5 Myths About Using Video for Sales: Debunked


August 29, 2019

Lots extra companies are utilizing tons extra video, and never simply on social media, both.

People are coming round to the truth that video has a spot all through the gross sales cycle and throughout the client journey, out of your first contact with a prospect to enabling buyer success.

Nearly 1 / 4 (24%) of companies use video in gross sales conversations, based on the 2019 Video in Business Benchmark Report. And why not? Almost one-fifth (19%) of B2B patrons say that one-to-one video is their media of alternative for fixing enterprise issues, stories SalesHacker.

Want to know what video for gross sales seems to be like in follow? Check out the video beneath. I made it simply for you, reader!

We’re proudly a part of that 24%. Since December 2018, the gross sales crew at BabelQuest has been utilizing video to supply a private contact once we first make preliminary contact with potential prospects and guess what? We’ve seen an unbelievable response fee!

But don’t take our phrase for it: Using video within the gross sales course of led to a 4x enhance in alternatives for HubSpot. And when Trend Scout overhauled their gross sales technique and added video to their course of, it led to a 400% carry in new enterprise.

The knowledge speaks for itself. So why are many people nonetheless shying away from the digicam?

Here are 5 of the commonest video objections we encounter—and easy methods to overcome them.

1. ‘The Sales Team Hasn’t Got Time for Video’

The most typical false impression about video is that it needs to be completely crafted: No stumbling over phrases, no errors. This considering imagines movies as rigorously deliberate, pricey to execute, and time-consuming to supply. Luckily, that’s not the case.

In truth, for private movies used within the gross sales course of, the alternative is true. We need our prospects to know we’re human and have the ability to relate to what we’re saying. Basically, we don’t wish to fall into the entice of being a company zombie with no persona. This is a case the place a bit much less polish works in your favor.

Videos that play out like the beginning of a dialog supply your prospects perception into you and the tradition of what you are promoting—and in case your response charges enhance, it can save you time on follow-up through the use of video there too!

2. ‘We Can’t Afford to Do Video’

Worried that you just don’t have the video expertise you want in-house or the finances to rent an exterior skilled to get the whole lot arrange for you? Fear no extra.

This is the fantastic thing about fashionable video expertise: It’s accessible, reasonably priced, and very often falls into the ‘pick-up and play’ camp.

For instance, with Vidyard, you’ll be able to document, trim, and add CTAs to your movies. And, you too can simply insert them into gross sales emails (and shortly set a GIF because the video thumbnail to seize your recipient’s consideration).

Not positive why you’d go to the difficulty of placing a video in an e-mail? Email video distribution has grown from 36% in 2016 to 55% in 2018, based on the 2019 Benchmark Report.

three. ‘Video Doesn’t Convert and (There’s No Way to Track it if it Did)’

Remember once I talked about that you need to use a software like Vidyard’s Chrome extension to simply add CTAs to your video? This might be my favourite function in Vidyard.

All of the movies we ship out as a part of our gross sales course of enable the viewer to guide time with us straight from the video by embedding our HubSpot Meetings hyperlink. They don’t have to go anyplace else to take motion, making them a lot much less more likely to drop-off.

If you’re a Hubspot consumer, that is how one can add your calendar as a CTA in Vidyard:

    1. Navigate to ‘Meetings’ in Hubspot, arrange a gathering hyperlink for those who haven’t already, and click on on the ‘Embed’ choice
    2. Copy the code on the display
    3. Login to Vidyard and choose ‘Events’ from the content material menu
    4. Add a brand new occasion, select the CTA type (we use fullscreen), choose the ‘HTML’ tab, and paste the code in there
    5. Record your video (or use one you have already got) and add an ‘Event’ within the ‘Player’ view
    6. You can select the place you want to your CTA to seem within the video (almost definitely on the finish)

Of course, having folks have the ability to guide conferences straight out of your video isn’t the one helpful function in the case of gross sales. You can get a very good thought of how engaged your prospects are all through the method, and get an perception into which messages or video kinds are working greatest.

For instance, utilizing the Activity Stream in HubSpot to see when the emails are reopened and the notifications from Vidyard to inform you when the video is being re-watched, provides you an perception into the curiosity the client has, and when the correct time to contact them is perhaps. (Hot Tip: it’s now.)

We discovered that calling a prospect inside minutes of them re-watching the video led to an increase in profitable name connections from underneath 10% to over 60%, and a rise within the fee of conferences booked from underneath 10% to over 25%.

four. ‘Only Actors Can Be on Camera’

While it might as soon as have been the case that each one movies starred professionals (someday across the period when all motion pictures had been silent and filmed in black and white), these days anybody will be in a video.

Maybe your gross sales reps are apprehensive about how they’ll look on digicam. (“But what do I do with my hands?!”) This is totally comprehensible and I’m positive lots of people can relate.

We stay in a world that bombards us with polished video and photoshopped content material day by day. Most of us can’t bear to listen to the sound of our personal voices (listening to your personal voicemail message? Pure torture!), by no means thoughts watch ourselves on movie. We’re a self-conscious lot. But encouraging a tradition of video can change that.

In the identical method that it’s time to cease considering of video as an costly advertising and marketing software, it’s time to cease considering of video as a software altogether. Imagine as a substitute, a crew that turns to the digicam routinely when they should clarify one thing to a prospect or stroll a buyer by means of a demo.

This type of camera-friendly tradition received’t occur in a single day, however you may get there by taking the time to follow capturing, recording, and watching your personal movies in a protected, managed house.

I’ve been a agency video advocate since December ‘18. But rewind a month prior and I’d by no means shot a gross sales video in my life, a lot much less despatched one to anybody. It doesn’t take a very long time to get comfy, you simply must do it. Practice making movies till it feels as pure as selecting up the telephone.

5. ‘Our Industry Doesn’t Do Video’

First of all, it’s not going that’s true. Video is in every single place, from monetary providers to building.

Second, if it really is the case that your business doesn’t ‘do’ video, that’s a aggressive benefit for you, not a draw back. Be the early adopter. Video may also help you stand out from the gang.

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Chris Grant

Chris has over 20 years expertise in gross sales, and now works at BabelQuest on gross sales enablement, coaching, and CRM consulting. In a nutshell, he helps gross sales groups get higher.



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