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In Video We Trust for Sales

As a salesperson, no matter how long your sales cycle, one of the most important things that you need to build with your buyer is trust. You could argue that getting a deal done without trust is next to impossible. If someone doesn’t trust that you have their best intentions in mind, that you can help them solve their challenges, and that you are an expert in your field, they will not buy from you. Period.

As buyers become more sophisticated and well-researched, maintaining trust throughout your sales funnel is more important than ever. Spammy tactics can kill your credibility and it is nearly impossible to recover from that first impression. The bottom line here is this: modern buyers have higher expectations of the customer experience – they want salespeople to focus on adding value and being helpful.

Leveraging video in your sales process is a game-changing way to build trust, establish authenticity, and strengthen relationships with your buyers and prospects.

Like any relationship you have to start slow.  With a prospect, as opposed to a repeat customer, perhaps you start with social. Maybe connecting on LinkedIn, liking some content and commenting on things. And then your next step, rather than sending an email, imagine the impression a personalized video would make? It would be memorable. And that’s what you want.

Experienced buyers can smell insincerity from their inbox. That’s why our Team often recommends using real employees and no script in order to build that trust.

We call this process “back scripting” because you are really editing back to a script. When done right, you will have multiple ways of creating the “script” however with real, sincere and genuine reactions vs. canned and robotic communications.

You may be thinking: “My buyers are old-school – sending them videos will freak them out or make them feel uncomfortable. This medium won’t resonate with them.” Trust us – if you focus on being thoughtful, adding value and going the extra mile to personalize your content, the responses will be overwhelmingly positive no matter who your buyer is.

Have questions on anything we’ve shared above? Please share in the comments – we’d love to hear your feedback.

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About the Author: Roshni Hannon
Contact: roshni@madbearproductions.com

Her name means “light” and that is what she is… high energy, bright and fast. And yes… she does run regularly. While we’re not sure what she is running from (perhaps her two young kids) we know she’s covered a ton of ground. She was the Executive Producer for an award winning and number one rated morning show in Tampa for years. And now, she uses her unique blend of organization, storytelling and curiosity to help Mad Bear clients find their stories. Think of her as an architect, a story architect.

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Video: The Ultimate Sales Tool

Many salespeople would love to have an assistant — a supporting team member to help them be more efficient, helpful, and effective. You know, a useful sidekick to improve their ability to connect with customers and make more sales.

That’s exactly what you get when you use video. Video enables salespeople and businesses to connect with customers in a more experiential way. Think about it. With a few clicks of a button, a custom video educates and engages customers as they go through the purchasing process.

While there’s a litany of ways that video can boost your business. Here are three proven reasons video should be your number one sales tool.

1. Higher Response Rate

According to Hubspot the average prospect receives more than 100 emails a day and opens only 23% of those and clicks on 2%. Don’t end up in the inbox vortex! Use video to help cut through all the clutter. Using video in your emails will also:

  • Boost open rates by 19%.
  • Boost click-through rates by 65%.
  • Reduce unsubscribes by 26%.
  • 2. Inspire More Action

SalesLoft recently reported that 75% of late-stage prospects that received a personalized video, closed. There’s no question that the human element involved and the time it takes to personalize a video message will show your prospect that you’re willing to go above and beyond the competition.

Jessica’s Best Part of Her Day from Mad Bear Productions on Vimeo.

If that’s not enough, here are the other ways video inspires action: In its 2017 Ultimate List of Marketing Statistics Hubspot confirms what we predicted in our last blog regarding predictions for the upcoming year:

4X as many customers would rather watch a video about a product than read about it. (Animoto, 2015)

Almost 50% of internet users look for videos related to a product or service before visiting a store. (Google, 2016) 53% of smartphone users feel more favorable towards companies whose mobile sites or apps provide instructional video content. (Google, 2015)

4 in 5 consumers believe that demo videos are helpful.

Shoppers who view video are 1.81X more likely to purchase than non-viewers. (Animoto, 2015) (Source: https://www.hubspot.com/marketing-statistics)

3. Reach the C-Suite 

Though they may not be your main point of contact, you’ve got to get the C-Suite on your side. And video is the sweet spot. According to Forbes.com :

65% of executives have visited a vendor’s site after watching a video.

51% of executives under the age of 40 reported making a purchase decision after watching a video.

WilsonHCG: Executive Search infographic from Mad Bear Productions on Vimeo.

So there you have it. Like we reported last month, Video is a must have for your business’ content strategy. If you want to sell it, tell it. Have a question about video? We can help. Just reply to this email and we will get back to you immediately.

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About the Author: Roshni Hannon Contact: roshni@madbearproductions.com Her name means “light” and that is what she is… high energy, bright and fast. And yes… she does run regularly. While we’re not sure what she is running from (perhaps her two young kids) we know she’s covered a ton of ground. She was the Executive Producer for an award winning and number one rated morning show in Tampa for years. And now, she uses her unique blend of organization, storytelling and curiosity to help Mad Bear clients find their stories. Think of her as an architect, a story architect.
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