Introduction to Video Selling
Why video?
Before we think about video selling, think about the videos you’ve watched recently on Facebook, Instagram, YouTube, Netflix or the BBC. Think of the millions of hours of video content being consumed on streaming platforms and social media right now. Consumers are naturally gravitating towards video, and business are beginning to follow.
We already know video is important
Challenges faced by sales teams
Sales teams around the world share many common challenges; poor quality leads, a drawn-out sales cycle or cumbersome sales process, or a lack of urgency, connection or perceived value. Video can help to address all of the above.
My leads are poor quality
My sales cycle is too long
Prospects struggle with my product’s price
Have difficulty establishing urgency
Prospects don’t see the value in my product
It’s hard to get in touch/connect with prospects
Why Video Works
How many emails have your received in the last 24 hours? Do you remember them all? It's’ more difficult than ever to stand out in the inbox and cut through the noise. Video does this better than any other medium. It enhances client relationships and it gets results.
Stand out in the inbox
Video personalises your message and engages in a way traditional emails can't.
Establish a connection
If your prospect has seen you, they're much more likely to feel a connection.
Accelerate & close deals
By using video in your sales process you'll be memorable and stand out from competition.
Why Make a Sales Pitch Video?
1-to-1 video
Stand out from your competition and grab your audience’s attention
Using Video in the Sales Process
At every stage in sales process, it’s important to optimise each video in order to achieve a specific goal. Think about your end goal for each video; do you want to use it to convert a lead? To generate web traffic? Or simply to connect more quickly and get an invite for that all-important coffee? What do your outreach goals, nurture goals and end goals look like in your business?
Once you’ve established your video goals, practise, practise, practise! The more you integrate video with your sales process, the more naturally it will become an ordinary part of your working day.
Video is now a key part of how our sales team breaks through the noise and builds trust with buyers.
The Framework
Here is a recommended framework example to get you started. Add, remove, and test each variant included based on your business, industry and personas.
Make it Personal
Once you’re connected, your prospect is officially on a journey to progressing a deal with you.
Personalisation is all about putting your face to your name, a recognisable, approachable identity to your brand. But it’s not content for the sake of content; you must always add value and always be relevant. Refine your video communications by deciding what goal you want to achieve, then choose the most appropriate level of personalisation
- Hyper personalised videos are a true 1-2-1 interaction (Saying hi to Martin from ABC inc.)
- Account focused personalisation builds bridges between your brand and theirs (saying hi to to the team at ABC inc.)
- Generic personalised videos share a common understanding, share knowledge and position you as a thought leader (the kind of content the folks at ABC inc. would love to see.)
There are so many opportunities to leverage video!
How Video can Boost Your Sales
Prospecting
- Account based videos
- Introductions
- Pitches
Keeping in touch
- promo announcements
- Thank you messages
- Stakeholder updates
- Event invitations
Sales
- Pre-meeting connect
- Post-meeting follow-up
- Personalised demo
- Proposal walk-throughs
Training & support
- "How-to" guides
- Navigation overviews
Are you ready?
Socially Grown can support you every step of the way!
Whether you are completely new to video, you’re familiar with video marketing or you’ve integrated video into some or all of your sales, Socially Grown can help get your business to the next level with video sales.
