Video Selling & How to Use LinkedIn Native Video, with Viveka von Rosen, Part 2, Episode #76

Viveka von Rosen, Vengreso’s co-founder and Chief Visibility Officer, is back for an insightful second conversation about video sellingand the importance of using LinkedIn native video.

On this episode of #SellingWithSocial, Viveka shares her greatest tips on creating, posting, and sharing video content with buyers and on LinkedIn that will solicit a response from your prospect and help your brand gain traction on social media. We explain the idea behind thinking like a marketer but acting like a salesperson, as well as how to use hashtag’s on social media when selling with video.

To hear the first part of this conversation, be sure to listen to episode 75. This interview is filled with educational insights that you can’t afford to miss – listen now!

Video Selling is Massively Popular & Effective – Why?

Using video for sales allows you to build a high level of trust and authenticity with your audience. However, selling with video MUST go beyond simple product demos. Truly great video content outlines the problem a prospect faces and demonstrates, in an engaging way, why YOUR company can offer the best solution.

Using LinkedIn as a platform for your sales videos makes sense because its algorithms favor native video content (videos that are uploaded directly to the site, NOT video links that are shared from YouTube or other social media platforms.) LinkedIn is also the only social media platform that accepts 4k video and larger file sizes.

To hear all about why selling with video on LinkedIn is changing the way salespeople are creating more conversations with their buyers, don’t miss this episode.

The BEST Content Ideas for Video Selling

How can you develop great content ideas for your sales videos? Start with looking at what’s already working well for your company. Customer testimonials, product how-tos, expert Q & As, etc., are all great ideas for sales videos that can expose your network of buyers to the heart of how you can help them solve their business problem(s). Videos between 90 seconds and 3 minutes are ideal with the sweet spot being 60 seconds. Here are some ideas on how you can Vlog Like a Boss.

Planning ahead is also one of the most effective ways to start selling with video. Rather than rushing through video production at the last minute and posting haphazardly, plan out your what you want to say in bit size messages and then create the schedule. You can create tailored videos around important company events, product launches, weekly or monthly newsletters, or just play off some of your organizations existing blog articles. etc. You’ll be amazed at how creative your sales videos can become with prior planning.

Use These Strategies for Successful Engagement on LinkedIn

To drive engagement you may want to create a social amplification LinkedIn “pods” by having a group of individuals start out your post with a like, comment, share, and view. It’s easy to start one, just bring a group of similar folks together within your company or those outside your organization. The first hour after posting is critical for your LinkedIn video to gain the right type of viral traction. You should also study which hashtags your community is already using and use those to tag your videos appropriately. Just make sure you balance your hashtag count with your overall character count – you don’t want your tags to overpower the entire post.

You can even share a LinkedIn sales video through email, in Facebook groups, and on Twitter. Don’t be afraid to branch out and share it on other platforms, as long as users are directed back to the original video. Viveka also encourages you to bookmark your LinkedIn video link in your browser or in a common online space so that they can be easily shared and engaged with in the future. Additionally, add a custom Hashtag to keep track of your content. Check out #VengresoVids to get some ideas of how you can track your video content. These tips and more are all on this podcast episode, be sure to give it your full attention!

Why You Should Think Like a Marketer, but Act Like a Salesperson

As a sales professional, YOU are on the front lines of your company. Not the marketing department. But bridging the gap between the two departments is critical to selling success. The modern buyer doesn’t want to be “sold to” but they do want to be educated. They also want to form relationships with people who can secure the best solutions to their problems. The modern salesperson who thinks like a marketer needs to focus on these areas to be successful:

• Hone in on your EXACT prospect
• Turn each engagement into a conversation
• Educate the potential buyer
• Position yourself as a trusted advisor
• Always drive your buyer to a call to action

These techniques can be condensed into a series of sales video posts that encourage your buyers to engage with you as a result of your videos. If you connect with prospects in a memorable way, they’re more likely to continue to connect with your brand online.

This episode is full of insights on selling with video that you can’t afford to miss. Listen now!

Outline of This Video Selling Episode

• [1:01] Part 2 of my conversation with Viveka von Rosen revolves around LinkedIn video
• [6:42] Why you should think like a marketer, but act like a salesperson
• [22:30] Why is video, and LinkedIn video, so effective?
• [29:00] Best strategies for posting native video to LinkedIn
• [33:45] Where should you share native LinkedIn video?
• [39:19] Viveka walks you through the sharing process for LinkedIn videos
• [42:53] The pros and cons of the LinkedIn hashtag community strategy