If you are a salesperson, there’s never been more pressure on your team. As the buyer journey becomes more complex, it’s essential that you do everything in your power to ensure effective communication throughout – this includes cultivating personalized approaches tailored towards each individual prospect! When a sales prospect’s inbox is flooded with messages from other reps, it can be difficult to get their attention. You need an edge that will set you apart from your competition. Pre-recorded or asynchronous video sales presentations are a great way to cut through the noise and ensure your outreach resonates with executives.
The decision-making process is becoming more complicated than ever before with cross-functional involvement from many different stakeholders. On average, 6.8 people are involved in a B2B purchasing decision!
Follow these 4 simple tips to make your video sales strategy more effective:
Use asynchronous video to introduce yourself and your company
The ability to connect with executives and decision-makers quickly is a game changer for any sales team and can make or break your deal. The deal-maker’s worst nightmare is getting lost in the weeds. Even when there is a clear interest in your offering, getting that first meeting with an executive can take too long, and you may lose out on potential business because of it!
One of the best ways to get a meeting sooner with potential new customers is by using asynchronous video communication. A personal video tailored towards addressing client’s specific business use case will help you stand apart from other sales reps in an increasingly competitive market.
Use asynchronous video to introduce yourself and your company quickly and efficiently. Make it short and concise. 1-3 mins max. This is a great way to get in front of the decision maker and demonstrate your expertise while showing your personality and connecting on a more human level.
Share your spiel before the call
Sharing your general video sales presentation before a discovery call is an excellent video sales strategy to get the decision-makers familiar with you and your offerings. This will save you 10-15 mins on a discovery call since you won’t have to do your spiel anymore. Instead, you can have a more natural conversation with the buyers during the video meetings or in-person.
Keep the conversation going with asynchronous video communication
When pre-qualified prospects didn’t move forward with your solution, it’s usually because they didn’t get the feeling like there was a clear understanding of the value you can offer. The buyers need to understand how your product or service will help them before they can make an informed decision on whether it’s right for their business. It is important that you communicate value clearly and transparently. Sharing a video follow-up immediately after the call with prospects is an excellent way to stay connected and give yourself another chance at reinforcing your value proposition.
Collaborate with your team to proactively address questions that the buyers may have
When it comes to making a case for your company, there is no better way than having all the relevant information and knowledge at hand. This includes things like relevant metrics or case studies. For example: When it comes to SaaS compliance and data security, potential clients very often have a myriad of concerns. You can have your colleague from the IT department address any concerns in a pre-recorded video that you’ll be able to share with clients. This will show that your company is committed to providing the best experience possible for its clients.
Asynchronous video is a powerful way of connecting with potential new customers and keeping your most loyal clients engaged. Incorporating asynchronous video communication into the sales processes has been a great way for companies of all shapes and sizes to increase their conversion and retention rates.
To learn more tactics on how to successfully implement video in B2B sales, read this guide on how to make video presentations.