When To Use Videos In Your Sales Process

What Is A Sales Process?

  • A set of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale.
  • Typically consists of 5-7 steps depending on your objectives.

What Are The Steps?

  • Prospecting
  • Preparation
  • Approach
  • Presentation
  • Handling Objections
  • Closing
  • Follow-up

When Should You Use Videos?

1. When you engage and connect with prospects.

  • To stand out and add human context to what would likely have been emailed otherwise.

2. When you set an agenda for your meeting.

  • Insert a video of yourself is when sending an agenda for your meeting.
  • Sending a written agenda ahead of time is a best practice.
  • Can help you have a more productive meeting.
  • Prospects will more likely to retain the information you share in your agenda with video included.

3. To recap a meeting.

  • Increases engagement
  • An opportunity for a prospect or customer to “see” you.
  • IUse the recap to confirm your understanding of what you learned and the next steps.

4. To share a success story.

  • A powerful persuasion technique.
  • Captures inflection and emotion better than email or a phone call.

5. Addressing concerns and demonstrating value.

  • Makes demonstrations of a product or explanations of service easy to follow and digest.
  • You can share a video of yourself walking through common concerns or frequently asked questions.

6. Thanking and recognizing your best customers.

  • The emotion a video can capture plays well with videos.

Why Should You Use Videos?

  • To shorten calls
    • On video, your conversations should be replaced with shorter, more frequent interactions.
    • The frequency of your appearance will have more of an impact when connecting remotely.
  • Facial expression and body language add valuable context to any conversation.
  • This is the time where video chat is becoming the norm.
  • Your emails can easily get lost in the shuffle.