Five Reasons Your Sellers Should Use Sales Video Now

VengresoSelling With Video Five Reasons Your Sellers Should Use Sales Video Now
Woman Recording Sales Video Message

Five Reasons Your Sellers Should Use Sales Video Now

Your sellers who previously relied on in-person meetings may not be able to get back to “normal” for quite some time. A group of Harvard disease researchers said recently that people around the world might need to practice some level of social distancing intermittently through 2022. That means the methods your sales reps use to sell and attract new business will be affected for a long time. Now is the time for sales leaders to empower their team to use personalized sales video messaging to keep their pipelines full.

If your sales team’s pipeline is feeling stuck because of social distancing and shelter in place orders, it’s time to roll out a strategy for your team to use personalized video. Creating authentic video messages can help your sales team stay in touch with current customers, show that they care during this uncertain time, and reach new prospects.

Why Should Your Sales Team Use Video?

 

1. Video Adoption is Accelerating due to COVID-19

Without a doubt, these are unprecedented times. Sales reps can’t leave their homes so they’re forced to find new ways to keep their selling activity productive. Creating video sales messages to send to specific clients or put in your email signature allows your reps to virtually connect with prospects and customers, without physically meeting with them. Most people are visual learners anyway. If they can see your reps while speaking about your product or service, how it works, and how it could benefit them, they are more likely to engage with your sellers in conversation.

Executives are more likely to take action on a video. A Forbes report: Video in the C-Suite indicates that 65% of senior executives have visited a vendor’s website after watching a video and 53% have conducted a search to locate more information.

Since executives are sheltering in place just like everyone else, the question sales leaders must consider is how to train their sellers to use video in their day-to-day selling activities.

#Sales leaders must consider how to train their sellers to use #video in their day-to-day selling activities. @KurtShaver #Leadership #SellingWithVideoClick To Tweet

2. Because Your Sellers Can

The type of video discussed in this article is personalized video messages that sales reps can create on their smartphone or computers. This method of video is also known as asynchronous video communication. This is contrasted by synchronous video communication, the most common examples of which are online video meetings with one or more people using a platform such as Zoom, Webex, GotoMeeting, etc. Your sellers are already having synchronous video meetings with prospects, customers and associates.

Asynchronous video messaging is a one-way message created – in this context – by your sellers to communicate with your prospects and customers. In most cases, your sellers already have the tools they need to create one-way video messaging because all that is needed is a modern smartphone or a computer with a webcam.

However, in order for sales reps to conduct synchronous video calls, they must first find, engage and gain acceptance by a prospect for the call. The asynchronous video sales messaging approach helps your sellers reach more prospects to start more sales conversations.

In part two of this series, I’ll explain many ways your sales reps can use one-way video messaging to be productive in their sales activities, including prospecting.

In order for #sales reps to conduct synchronous video calls, they must first find, engage and gain acceptance by a prospect for the call. @KurtShaver #DigitalSelling #SellingWithVideoClick To Tweet

3. Separate Your Sellers from Competitors

Using asynchronous video messages helps sellers differentiate from the competition by giving customers an inside look into them as a person. While reps communicate your offerings, benefits, business practices, etc., their humanity is on full display. Think of it as a behind-the-scenes look into their approach to selling, if they allow themselves to be natural. People connect with people when they can relate to them as people. It’s hard to form a human connection via email or over the phone. When you create an authentic video message and your customers can see your seller’s facial expressions and hear them speaking directly to them, there’s a human connection that forms without being there in-person.

4. Show Customers That You Care

Now, more than ever, we need each other. We’re all going through hardships, suffering anxiety at some level, and feeling uncertain about the future. Video messaging allows sellers to show compassion, cut through the noise of today’s selling environment, and build trust with your prospects and customers. Showing your customers that you are there for them and care about their needs is extremely important right now. Your seller’s video messages can be a vessel to say hello or share an uplifting thought. Employing an empathic attitude now can lead to more sales potential in the future.

5. Measure Contribution to Sales Results

Under normal circumstances, sales leaders strive to implement tools and sales processes that can measurably contribute to closed-won outcomes. Personalized sales video messaging delivered through email is one practice that can be tracked and measured. Including a video in email outreach can improve click rates by a staggering 96%.

Take a look at this example where I was able to track each time someone watched my video on a deal I eventually closed. In addition to knowing who clicked on my video message, the tracking data informs me how long each video was watched and which links I provided were clicked, which is very useful especially since one of the links was my proposal.

Kurt Shaver OneMob sales video prospecting sample

As my example shows, sending a personalized video message can be a measurable tactic.

How Can Your Remote Sales Team Create Personalized Video Messages?

In the next article in this series, I’ll explain common use cases for personalized video messaging. The example above – delivering a sales proposal – is a glimpse into one of the obvious use cases. If you’re thinking this is a no-brainer for your sales team, you’re right. It is. But, sellers need to master the art and science of creating and delivering video sales messages. They need to learn to be engaging, authentic, purposeful in their words, and concise – and doing it on camera. Skills they already possess such as smiling, being enthusiastic, and always offering a call to action need to be developed on camera.

This is why Vengreso offers the Selling with Video Virtual Bootcamp for Remote Sales Teams. This training program is designed for all B2B sales teams who have previously relied on in-person events and conversations to sell. This program is 100% virtual and will teach you and your sales team all the viable use cases for selling with video, how to be irresistible on camera, leverage verbal and non-verbal cues, how to write effective scripts and more.

Don’t sit on the sidelines. These are times to take action to improve your sales team’s results. Learn more about our Selling with Video Virtual Video Bootcamp for Remote Sales Teams.

Selling with Video Virtual Bootcamp Remote Teams

Woman photo created by freepik – www.freepik.com

Kurt Shaver

Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications. Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

Comments
  • Kurt, I’d add a 6th – because neuroscience supports the power of video.

    Our unconscious brain can respond to what we see as if it is our own experience, even if it is on social media, film, a screen, or a faraway stage through something called “mirror neurons”.

    Mirror neurons are a group of cells in the premotor cortex and inferior parietal cortex of our brain. These neurons are fascinating because they not only activate when we perform an action — biting into an apple, smiling — but they also fire when we observe somebody else performing the same action. For instance, when those around us are happy and smiling, our unconscious brain tells us we’re happy, and we often smile, too.

    People unconsciously bond with they see on screens because of mirror neurons. This helps to explain why we feel that we “know” movie stars and television personalities. Our brain tells us that we’ve been in their personal space because of the feeling of proximity to them as we are seeing them up on the screen.

    Video is another fabulous way to reach people emotionally though the power of mirror neurons.

  • That is fascinating science. Thanks for adding to the knowledge, David.

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