If we all know that buyers like to watch videos, why are we not using them in our sales cycle? Buyers in our industry like to ‘see’ for themselves what your product or service are doing in order to understand how it can potentially help their problem. Then they want to understand from you how it works, applies and benefits their operation. Videos specifically from you can help make the sale happen.
According to a December 2020 study by Wyzowl, when asked how they’d most like to learn about a product or service, 69% said they’d prefer to watch a short video. This compares to 18% who’d rather read a text-based article, website or post, 4% who’d like to view an infographic, 3% who’d rather download an ebook or manual, 3% who’d rather attend a webinar or pitch, and 2% who’d like a sales call or demo.
What free and easy video tools can help you create a personal message? Find out in less than 30 seconds.
Let’s examine 4 way in which you can create personalized videos for your sales cycle and continue the face-to-face selling even when you’re not physically there.
#1 Videos Get the Sales Cycle Started
As a professional sales person, you know what you want to say if someone answers the phone. You’ve worked on and perfected your sales pitch in order to capture and quickly qualify the prospect. Simply take what you say on the phone or in person and put it on a video. The video software we’re suggesting, even at the free level, will accommodate numerous videos and store them in a library. Now you can use their name and company name to customize the video.
For instance, take the Project Report from SalesLeads and create a video response. Since you get the name, title, email address, phone number and a summary of what their identified project is about, this is a perfect way to tailor your solution to what the prospect is looking for. Start by making a phone call. If you don’t get through, leave a message that you’ll be sending an email with a personalized message directly from you. Create a video for what you want to say, or your sales pitch. Send the message to the email provided. Your chances for a response has just increased.
#2 Videos are the Proof that your Solution Works
As you begin the sales cycle, and the prospect or sales lead wants to learn more about your product and service, the video will act as proof that it works. Once they see it, the prospect will have a pretty good idea how to apply it within their environment. The video can be one that is professionally done by your marketing department, or it could be a video taken at a customer site with your phone. Both options works. You’ll need to use your own judgement on which video will have more impact.
#3 Videos help to Understand the Features and Benefits of your Product and Service
You know how a picture is worth 1,000 words? A video is worth 1,000 sales. Once you’re in the sales cycle, the video can demonstrate the difference between your product and your competitors. Again, put it into your own words based on what you know about the prospect. Sell it just like you would if you were in a face-to-face meeting. Anticipate their questions and objections. Now tell them about it on the video. Show them (if you can) directly on the product. This personalized attention will go a long way.
#4 Videos Move the Prospect Down the Sales Funnel
In essence, you’ve completed the majority of the sales cycle with personalized videos. Each time you can respond in a one-on-one format, you’ll move the prospect down the funnel more effectively. Video is simply the means of communication just like the phone, or in-person. It also allows you to view analytics and know who it was that watched the video(s). The benefit is that the prospect can refer back to the videos you sent and understand your product, service, benefits and ultimately why they should buy.
Remember, consultation, communication and understanding how your product benefits their company and operation with video is all you. No different than face-to-face. That’s why creating these smaller video messages can be key to your sales cycle.