How to Incorporate Video Into Your Sales Strategy


Video is a large a part of our buyer journey right here at Brightcove. From nurture emails to product pages, we leverage video content material throughout all kinds of channels. By doing so, we give prospects and present clients deeper, extra customized perception into our suite of product choices—whereas additionally showcasing our firm tradition.

And we’re not the one ones who see the worth of incorporating video right into a gross sales technique. According to Wyzowl’s latest analysis, The State of Video Marketing 2018, 76 p.c of entrepreneurs say video helped them improve gross sales. And, on the customer facet, 81 p.c of customers have been satisfied to buy a service or product by watching a model video.

It’s clear that video generally is a highly effective device to drive shopping for choices, however let’s dive a bit deeper into the sorts of video property that your gross sales workforce can use to gasoline their conversations with leads.

Employee bio movies

In a world the place prospects and clients could possibly be hundreds of miles away, there’s one thing actually invaluable about placing a Brightcove face to a reputation. That’s one of many many the explanation why we create Meet Your SDR (gross sales growth rep) and Meet Your AM (account supervisor) movies, through which a workforce member introduces themselves and their function—and highlights some compelling methods they suppose manufacturers can develop their companies with our video suite.

We incorporate Meet Your SDR movies into our early-stage nurture campaigns as a manner to introduce chilly prospects to their gross sales rep. Our gross sales workforce additionally hyperlinks to these property of their signature strains and leverages them in their very own outreach sequences to assist heat present leads.

Similarly, we leverage Meet Your AM movies to introduce our clients to their account managers. These property serve to nurture and broaden our present buyer base, and our workforce incorporates them into e mail sequences and their signature strains. We additionally use these movies in our ABM promoting campaigns focused at our buyer base.

Overall, these kinds of worker bio movies are actually invaluable as a result of they assist prospects and clients see the folks behind the model and grow to be aware of a selected level of contact. If you’re fascinated with setting a extra informal, relaxed tone along with your viewers, this could possibly be the proper medium by means of which to do it. In these circumstances, you’ll be able to overlook the script and encourage your workforce to share enjoyable details and different fascinating tidbits that assist the prospect or buyer really feel like they’re actually getting to know their rep or account supervisor.

Need somewhat inspiration? Check out certainly one of our Meet Your AM movies:

Customer case research movies

In the B2B house, it’s necessary to do not forget that a prospect typically want manufacturers to present particular proof factors that they’ll leverage to justify a brand new buy to their boss. Here’s the place buyer case research might be extraordinarily invaluable when it comes to shifting contacts alongside the gross sales funnel.

Of course, written case research are invaluable on their very own, however including a video into the equation ups the ante. When prospects see and listen to your present clients speaking about how your merchandise have helped them obtain a selected aim or streamline a selected course of, the message will resonate with the brand new contact on a extra emotional stage. These property assist gross sales groups set up belief with prospects—and convey the idea of “we’re not just tooting our own horn here.”

Interactive movies

Ready to take your gross sales movies to the subsequent stage? Consider incorporating interactivity. Interactive movies may also help engagement charges soar, as you’ll be placing your prospect or buyer within the driver’s seat—giving them the last word management over the content material they’re viewing. Depending in your particular wants for the video in query, you’ll be able to incorporate polling, quizzes, chaptering, and extra.

When it comes to gross sales, interactive movies might be a good way to generate new leads or convert present ones. Your workforce could make these property extra private, and have a rep or account supervisor guiding their viewers by means of the interactive parts. For instance, you’ll be able to create an interactive quiz that helps prospects perceive which product suite could possibly be the proper match for his or her enterprise. Or you may repackage a few of your evergreen content material as an interactive information to assist set up your business experience. No matter which path you select, you’ll be able to leverage in-video CTAs to encourage prospects or clients to take a subsequent step, corresponding to scheduling a gathering with a rep.

Need somewhat inspiration? Check out our latest interactive quiz, What’s Your Interactivity Style?:

By introducing video property into completely different levels of the client dialog, you’ll be able to improve engagement and encourage prospects to make their manner by means of the funnel. How do you intend to make video part of your gross sales technique?



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