What is Video Selling?
Video selling is a sales strategy that uses both recorded and live videos as a form of communication throughout the sales process. Video is a powerful tool and should be used in every sales cadence. It lets sales reps send personalized messages, demo products in real-time, and supports in-person, hybrid, and remote sales.
Why is Video Selling Important
Video selling is essential in today’s market. Virtual selling has become commonplace, and sales reps are constantly adapting to customers’ wants and needs. Making new connections and building strong business relationships can be difficult if you don’t have the opportunity to meet in person, but video selling helps immensely.
It’s also been proven that video selling is better at grabbing people’s attention, consistently outperforms text-only emails, increases responses and overall engagement, and speeds up the sales process. Video is the ultimate secret weapon when it comes to sales, and every sales team should be using it.
There are free tools online to help you and your team get started with video selling.
Using Video Sales Throughout the Sales Cycle
Sales reps can use video selling at all stages of the sales cycle. How exactly you use a video effectively will vary depending on where in the sales cycle a prospect is.
Prospecting
Outreach is hard. Sending emails and simply hoping for a response won’t yield positive results. Enter: video prospecting. Video prospecting refers to outreach that includes a video. To be effective, record a message addressing your prospect directly, introduce yourself, and briefly explain why you’re reaching out.
Video prospecting not only increases engagement, but it also provides sales reps with valuable data they can leverage during the sales process.
Product Demos
Explaining how your product works over the phone can be difficult, but over video? Easy. A sales rep can pre-record a video where they walk through product features and show off important details, or they can share their screen during a live call and conduct a demo. Either way, video makes product demos easy.
Handoffs
Handoffs during virtual sales can be tricky. Sending an email introducing a customer’s new point of contact is fine, but how often are those read and retained? It’s common for miscommunication to occur. But recording a video introducing their new point of contact? That’s memorable.
Follow-Ups
Need to schedule a follow-up meeting? Send a quick video reminder. It’s easy for prospects to brush off another email asking them to do something, but a video that includes a link to book a slot in your calendar? Who could say no?
You can even automate these video emails for more routine follow-ups. Syncing video selling tactics with a general sales automation strategy easily streamline tasks.
Tips for Effective Video Selling
Video selling is extremely effective, but sales reps need to know how to properly implement it. These tips will ensure your video selling strategy is top-notch.
Production
You don’t need to record your videos in a professional studio to make them look good. There are plenty of tips and tricks you can follow to improve the quality of your videos. Make sure your audio is clear, the lighting is good, and you always customize the video thumbnail.
Training
Video selling only works if everyone knows how to record and create videos. Sales reps need to properly learn how to use video tools, and adapt them to their sales cadences. Ensure proper training is available.
Measuring Analytics
Keep track of who interacts with your videos, and how. This data is invaluable when it comes to improving your process, qualifying leads, and tapping into new markets.
Most tools, such as Vidyard’s video platform, will allow you to see who’s viewed your video, how much they watched, and where they dropped off.