep the conversation going so encourage the recipient to get back in touch, give you some feedback, etc.
If you need more convincing, let's just say that outreach emails with video voice mails have a 42% click-through rate, compared to just 10% for those without one.
THE demo video
Product videos are not simply informative. Beautifully executed demo videos can be fascinating. During the purchase process, many of us like to read a product description, check reviews, etc. When a product is depicted in its best light, it ignites the desire for it. It's important to keep the video short and sweet, highlighting your product's USPs instead of providing a thorough description, as your prospects should already be familiar with its purpose.
If it's a service you want to pitch to a prospect, a demo video probably won't do the trick. Prospects might use one service in different ways, and would ideally need to test drive the product/service themselves, but that's not always possible. Short, one-off demo videos that answer a specific question could be just the ticket! Make sure the videos are engaging and personalised to your prospects' specific requirements.
Ask the support desk or the social media team to feed your content/marketing team any relevant questions that may arise. Then create short videos to answer these particular questions - screencasts are a good way to demonstrate a specific feature.
The hand-off video
When it's time to pass off a lead from, say, the initial sales person to the account manager, a quick hand-off video can go a long way. You want to ensure a smooth transition and maintain the trusting relationship established with the prospect. After the sales person makes the initial contact with the prospect (and even closes the first deal), they can create a hand-off video with the account manager to establish this person as their primary point of contact in the future.
The video can feature the account manager introducing themselves and explaining their experience within the industry. This is a great way for them to start building the relationship with the client. End the video with a CTA prompting the viewer to schedule some time for a chat with the account manager, for example. CTAs are the best way to keep the conversation going.
Sales videos should establish credibility and trust, and add that little pinch of human touch that's often missing from the sales process.
- Practice, rehearse... do not improvise
- Shoot the video in a quiet and neutral place
- Don't forget to take a professional photo for your thumbnail
- Include a CTA link at the end of your video
- Edit your video so it looks more polished (out goes the throat clearing bit at the beginning!)