Good ideas are sometimes rejected because company decision-makers aren’t well-informed about marketing and sales. They don’t realize what’s possible. So if you’re into social media marketing, your first step is to get everybody on the same page and get their buy-in.
When businesses start creating video content, they misguidedly consider it a marketing edge. However, video is in fact a sales initiative. On-camera, the majority of your subject should ideally be from your sales, business development, leadership or customer-facing team. You can determine if you’re on the right track if your answer is ‘Yes!’ to the question “Can the sales team use this video to aid the sales process and close more deals?” If your answer is “no” then you haven’t done much.
Types of Videos
The 80% Video. A game-changer. This answers 80% of the questions during a first-time sales call. With this kind of video, you eliminate these questions before that first appointment and prospects get to know you and your company before you introduce yourself.
To start, get in touch with your sales team to know the top questions. Next, create an in depth video for each of those questions. After that, combine the most salient points from these videos. When done, you’ll have a video that tackles important customer questions and helps them start to overcome their objections to converting.
There’s a myth that keeping your videos short is the only way to go, and it’s despicably false. When someone is interested in signing a long-term or expensive contract, they will certainly watch a video longer than 60 seconds to answer their top questions.
Bio Videos. Most salespeople send 10 to 40 emails to prospects and clients every single day. Their signature is in every email but rarely does it contain a video; the number-one unheeded email marketing opportunity.
Everybody in 2018 should have a short video in their email signature talking about your role in your company, the problems you solve, and how excited you are to work with clients. The bio video can be 60, 90, or 120 seconds. It’s about this simple premise: Prospects should see, hear, and know a company before they talk or meet.
Landing Page Videos. Did you know that a video on a landing page can increase conversions by 80% or more? Most landing pages ask people to fill out a form to receive freebies like guides and ebooks, webinars, or a price quote. A video on the landing page offers further visual confirmation that your prospects aren’t making a bad choice by giving you their private information.
Whom You’re Not a Fit For. This type of video can help you stand out from the competition and build trust with prospects.
Every company says who they are, whom they serve, the problems they solve, and their solutions. With the not-a-fit video, the idea is to stand out by creating an honest and transparent video about whom you aren’t a good fit for. When you’re willing to admit that you may not be a good fit for a prospect, you become dramatically more attractive to those for whom you actually are a good fit.
We’re psychologically meant to respond to movement, pitches, and body language; these can convey much more emotion than we realize. On a very human level clients respond to watching real people in videos and are unconsciously assessing their reliability.
Generally, video is a very potent tool when it comes to sales and making a personal connection. It can easily be considered the next best thing to being at the same location as your prospects to sell and I hope you start using it proactively to see amazing results.
Hire a TVH VA to help you get started with more video content.