Nice information: Video is not only for prospecting (although it’s extremely efficient there). You should utilize it all through the gross sales cycle to seize consideration, hold offers shifting ahead, and shut new enterprise.
The easy reply to the query of the place do you have to use video within the gross sales course of is: Anyplace you desire to increased conversions, extra responses, sooner offers, and extra buyer retention and satisfaction.
Video for gross sales will get plenty of well-deserved consideration for its early-stage, attention-grabbing energy, however the video connection solely grows extra helpful by means of the gross sales cycle.
We’ll clarify enhance your communication at each stage—particularly the later ones.
- Contents
- 1. Seize Prospects’ Consideration
- 1.1 Break By Inboxes
- 1.2 Breathe Life into Your Worth Proposition
- 1.3 Completely Time Your Observe-Ups
- 1.4 Safe Extra Occasion Conferences
- 1.5 Crack Extra Accounts in Account-Based mostly Promoting
- 2. Transfer Offers Ahead to Shut
- 2.1 Minimize Your No-Present Charges
- 2.2 Reinforce Account Handoffs
- 2.3 Ship Unforgettable Observe-Ups
- 2.4 Scale back Again-and-Forth
- 2.5 Hold Offers Shifting with Micro-Demos
- 2.6 Improve Win Charges by Explaining Proposals
- 2.7 Video Gross sales Coaching for Your Staff
- 3. Develop and Retain Clients
- 3.1 Enhance Retention Charges with Heat Handoffs
- 3.2 Resolve Buyer Points Sooner
- 3.3 Improve Buyer Satisfaction
- 3.4 Discover Extra Up-Promote Alternatives
- 3.5 Re-Have interaction Clients Who Have Gone Darkish
Seize Prospects’ Consideration
1. Break By Inboxes
Video outreach is uncommon and thrilling and excels at breaking by means of to earn the eye of busy would-be patrons. A video e mail with a compelling topic line is extra more likely to be opened, and the power to simply set an attention-grabbing thumbnail enables you to spotlight your persona and get artistic about incomes responses.
In case you don’t get a reply, you possibly can at all times resend the identical video with a special topic line. Everytime you’re contemplating leaving a voicemail, you possibly can go away a video voicemail as an alternative—it’s extra intriguing and extra more likely to be opened.
Utilizing a digital promoting instrument just like the Vidyard Chrome extension makes it straightforward to file and ship a video proper inside your most well-liked e mail shopper, gross sales engagement platform, and even through a LinkedIn direct message. You can too share movies out of your Vidyard library in your private LinkedIn feed, in a direct message, or to an organization web page.
2. Breathe Life into Your Worth Proposition
Use a display screen seize video to point out how your services or products is an efficient match in your very first contact. As an alternative of ready for the prospects’ response, you place all of it on the market.
And, not like a chilly name, which disrupts their day, they’ll eat it on their very own time. Use display screen captures to stroll by means of the prospect’s LinkedIn profile, their group’s web site, or your individual gross sales deck.
3. Completely Time Your Observe-Ups
With a video instrument designed for gross sales, you’ll be notified when a prospect watches your video. And whereas e mail monitoring solely notifies you that the prospect opened your e mail, video monitoring exhibits how a lot of the content material the viewer watched and what components they skipped.
Reps that decision prospects after they’re midway by means of a video and already wanting on the gross sales reps’ face have dramatically increased join charges. And when you already know which components of the video viewers, you already know what worth proposition to steer with.
There’s a giant alternative for utilizing video as a part of outbound digital gross sales methods to face out and create a extra private connection from day one. It’s a strong option to reply often requested questions in a extra partaking and memorable approach. However there’s additionally a giant alternative to make use of one-to-one video for incremental relationship-building by infusing your follow-ups, name recaps, product demos, and proposals together with your voice and persona. Video can play an necessary position all through the complete gross sales course of.
Marcus SheridanIMPACTProprietor
4. Safe Extra Occasion Conferences
Conferences and occasions may be disorienting for prospects, who usually obtain a torrent of emails from all distributors, all of sudden. Stand out from the group with a video of you carrying what you’re going to put on on the convention and ending with a hyperlink to your calendar.
In case you can’t attain your prospect earlier than the occasion begins, ship a video whereas it’s taking place. Nothing grabs their consideration like a video taken from their firm’s sales space and consists of a thumbnail of their very own group waving at them.
5. Crack Extra Accounts in Account-Based mostly Promoting
In case you’re leveraging account-based advertising or account-based promoting at your group, create persona and account-based movies that gross sales reps can combine, match, and ship (attempt asking your advertising group for assist). This will save your gross sales groups important time together with your Tier II and Tier III accounts, who could share a lot of similarities and use instances.
For all your prime accounts, you possibly can ship customized one-to-one movies highlighting your deep information of the account and giving the outreach a high-touch aptitude.
Study the basics behind efficient video promoting in our free 20-minute Video Promoting Grasp Class. Take the Class Transfer Offers Ahead to Shut
6. Minimize Your No-Present Charges
It’s not unusual lately for gross sales growth organizations to endure assembly no-shows. It’s an amazing waste of the group’s time and eats away at productiveness.
