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When to use video in your sales process

If you are looking for a way to pump up your sales efforts you need to consider video.

There are a lot of different techniques in sales, time-proven processes and tactics that can help you reach your ideal customer and get their attention so you can deliver your sales pitch. Cold calling, networking events, letters, asking for introductions, etc. What if you could cut through some of the noise and get your customer’s attention quicker. Video outreach is unusual, exciting and effective at breaking through to the attention of busy would-be customers.

Add Video to Your Sales Emails

A video email with a compelling subject line is more likely to be opened and the ability to easily set a compelling thumbnail lets you highlight your personality and get creative about earning responses.
If you don’t get a reply, you can always resend the same video with a different subject line. Whenever you’re considering leaving a voicemail, you can leave a video voicemail instead—it’s more intriguing and more likely to be opened.

Video outreach isn’t limited to email. It’s just as effective via:

  • LinkedIn Direct Message
  • Twitter DMs
  • Direct mail using video cards

Use Video Capture to Breathe Life into Your Email Pitch

Use a screen capture video to show how your product or service is a good fit on your very first touch. Instead of waiting for the prospects’ response, you put it all out there.
And, unlike a cold call, which disrupts their day, they can consume it on their own time. Use screen captures to walk through the prospect’s LinkedIn profile, their organization’s website, or your own sales deck.

Send Attention-Grabbing Follow-Ups

Rather than send a text-based email with a bulleted list of takeaways, send a personal sales video email to follow up after a meeting or call. Prospects will retain the information better because it’s laden with emotion, and it adds a personal touch.

Use Video Micro-Demos

In many ways, video micro-demos have traditional video conference demos beat. They show respect for the prospect’s time by letting them watch (and replay) at their leisure while not demanding a big time investment. Don’t push prospects through the gauntlet of scheduling another meeting when all they needed was an answer to a simple question. Sending a 10-minute video is almost always easier than trying to book 30 minutes on a busy prospect’s calendar.

When creating a micro-demos, less really is more. Some of the best ones are simply a slideshow screen recording of product screenshots paired with audio commentary.
If you keep it succinct, you can answer the prospect’s question while raising new, even more valuable ones, and perhaps convince them that maybe they need to see a full demo after all.

Increase Win Rates by Explaining Proposals

You’re busy, the client is busy, and there doesn’t seem to be a good time to review your proposal with them.  My business coach told me once, nver send a proposal without a review with the client. If you can’t get your prospect on a call to discuss pricing, send a video. It’s better than just sending it with no overview. Walk them through what’s included in the proposal, explain complicated areas, and reiterate why they’re getting great value. Done right, you’ll eliminate the potential for sticker shock and increase the odds of a quick response.

Re-Engage Customers Who Have Gone Dark

If past customer receives a friendly video by someone they have worked with in the past, it will get more engagement and response rates go up.  Highlighting what is new at the company that they customer an take advantage of is a great way to get them back online with you.

At REBL we are experimenting and trying new ideas to grow our customers but also help our clients.  If you have a idea to use video, but not sure how to get started, give us a call.  We’ll brainstorm with you!  858.848.7325. REBLutionize!