In today’s pandemic-hit world, meeting a prospect in person is tough. But don’t make this a reason for you or your sales team to not hit your quotas.
Did you know that more than half of your prospects want you to make video content for them?
Developing a strategy to use video for sales can work wonders.
This article will explain why and when to use videos for sales, the best practices while making a video, and why you should leverage Piktostory to make stunning sales videos.
Why Use Video for Sales?
#1. Build relationships from a distance
Videos help you gain your customer’s trust. Answering queries with video call aids in building a long-term quality relationship.
With videos, you can show your customers that you care about them. And the best way to take care of them is by putting yourself in their shoes.
Once you do that, imagine what you would like better – A 1000-word email answering your query or just hopping on a video call and getting to know the answer live.
#2. Explain complex topics simply
According to a survey conducted by Wyzowl, 69% of people said they’d like to watch a video to learn about a product or service.
And why not? Videos allow you to explain complex topics easily.
A step-by-step image-text guide looks excellent, but do you know what’s better? A video explaining every part of your product live.
If you design an image-text guide, you can only ‘tell’ your customers about your product.
But with videos, you can actually ‘explain’ to them the working of the product or service you offer.
Pro Tip: Try sticking to live videos when explaining your product to a buyer. Leverage the share screen option to show them how they can use the product.
#3. Save time
Did you know that 84% of customers who see a product video are convinced to buy a product or a service?
Yeah, that’s true.
Creating a text-based guide will take 10-12 hours. But you can create a great sales video in an hour or two. So you’ve got eight extra hours. Hours you can put to good use!
So the best way to save time and increase conversion rates is by:
- Making a product video
- Explaining product features via video
- Meeting customers on live video calls if they have any queries
When to Use Video For Sales
You can use videos for sales multiple times throughout your sales funnel.
But there are some steps in your funnel where videos will boost your conversion rates massively.
Here are the two most effective uses of video for sales.
#1. Grab attention with video prospecting
With videos, you can charm your way into your prospect’s heart.
How? It’s quite easy!
First, specify why you approached the prospect and how you got their contact details. By doing this, you will gain your prospect’s trust.
After the introduction, get straight to the point.
To get your prospect’s attention – Be efficient, smart, and convincing on the call.
Now that you have your prospect’s attention, it’s easier to explain your points and persuade them to buy the product.
Case study: How Katie Davis leveraged video to grab attention on LinkedIn
When the Covid outbreak was at its fullest in 2020, thousands of Americans lost their jobs.
One of them was Katie. Due to Covid, she was laid off and in dire need of a new job.
Like many others, Katie’s go-to solution was LinkedIn.
But to stand out, she thought of making a video post!
She invested an hour and made a 50 seconds non-verbal video. And guess what, it was a hit!
She successfully grabbed her prospect’s attention in just a minute.
This one video brought her:
- 8000 views
- 54 comments
- 100 new connections
She now works at LPL Financial as the AVP of the Marketing department.
#2. Use videos to nurture leads
When it comes to selling products, it’s not just a one-time thing.
To nurture a lead and build a long-term relationship, you have to take care of them.
- Ask your customers if everything’s right
- Keep them updated about the product
- Ask them to tell you what they want more from the product
In all the 3 cases above, videos are the best medium to convey the message.
Here’s an example of a mail that leverages videos the right way.
Similarly, you can use videos to remind your customers of a special event coming up.
If you use videos throughout your sales process, the customer will get accustomed to your face, making them feel like an insider.
Therefore, using videos for sales brings customers close to your brand.
Best Practices When Using Video For Sales
#1. Always have your audience in mind
When you use videos for sales, knowing who you’re sending videos to is the most important thing.
When making a video for sales, ensure two things.
- It addresses all the pain points of the audience.
- You give your audience a detailed explanation of the product.
One other thing you should keep in mind while making a video for sales is to personalize it as much as possible.
Yes, it might be tough to personalize at an individual level, but you can segregate your target audience into groups.
These groups can be drawn depending on the product/service features.
Let us show this to you with a simple example:
Suppose you own a furniture shop. You’re planning to sell a newly launched chair to your email list.
Now you can have your email list split up into several categories depending on:
- Home space (Compact and Spacious houses)
And many more…
Make a video on this chair, specifying its advantage for each of the above categories.
Let’s say you decide to split your email list by Age: 18-30 and 31-50
- A video made for the 18-30 age group can highlight the affordability of the chair as young people might not like spending too much on a chair
- A video made for the 31-50 age group can highlight the comfortability of the chair as that’s the prime concern of relatively older people
#2. Double-check your location and tech
You don’t need to be a pro video producer to shoot a video, but there are some points that you should know when it comes to video shooting.
- Use the Best Available Lighting: Try using natural lighting and recording during the daytime in front of a window for the best results.
- Take Care of the Sound: Record your videos in a quiet space and use headphones or noise suppression tools to dampen the background noise.
- Background: Avoid a place with an animated background; a plain wall with some furniture is often perfect when capturing videos.
#3. Be interesting
In a video for sales, what you say matters the most.
If you look all charming but say things that aren’t in line with your prospect’s expectations, you will end up with 0 sales.
Another thing to take care of is to keep the conversation alive. You don’t want to bore your prospects.
To make the call interesting, tell them:
- Why did you contact them in particular?
- Why should they choose you?
- What’s the benefit they get with your product/service?
- What’s the road map of your brand?
Note: When you call a prospect, sharing information is great, but make sure you don’t share too much. The point of your call is to make them curious so that they revert.
Conclusion: It’s High Time that You Embrace Video For Sales
The world’s switching to online shopping now. Even before the pandemic hit, online shopping was trending.
Covid just acted as a catalyst and boosted the growth of online shopping.
One thing’s clear – be it online or offline, the world doesn’t stop buying, even when the situation’s bad.
So not having a medium like videos to sell your products will make it difficult for you to hit your monthly/yearly quotas.
It’s time to up your game and build a video-first culture to grow your business.