However you possibly can assist reduce these no-show charges by sending video reminders the place you reiterate why the prospect was initially and what they stand to achieve.
“Since you aren’t sending a faceless ‘Are we nonetheless on for right now?’ e mail, recipients really feel responsible and accountable,” says Dan Wardle, VP of Income at Vidyard. “They’re going to both present up or reschedule.”
7. Reinforce Account Handoffs
Each firm experiences some leakage throughout the handoff from gross sales growth rep (SDR) to account government (AE) or from AE to AE.
Some prospects lose curiosity or get confused about why they’re speaking to somebody new. Use a video to heat prospects up for the handoff and allow them to know they’re in good arms.
For a extremely private method, attempt capturing a joint video with the SDR and AE sitting side-by-side, explaining the change and what it means—collectively.
8. Ship Unforgettable Observe-Ups
Moderately than ship a text-based e mail with a bulleted record of takeaways, ship a private gross sales video e mail to observe up after a gathering or name.
Prospects will retain the knowledge higher as a result of it’s laden with emotion and provides a private contact.
If the assembly was in-person, file a follow-up video from someplace they’ll acknowledge, just like the foyer of their constructing, in your approach out.
9. Scale back Again-and-Forth
Reply your prospect’s one-off questions utterly and on the primary reply utilizing video. It offers you a chance to clarify issues extra clearly and reinforces the connection.
Consider each video reply as one other alternative to additional familiarize prospects together with your voice and face.
10. Hold Offers Shifting with Micro-Demos
In some ways, video micro-demos have conventional video convention demos beat. They present respect for the prospect’s time by letting them watch (and replay) at their leisure whereas not demanding a giant time funding.
Too usually, salespeople push prospects by means of the gauntlet of scheduling one other assembly when all they wanted was a solution to a easy query. Sending a 10-minute video is sort of at all times simpler than making an attempt to ebook half-hour on a busy prospect’s calendar.
The place applicable, unstick your cope with micro-demos that spotlight particular options, present your face, and transfer the dialog ahead.
With micro-demos, much less actually is extra. A few of the greatest ones are merely a slideshow display screen recording of product screenshots paired with audio commentary.
In case you hold it succinct, you possibly can reply the prospect’s query whereas elevating new, much more precious ones, and maybe persuade them that perhaps they should see a full demo in any case.
11. Improve Win Charges by Explaining Proposals
Right here’s a narrative each salesperson is aware of: A prospect receives pricing after which goes darkish. It’s a common expertise, nevertheless it doesn’t must be.
In case you can’t get your prospect on a name to debate pricing, ship a video. Stroll them by means of what’s included within the proposal, clarify any accompanying authorized agreements, and reiterate why they’re getting nice worth.
Completed proper, you’ll remove the potential for sticker shock and improve the chances of a fast response.
12. Video Gross sales Coaching for Your Staff
Is your group successful offers with video gross sales? Don’t hold these movies secret. Share them so gross sales reps can study from each other and innovate.
Groups can create video libraries (often called hubs) for various verticals, use instances, or gross sales phases. The entire group will study from the most effective and new reps can ramp-up sooner.
Develop and Retain Clients
13. Enhance Retention Charges with Heat Handoffs
Improve prospects’ onboarding success charges by introducing them to their buyer success supervisor through video.
A video from their new level of contact, maybe sitting with the gross sales rep they already know, transfers goodwill from one group on to the following and reassures new prospects.
14. Resolve Buyer Points Sooner
Clarify buyer help points in much less time utilizing video. Display shares are a very helpful sort of video as a result of they permit buyer help managers to stroll the viewer by means of the product.
Groups can even construct a library of movies that reply often requested questions so help managers can ship them with a customized introduction to avoid wasting time.
15. Improve Buyer Satisfaction
Assist prospects really feel a deep connection to their success supervisor by reinforcing the connection with video.
For all the identical causes video helps salespeople, it helps buyer success managers. It communicates their voice and persona, makes the help extra pleasing, and earns them extra leeway with prospects who perceive that they’re coping with one other particular person.
16. Discover Extra Up-Promote Alternatives
Create a video library the place prospects can go to discover ways to use the product.
Libraries work like an organization YouTube for your small business. Utilizing a video library enables you to suggest different related movies, so prospects can find out about new options, merchandise, and use instances. Plus, it may well generate extra gross sales alternatives.
17. Re-Have interaction Clients Who Have Gone Darkish
Improve the prospect of renewing prospects by supporting them with video.
If buyer success managers ship pleasant video responses, it will increase the client’s satisfaction, solutions their questions sooner, and makes them extra doubtless to achieve success and renew.
If the client goes darkish, the CSM has a greater probability of bringing them again with webcam movies that tug at their heartstrings and make them really feel accountable.
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This submit was initially revealed on January 23, 2019. It was up to date on June 15, 2020.
