4 Ways to Use Video to Improve Your Sales Process

Audio Transcript Auto-generated

• 00:00 - 00:03

  Hey folks, thanks for joining me today for the four

• 00:04 - 00:07

  ways to use video to improve your sales process.

• 00:07 - 00:10

  I really believe that video is a very powerful tool,

• 00:10 - 00:14

  both for conferencing and for sending videos throughout your entire

• 00:15 - 00:15

  sales cycle.

• 00:16 - 00:17

  And there are a lot of different ways that you

• 00:17 - 00:21

  can use video effectively to communicate with your audience and

• 00:22 - 00:24

  make sure that your prospective clients are feeling really taken

• 00:25 - 00:29

  care of understood and heard throughout this sales process.

• 00:30 - 00:32

  My name is Dante who and I'm a digital marketing

• 00:32 - 00:35

  agency owner in Brooklyn new york and I am one

• 00:35 - 00:39

  of Linkedin's top 16 marketers to follow in 2021.

• 00:40 - 00:43

  Let's go ahead and get started the first place that

• 00:43 - 00:45

  you are going to of course or want to be

• 00:45 - 00:48

  doing some video conferencing is during your prospecting calls, when

• 00:48 - 00:51

  you're speaking to clients about their needs and doing that

• 00:51 - 00:53

  needs assessment process, you need to demonstrate client understanding.

• 00:54 - 00:56

  So one of the things that I recommend that you

• 00:56 - 00:59

  do ahead of your call is to prepare several different

• 00:59 - 01:02

  tabs or pieces of collateral of your clients.

• 01:03 - 01:06

  There appears as well as people within their industry that

• 01:07 - 01:09

  you think would be really great examples to be able

• 01:09 - 01:13

  to look at together on the call, that immediately demonstrates

• 01:13 - 01:15

  that you are knowledgeable and that you are credible and

• 01:15 - 01:17

  that you understand their specific space.

• 01:18 - 01:19

  The second thing that you're going to want to do

• 01:19 - 01:21

  is make sure that you've also prepared to share client

• 01:22 - 01:26

  case studies with some great frameworks or breakdowns on screen

• 01:27 - 01:29

  with a tool like the one that I'm using right

• 01:29 - 01:31

  now, Prezi video, you can actually share that right on

• 01:32 - 01:34

  the screen, but you know, screen share is totally fine

• 01:35 - 01:37

  too, as long as you have those materials ready to

• 01:37 - 01:40

  go. The third area that you're going to want to

• 01:41 - 01:43

  take care of within that first prospecting call is probably

• 01:44 - 01:45

  a little bit about your own organization.

• 01:46 - 01:48

  You're going to have to talk about your team capabilities.

• 01:48 - 01:51

  So again, I recommend that you have a slider to

• 01:51 - 01:53

  or some text on screen ready to go.

• 01:53 - 01:55

  That talks a little bit about your key areas of

• 01:55 - 01:58

  performance, so that it's easier for somebody to follow along

• 01:58 - 02:00

  on that live video call.

• 02:00 - 02:02

  And the other piece of this that I think is

• 02:02 - 02:04

  really important is that if you are going to have

• 02:04 - 02:07

  your team introduced themselves, make sure that you have rehearsed

• 02:08 - 02:10

  ahead of time so that everybody has the same depth

• 02:10 - 02:13

  of information, everyone knows that they're going to give their

• 02:13 - 02:14

  name their title, their most recent project.

• 02:15 - 02:17

  Or talk a little bit about their experience in this

• 02:17 - 02:20

  industry, or talk a little bit about their knowledge within

• 02:20 - 02:20

  the space.

• 02:21 - 02:23

  But that way you don't have a huge variety where

• 02:23 - 02:25

  some people in your team are saying, here's my entire

• 02:26 - 02:28

  CV and the other members of your team are like,

• 02:29 - 02:32

  Here's one fact about me find that happy medium where

• 02:32 - 02:35

  people are all really comfortable and it's agreed upon ahead

• 02:35 - 02:35

  of time.

• 02:38 - 02:40

  Now, the next area that we're going to talk a

• 02:40 - 02:41

  little bit about is sending the proposal.

