17 Perfect Points to Use Video in the Sales Process


June 15, 2020·7 min learn

Great information: Video is not only for prospecting (although it’s totally efficient there). You can use it all through the gross sales cycle to seize consideration, preserve offers transferring ahead, and shut new enterprise.

The easy reply to the query of the place do you have to use video in the gross sales course of is: Where would you want increased conversions, extra responses, and sooner offers?

Doing offers is about constructing relationships and belief. Video helps you coach prospects to discover worth in your providing, so why wouldn’t you employ it at the levels the place the stakes are highest?

Shikha BindraDocuSignSenior Manager of Market Development

Video 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 how to enhance your communication at each stage—particularly the later ones.

  1. Contents
  2. 1.Grab Prospects’ Attention
  3. 1.1 Break Through Inboxes
  4. 1.2 Breathe Life into Your Value Proposition
  5. 1.three Perfectly Time Your Follow-Ups
  6. 1.four Secure More Event Meetings
  7. 1.5 Crack More Accounts in Account-Based Selling
  8. 2.Move Deals Forward to Close
  9. 2.1 Cut Your No-Show Rate in Half
  10. 2.2 Reinforce Account Handoffs
  11. 2.three Send Unforgettable Follow-Ups
  12. 2.four Reduce Back-and-Forth
  13. 2.5 Keep Deals Moving with Micro-Demos
  14. 2.6 Increase Win Rates by Explaining Proposals
  15. 2.7 Train the Team
  16. three.Grow and Retain Customers
  17. three.1 Improve Retention Rates with Warm Handoffs
  18. three.2 Resolve Customer Issues Faster
  19. three.three Increase Customer Satisfaction
  20. three.four Find More Up-Sell Opportunities
  21. three.5 Re-Engage Customers Who Have Gone Dark

Grab Prospects’ Attention

1. Break Through Inboxes

Video outreach is uncommon and thrilling, and excels at breaking by means of to earn the consideration of busy would-be patrons. A topic line that comprises the phrase “video” is 8x extra probably to be opened and the skill to simply set a GIF thumbnail enables you to spotlight your character and get artistic about incomes responses.

If you don’t get a reply, you possibly can all the time resend the identical video with a unique topic line. Whenever you’re contemplating leaving a voicemail, you possibly can depart a video voicemail as an alternative—it’s extra intriguing and extra probably to be opened.

Video outreach isn’t restricted to electronic mail. It’s simply as efficient through:

  • LinkedIn InMails
  • Twitter DMs
  • Direct mail utilizing video playing cards

Play buttons are additionally irresistible. You clicked the one above, didn’t you?

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2. Breathe Life into Your Value Proposition

Use a display seize video to present how your services or products is an effective match in your very first contact. Instead 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 will eat it on their very own time. Use display captures to stroll by means of the prospect’s LinkedIn profile, their group’s web site, or your individual gross sales deck.

three. Perfectly Time Your Follow-Ups

With a video software designed for gross sales, you’ll be notified when a prospect watches your video. And whereas electronic mail monitoring solely notifies you that the prospect opened your electronic mail, video monitoring exhibits how a lot of the content material the viewer watched and what elements they skipped.

Reps that decision prospects once they’re midway by means of a video and already the gross sales reps’ face have dramatically increased join charges. And when you understand which elements of the video viewers, you understand what worth proposition to lead with.

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There’s an enormous alternative for utilizing video as a part of outbound digital gross sales methods to stand out and create a extra private connection from day one. It’s a robust manner to reply continuously requested questions in a extra partaking and memorable manner. But there’s additionally an enormous alternative to use one-to-one video for incremental relationship-building by infusing your follow-ups, name recaps, product demos, and proposals along with your voice and character. Video can play an necessary position all through the total gross sales course of.

Marcus SheridanIMPACTOwner

four. Secure More Event Meetings

Conferences and occasions will be disorienting for prospects, who typically obtain a torrent of emails from all distributors, unexpectedly. Stand out from the crowd with a video of you sporting what you’re going to put on at the convention and ending with a hyperlink to your calendar.

If you possibly 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 features a GIF thumbnail of their very own workforce waving at them.

5. Crack More Accounts in Account-Based Selling

Create persona and account-based movies that gross sales reps can combine, match, and ship (attempt asking your advertising and marketing workforce for assist). This can save your gross sales groups vital time along with your Tier II and Tier III accounts, who might share a lot of similarities and use circumstances.

For your entire prime accounts, you possibly can ship customized one-to-one movies that spotlight your deep information of the account and provides the outreach a high-touch aptitude.

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