A Quick Guide to Crushing Sales Quotas using Video - Part 1
You will learn how to make a sales video, when to use it, and how to get your team on board plus why video selling is so powerful.
People are more honest, agreeable, and more likely to do deals face-to-face because they feel more trusted when they look someone in the eye. Today, though, it is difficult for a salesperson to meet a prospect in person as selling online and remote work are becoming more prevalent. How can it be fixed? Sales videos.
Product demos are no longer the only use of video. From outreach through to close-out and handover, online video platforms can help sales teams make the most of video at every stage of the sales cycle. Video asynchronously connecting people brings back the high-fidelity connection of in-person meetings, along with the mutual accountability that goes along with them.
The benefits of asynchronous video can increase your sales quota to a staggering size. This article will demonstrate how to utilize this powerful marketing tool to your advantage.
- Video Benefits for Sales
- In what phases of your sales cycle should you use video
- Attract attention
- Bring Your Value Proposition to Life
- Bring deals to a close
- Best practices for video selling
1. Video Benefits for SalesVideos pique people's interest. The majority of us are compelled to click on play when we see it, and that might be enough to get people to watch your videos, even if they are unlikely to read your writing.
- Get 3x more responses by breaking through inboxes.
- Relationships can be built at a distance. Making videos gives people a sense of knowing you, which leads to greater emotional commitment and responsiveness.
- Simple explanations of complex topics. Showing instead of just telling allows you to explain more thoroughly.
- Time is money. More time will be spent selling when response rates are higher.
- Deal cycles should be accelerated. With video, some companies reduce the time it takes to close deals by half.
2. Using video throughout the sales cycleUnsure when video should be used? Any time you want higher conversion rates, video can be helpful. A full funnel is most effective in the top, where you try to grab attention, but also in the middle and bottom, where you are attempting to move out sticky sales and push them toward closure.
2.1. Attract attention
A video-included subject line will significantly increase your chances of getting opened, and emails that contain a video will be clicked more often. The result is even more powerful if the thumbnails are eye-catching.
InMails and DMs on LinkedIn and Twitter can also be used for video prospecting. Account-based marketing programs can use them to acquire new leads and break into target accounts, as well. Especially where standing out is paramount and attention is limited, videos can help.
2.2. Make your value proposition come alive
A video can convey your points much more clearly than an email that's over 750 words long or a PDF that's stuffed with screenshots when you have someone's attention. You can use video to walk through a deck or explain why you contacted them.
Vidyard's sales reps want to point out the reasons a prospect is a good fit by looking at their website and LinkedIn page.
2.3. Move deals toward closure
Using video reminders, you can maintain deal momentum. Through video, you can make prospects more comfortable seeing your face throughout the sales process. According to Vidyard sales reps, customers feel like they already know each other before working with the company, and this gives them a competitive advantage. As a result, people are more likely to trust you.
When a deal is stuck due to technicalities or stakeholder dithering, targeted micro-demo sessions can help. The short demos are perfect for leads who feel apprehensive about participating in a full demonstration, or to explain the value proposition in terms that resonate with a particular business unit. Include a link to your calendar at the end of the video.
Even after the deal is closed, video remains relevant. You can walk through contracts, hand off to customer service, and support users. Video simplifies everything that needs to be explained.
3. Best practices for video sales
To make videos that sell, you don't need a degree in video production. In order to make your videos more watchable, you will need to listen to those who do have one, as small adjustments can make all the difference. Consider the following:
- Lighting: If possible, find a window with daylight streaming in.
- Sound: Make sure you record in a quiet environment with your headphones' microphone.
- Location: Use an area that is neat and professional as it will avoid distracting your messaging. People are making sales calls from their homes since many offices have moved to remote locations, and that's okay! You should notify everyone in the house you are recording.
- Thumbnail: Are people attracted to your video thumbnails? With a GIF, try using motion.
- Message: What makes them tick? What makes you unique? Why now? Exactly what do they gain from it? Explain the importance of this to them, and then explain in part how it works. You don't have to give everything away. It's important that they respond if they are interested enough.
We will cover the following in Part II:
- The 4 types of videos that can be used to increase sales
- Video taken with a webcam (also known as a selfie)
- Video screen share
- Customized video marketing
- Playlist of videos
- Video for Sales Strategy: Why Sales Teams Need It
- Using video to sell your team
- How to make video work for your sales
- Getting started requires taking action