• 02:42 - 02:44

  You've done the prospect and call, you've prepared a document

• 02:45 - 02:46

  to send to the client.

• 02:46 - 02:48

  Now, this is a great opportunity for you to use

• 02:49 - 02:50

  a recorded video.

• 02:50 - 02:55

  Send a 12 minute video to the client with a

• 02:55 - 02:57

  little bit of information where you break down the key

• 02:57 - 02:59

  concepts that are presented within the proposal.

• 03:00 - 03:02

  You highlight some of those main takeaways and you anticipate,

• 03:03 - 03:05

  but don't necessarily answer some of the questions that may

• 03:05 - 03:08

  come up, indicating to them that you're going to have

• 03:08 - 03:11

  an opportunity to regroup and speak through some of those

• 03:11 - 03:13

  questions and encourage them to ask them.

• 03:14 - 03:16

  Now, why do you want to send a video with

• 03:16 - 03:16

  your proposal?

• 03:17 - 03:19

  I think that in this day and age we have

• 03:19 - 03:20

  to keep in mind that the vast majority of our

• 03:21 - 03:24

  clients, they themselves are not necessarily the only decision maker.

• 03:24 - 03:27

  And even if they are the main decision maker, they

• 03:27 - 03:29

  probably need to consult with other people within their organization.

• 03:31 - 03:34

  Therefore, by sending a video, you have this tangible, really

• 03:34 - 03:38

  credible piece of collateral that allows them to share with

• 03:39 - 03:40

  the rest of their team a little bit about what

• 03:41 - 03:41

  you and your team is about.

• 03:42 - 03:45

  And I think that as you know, so many people

• 03:45 - 03:46

  learn in different ways.

• 03:46 - 03:48

  There are some people who are really good readers and

• 03:48 - 03:51

  there's some people who are very audio learners.

• 03:51 - 03:53

  And so by having a video, you have the opportunity

• 03:54 - 03:57

  to really put in towards some of those concepts and

• 03:57 - 04:00

  make it more likely that within the organization you're going

• 04:00 - 04:01

  to get good bye in.

• 04:03 - 04:06

  Now. At the third stage, what we're actually going to

• 04:06 - 04:09

  plan for is a video meeting where we are going

• 04:09 - 04:12

  to do our proposal review at the video meeting for

• 04:13 - 04:13

  your proposal.

• 04:13 - 04:16

  Review. One thing that I want you to really think

• 04:16 - 04:19

  about is make sure that your presentation is adapted for

• 04:19 - 04:21

  the format so you can see that this is a

• 04:22 - 04:24

  Horizontal 16 x nine video.

• 04:24 - 04:26

  That's pretty typical when it comes to a video conference.

• 04:27 - 04:29

  Right? And so in this kind of a situation, I

• 04:29 - 04:31

  wouldn't want to go through a deck that we wrote

• 04:32 - 04:33

  as a vertical document.

• 04:33 - 04:34

  It would just be too overwhelming.

• 04:35 - 04:37

  Instead, again using a tool like this where you can

• 04:37 - 04:39

  put the text on screen or have a couple of

• 04:39 - 04:43

  presentation slides ready to go there specifically for this presentation

• 04:44 - 04:47

  meeting, that's much easier for something to follow.

• 04:48 - 04:50

  I mentioned earlier that in a video conference it is

• 04:50 - 04:54

  always more difficult for people to concentrate and that is

• 04:54 - 04:57

  going to be particularly true here, proposal review meetings tend

• 04:57 - 04:58

  to be a little bit longer, Right?

• 04:58 - 05:01

  We're talking at least 45 minutes, maybe an hour in

• 05:01 - 05:04

  those situations where it's a longer meeting, it's really hard

• 05:04 - 05:08

  for people to concentrate or they might have email tabs

• 05:08 - 05:10

  and text tabs open on their screen and that can

• 05:11 - 05:11

  be really overwhelming.

• 05:12 - 05:13

  So what I encourage you to do is make sure

• 05:13 - 05:16

  that you have text on screen again, either in this

• 05:16 - 05:18

  kind of format like I have here or, you know,

• 05:18 - 05:22

  in a slide that signposts the key topic areas so

• 05:22 - 05:24

  that they can follow even if they get distracted for

• 05:24 - 05:26

  a moment, make sure that you are breaking down your

• 05:27 - 05:30

  key information, especially any kinds of frameworks that you specifically

• 05:30 - 05:31

  use, that demonstrate your expertise.

