Novelty-selling products and services via video

Good evening cashreaders. How are you doing ? Today i will write how we find customers with video. So lets begin....... Finding customers with video is one of the ten key skills for salespeople. The video is still relatively little used in sales, which is actually a good thing, as the novelty can also mean an advantage over the competition.

A few years ago, we started using video more and more for meetings with subscribers. Through collaboration with partners and subscribers around the world with whom we communicated through Zoom, we found that this saves us a lot of time, as sometimes only 15 minutes of video chat was enough, which would surely stretch to 30 minutes live, plus you should add time to drive and find a parking space. Today, collaboration via video is our everyday life, which has gained momentum this year even in companies that have not used it before. Not surprisingly, according to HubSpot, one of the 10 key skills for sellers is finding customers with video.

The video is still relatively little used in sales. Which is actually a good thing, as novelty can also mean an advantage over the competition. How many sales messages do you get in your inboxes and through social media each week? In any case, those that include a video of a person holding a caption with your name or your site visible in the background will stand out. However, if we include the word video in the subject of the email, we are 8 times more likely that the recipient will also open the email.

CONSTRUCTION OF REMOTE TRUST

Video on sale has a number of advantages. Building trust remotely is significantly harder than live, and video helps us get at least a little closer to the recipient. The seller is not only a stranger signed at the end of the email, but sees it already in the presentation thumbnail of the video. This can appear as an animated gif or as a static image for those email programs that do not support animated gifs. Of course, video can also be included in personalized private messages.

HubSpot has thus found that resellers can save a lot of time and achieve better results if they include personalized videos in their emails. After using the Vidyard video platform, they quadrupled the number of meetings as a result of sales emails. More meetings means more time for actual sales rather than administration, and recipients are often more receptive to messages from someone they’ve already seen in a personalized video tailored to their company and industry.

However, time savings can also be gained by creating a library of videos that do not include the name of the company or industry and that help sellers explain certain functionalities or benefits of products and services. Sellers can thus dedicate themselves to an even greater number of sales contacts.

THE EXPLANATION IS EASIER WITH THE VIDEO

A few years ago, Actuado began using the Vidyard video recording platform to explain individual HubSpot functionalities. These videos were often saved by subscribers and later used to introduce new collaborators. Very similarly, we can use video to explain more complex products or services. When we send an offer today, we mostly equip it with a video explanation, where we show the offer on the screen, say the key points and insert links to the offer and other materials at the end of the video. For in-depth explanations, video is significantly more appealing than a 20-page PDF document, but you can still attach it in an email to anyone who wants a more detailed explanation, and for most, a video review will suffice.

WE DO NOT ALWAYS SELL TO THE DECIDER

We know that in B2B sales cycles are longer and there are more decision makers. Your internal advocate may be enthusiastic, but he or she is not a signatory to the contract, and not all decision-makers often attend the presentation. A good tactic is to record a short demo that focuses on functionality that would interest decision makers and send it to your contact to pass on. You are much more likely to explain yourself better than if the decision-maker hears a co-worker's summary. Often, internal advocates in companies are happy with these types of videos, as they help them sell the solution internally to their superiors and other decision-makers, and help the salesperson shorten the sales cycle.

TYPES OF VIDEOS:

We sell videos for a variety of purposes, and most can be grouped into four categories:

1.webcam video: with these videos we get closer to the recipient as he sees us in full screen.

2.screenshot with a person's video added: This is probably the most commonly used, as it displays the client's website or other relevant content on the screen, and a video of the person giving the explanation can be seen in a smaller box.

3.personalized marketing videos: these require a little more production than the first two, where we just turn on the camera. They appeal to the general public, not just a specific potential buyer. Vendors use it by adding personalized items such as the name of the recipient or company.

4.playlist: they save a lot of time, as sellers can prepare a set of videos for each potential customer, which includes personalized videos and pre-recorded videos.

With additional functionalities to more usability.

With business video platforms, we get a bunch of functionality, such as adding forms at the beginning, end of the video, or even in between. For example, we can allow the first few minutes of the webinar clip to be viewed, and the rest is available when the user enters the data into the form.

However, we often add our own calendar to the end of the video, allowing the recipient to choose the appropriate video call date immediately after viewing the calendar, which is integrated with Microsoft or Google Calendar. This greatly shortens the time for agreements between the two sides.

However, we often add campaign calls to sales videos, which add value to the video throughout the sales cycle. In the awareness phase, we usually want to present more educational content to the viewer, so we invite them to sign up for the newsletter, give them a link to a relevant blog post or a webinar clip. In the selection phase, we add forms with which we want to get to know the viewer better, or we offer them more opportunities for further research, with which they self-identify according to interests. In the decision phase, our calls to action can be a registration for a demo, a link to the price list or the already mentioned calendars, with the help of which they can book an appointment.

THE POWER OF ANALYTICS AND INTEGRATION WITH MARKETING AUTOMATION

Posting a video on YouTube, which we insert into the site, only tells us how many people watched our video, not who watched the video, how long they watched it, or watched some part several times, etc., which enabled by business video platforms. Integration with the marketing automation platform helps save time by triggering emails based on video viewing information, scoring CRM contacts according to the length of video viewing, and notifying vendors when someone has watched the video multiple times.

Sales managers who have insight into the video analytics of all vendors on the team can analyze the rate of e-mail opening, responses to them, the proportion of meetings, the length of video viewing, and of course the sales results.

Success in sales is a combination of opportunity and the willingness of the seller.

The better prepared you are for the meeting and the better you master the communication skills, the more control you will have over the course of the sales meeting according to your scenario.

Stages of the sales meeting:

1.Preparing for a meeting

2.First impression and contact

3. Getting to know the customer

4. Sales presentation

5. Resolving objections

6. Closing the sale

What can be done most, however, is the exchange of good practices between vendors who are successful in using video, and the constant testing of what works and what doesn’t.

Thank you for reading my article.

I send you greeting to all.Happy Sunday.