James RobertSales teams have leveraged the use of videos in their inbound and outbound process to promote personalisation, increase customer engagement and close new deals. You can also accelerate your sales cycle with personalised video, speed up the pipeline, and close sales faster. Video marketing helps stand out and build personal and engaging relationships with customers. It can be used in creating brand awareness, increasing outreach, and maximising upsell opportunities. So, if you are wondering how you will use videos in your sales process, read on.
Video emails:
The use of video emails can be an exciting and excellent way to grab the attention of your prospective buyers. When you set a compelling subject line and thumbnail, you increase the likelihood of the mail being opened. Also, you can use the same video again with a twist in the subject line if you don’t get a reply. Moreover, if you are considering sending a voicemail instead, opt for a video voicemail which can be more intriguing to the customers. You should not restrict video outreach to just emails and optimise its potential through LinkedIn DMs, Twitter DMs, and direct mails.
Timely follow-ups:
When you use a video tool for sales, you receive notifications when prospective customers watch the video. Also, with video tracking, you can learn which part of the content was watched by the viewer and the parts skipped. With such information, the sales representatives can contact the prospects and lead with the most effective value proposition, thereby increasing the chances of sales.
Account-based sales:
Account-based sales or marketing can be another effective means of using videos in the sales process. It helps create persona and videos that sales representatives can mix, match, and send to customers. It can help you save time with Tier II and Tier III accounts that share use cases and similarities. Creating personalised one-to-one videos for all the top accounts will reflect on your in-depth knowledge of the accounts and make the outreach more productive.
Screen capture videos and event meetings:
Screen capture videos can describe the attributes of your products and services. It also enables the prospects to watch the video at their convenience. Also, you can use screen captures on your sales deck, the prospect’s organisation’s website, or the LinkedIn profile.
If you don’t want to add to the confusion of your prospects while trying to accelerate your sales cycle with personalised video, opt for event meetings. You can always send a video while the meeting is taking place if you have not been able to reach out beforehand.
Account handoffs:
The account handoffs may not always be seamless, as leakages may occur on behalf of the account executive or sales development representatives. Many prospects often lose interest as to why they are interacting with someone new. In such a situation, you can give the prospects a little heads-up regarding handoff with the use of a video and assure them they are in reliable hands. If you want to have a highly personalised approach, shoot a joint video with the account executive and sales development representative explaining the changes the prospects may face and their effect.
Your entire marketing strategy relies on the sales process as it is the point of interaction between the lead and the brand. With video marketing, you can educate the prospects, spice up your sales pitch, improve brand awareness, and increase sales.
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Richard Wilson