• 05:32 - 05:34

  And then finally, make sure that you prepare some appendices

• 05:35 - 05:35

  for discussion.

• 05:36 - 05:38

  Any topics that you know, that you're gonna have to

• 05:38 - 05:40

  go in a little bit more in depth into, can

• 05:40 - 05:43

  make sure that you have some materials, prepared some of

• 05:43 - 05:44

  the things that we like to do as a team

• 05:44 - 05:47

  is to in fact Pull in some data that's available

• 05:47 - 05:50

  from the 3rd party or public data, um and prepare

• 05:51 - 05:53

  that specifically for the meeting to demonstrate to our clients.

• 05:54 - 05:55

  This is the kind of report that we would do

• 05:56 - 05:59

  for you if we were to engage and this is

• 05:59 - 06:00

  what it would look like and here's the value of

• 06:01 - 06:03

  it. But this is just a very abbreviated version so

• 06:03 - 06:05

  that they can start to see exactly what it is

• 06:05 - 06:05

  that they're going to get.

• 06:07 - 06:09

  And then the final stage in which I think that

• 06:09 - 06:12

  video is really helpful is again, um, sending a prerecorded

• 06:13 - 06:15

  video out to your clients for follow up.

• 06:16 - 06:18

  So once you have that review meeting, they've been sitting

• 06:19 - 06:20

  with it for a little while you want to re

• 06:20 - 06:22

  engage with them or this is a client that you

• 06:23 - 06:25

  haven't engaged in a couple of months, they had told

• 06:25 - 06:28

  you last time, you know, we like your proposal boat.

• 06:28 - 06:29

  We want you to come back in a couple of

• 06:29 - 06:32

  months. Those are some great opportunities for you to again

• 06:32 - 06:36

  said a 12 minute personalized follow up video that reiterate

• 06:36 - 06:39

  some of the points of fit and credibility within it.

• 06:39 - 06:41

  The other way that you can use these kind of

• 06:41 - 06:44

  follow up videos is if you have some amazing brand

• 06:45 - 06:49

  advocates, whether they are current clients who are part of

• 06:49 - 06:54

  an organized advocate program or they are clients who, you

• 06:54 - 06:58

  know, what do you a favor, leverage them, encourage them

• 06:58 - 07:01

  to send you a one minute 32nd video that is

• 07:01 - 07:05

  personalized and speaks to this specific prospect and says, Hey,

• 07:06 - 07:08

  prospective clients were a current client.

• 07:08 - 07:10

  These are the reasons that we love working with these

• 07:10 - 07:12

  guys and I know you're not going to regret reaching

• 07:13 - 07:13

  back out to them.

• 07:14 - 07:17

  If you have that kind of content that you can

• 07:17 - 07:20

  then send off to that client again, it makes them

• 07:20 - 07:23

  feel more heard and taken care of and makes them

• 07:23 - 07:26

  feel like you care specifically about them and that it

• 07:26 - 07:27

  is not a road activity.

• 07:27 - 07:29

  Right? The idea here is, it is a personalized video

• 07:30 - 07:33

  that speaks specifically to them with their titles and their

• 07:34 - 07:36

  team members and it really helps them to feel like,

• 07:36 - 07:39

  okay, this is a company that wants to work with

• 07:39 - 07:41

  us that really cares about what we have to say.

• 07:43 - 07:45

  Now. Those are just four of the different ways that

• 07:46 - 07:48

  we like to use video when it comes to our

• 07:49 - 07:49

  sales cycle.

• 07:50 - 07:53

  But as content marketers, of course, we are using video

• 07:53 - 07:54

  in so many other ways.

• 07:54 - 07:57

  If you would like to learn more about how content

• 07:57 - 08:01

  marketing can support not only your sales process, but also

• 08:02 - 08:04

  lead generation, please reach out to us.

• 08:04 - 08:07

  I'm at Santee ho on social media and our website

• 08:07 - 08:08

  is Media Valerie dot com.

• 08:09 - 08:09

  Thanks again.