Fade in. We see a salesperson scrolling on their phone, checking out ways to incorporate video into their sales process. They find a video that looks promising and press play...
What do you find more helpful - a lengthy written breakdown of a product or service or a quick, well-edited video? Let’s keep that question in mind.
In the past five years, sales teams have opened up their minds (and budgets) to using video. Now, this may be ironic, but let’s get away from the script for a second.
Now, this may be ironic, but let’s get away from the script for a second...
With people using their phones for practically everything now, video is the perfect medium to target and sell to new prospects. Over the past five years, there’s been a 25% increase in the number of businesses using video. Now, 76% of companies who use video say that it helps them increase sales.
Videos are great ways of building and maintaining relationships and are brilliant additions to an overall sales strategy, providing more information and relevant content for people looking for solutions.
Everyday consumers are starting to view video as an integral part of their buying experience, whether it’s a video they’ve searched for themselves (such as a product walkthrough) or one they’ve stumbled across. These little bits of filmic magic can go a long way.
So what are you trying to tell me?
JACK FROM DIGITAL 22
Well, I’d love to take a video-first approach, but I don’t really have the time or the know-how to create video content to add to my sales process.
JACK FROM DIGITAL 22
Don’t worry. In this blog, I'll break down how you can start utilising video by using video sales coaching.
Time to break the fourth wall.
Jump to a section:
Can video transform a sales strategy?
- 1:1 video in sales has increased from 7% in 2019 to 40% in 2020 - a 471% year-on-year growth
- Nearly 90% of salespeople report the importance of accessing video viewing data to qualify leads, engage prospects or influence deals
- Sales teams that use video get a 16% increase in email open rates and a 26% bump in replies
- Sales emails featuring videos sent between the second and 20th day of the sales outreach process result in higher reply rates
- Deals that are closed/won used video 18.5% more than deals that are closed/lost
- Deals that are closed/won used screen sharing 26.3% more than deals that are closed/lost
- Since 2019, the use of video in prospecting and customer and sales conversations has increased by 93%
- 76% of sales leaders believe remote sales interactions are equally or more effective than traditional in-person engagement when prospecting for new customers
- User-recorded video used in sales conversations increased by 129% in 2020
Looking at these video statistics, it’s clear sales reps should waste no time in including video in their sales cycle.
64% of those who transitioned to virtual sales this year met or exceeded revenue targets, compared to 50% that didn't make the transition. - HubSpot
These statistics show video is an opportune method for aiding the sales process, communicating with people in a way they prefer. And it’s been proven to make a difference for salespeople, especially during the coronavirus pandemic.
The effect of the pandemic
This past year has been a tough time for everyone. The financial burdens thrown at us haven’t passed marketing or sales departments by. 74% of marketers said the pandemic made them more likely to use video.
Also, user-generated video creation increased by 44% in the second quarter of 2020, aligning with the initial stages of COVID-19 when many sales team went digital-first.
All these stats tell us that video is here to stay. 69% of the people who don’t use video said they would start in 2021, meaning we’ll see more salespeople adopting video now and in the future. Your audience expects it, so it's time to give them what they want and start using video in your sales process. Although, it's easier said than done, especially if you're new to it.
Using video in your sales process is perfect for re-engaging disengaged customers. It can also lead to increased win rates, faster deal cycles, more open rates and allows you to hone in on the value proposition your audience cares about.
But there's a difference between knowing you need to do video and knowing how to do video. With our free sales scripts, you’ll never be stuck for words, whether you’re on camera or speaking over the phone.
Keep your overall message and videos on track and have confidence in what you’re delivering to your audience of potential customers. Be ahead of the curve by downloading our scripts using the link below.
When we talk about using video as part of your sales process, we’re not simply talking about spending thousands of pounds on one video you hope will go viral - chances are it won’t. So how can you still make an impact?
Making videos isn’t enough...
Throwing money at a video might make it look terrific - well-lit, great cinematography, good sound quality and brilliant effects. But if you’re only using it on one topic and the video ends up being 20 minutes long, it’s almost a wasted effort, especially since 58% of viewers will only watch a video all the way through if it's less than 60 seconds.
When the video is finished, you’ll be short on cash and only have one video to show for your work. Similarly, there’s always the issue that you’ve made a video for a certain product and in a year, that product stops being produced. Money down the drain.
Making videos isn’t enough - you need to make those videos correctly. They need to:
- Be evergreen
- Be well made
- Be consistent
- Capitalise on your existing traffic (adding videos to popular products or web pages)
- Be accessible
It’s not about that one video. You need to create an overall ‘ecosystem’ of videos and add them to different stages of the sales cycle without always filming from scratch.
You also need to upskill your team to get them to use video more. For example, something as simple as recording a quick explainer or response video for a return or prospective client goes a long way.
This touches on something we really believe in - that video goes beyond marketing. It can actually transform your business. So what do you do if you’re not quite there with using video? Consider video sales coaching.
Using video sales coaching
First of all, you don’t need to know your Spielbergs from your Camerons. Videos really don’t need to be huge, swashbuckling projects that drain marketing budgets. It’s pretty simple to make videos with just a good quality camera and editing software.
We’re all about being ‘video first’. We’ve seen how video can make better connections with clients and both internal and external stakeholders, shorten sales times and increase revenues.
You can also develop asynchronous videos to synergise both marketing and communication for huge impact. Video coaching can help you do this. Essentially, it teaches you the best practices for creating videos without having to rely on big-budget projects or expensive freelance videographers.
Video coaching aids you in understanding what really matters when it comes to developing asynchronous video communications. Following the sessions, you and your team can submit videos for specific, actionable and helpful 1:1 coaching advice. When looking for video coaching, make sure they offer this so you can get actionable feedback to improve your video efforts.
The feedback should be private and designed to make your videos more effective. All to make sure you get the most from your 1:1 video communication and video platform.
You may already use video - but are you really using it to its full potential? That’s where the magic happens. Movie magic.
The best video coaching is done through 1:1 video workshops, where work and feedback are done completely hands-on - no reading through long-winded guides.
Hands-on training sessions are valuable, as these practical and actionable workshops give you the best practices and techniques so your 1:1 video production is actually effective. They also unlock benefits for productivity and help you build (and maintain) relationships with prospects without the need to meet face to face.
The best part? You can apply this knowledge across all teams within your business, from sales through to recruitment. If you’d like to learn more about creating videos to transform your sales process and stand out from your competition, make sure to start your video coaching journey now.
Camera, action! Making the most of video marketing
We know how challenging it can be to get responses from prospects and maintaining relationships. To fast-track your way to using video comms to transform your business, make sure to check out our video coaching and consultancy services.
During these workshops, you'll receive 1:1 feedback and in-depth training on improving your video communication to build stronger connections and improve efficiency across every department in your business.
If you're ready to go all-in on video sales coaching to crush your sales, make sure to click the button below to get hands-on training today.
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