If you’re not using video somewhere in your sales process, you should be. That’s not an empty declaration designed to catch your attention. That’s a fact based on a myriad of new stats on video effectiveness that get published every day.
It’s also based on our own experience at SalesLoft. Earlier this year, we doubled down on our belief in the importance of video by releasing a full integration with the Vidyard platform (pssst, that integrations about to get even better. Stay tuned). Ever since we released that integration, our sales team has been using personalized videos every single day.
As you would expect with any new technology, we learned a lot of lessons early on. We recorded those lessons for you in a post earlier this year. But since then, the learning has continued as we’ve honed our video strategy to a razor-sharp effectiveness that we hope you can use to improve your own video strategy. So without further ado, here are three MORE tips for video in your sales process.
1. What You Wear Matters
These days, it’s pretty rare to find a buttoned up office. Most companies allow their employees to dress down a bit to help them be more comfortable and productive. This is great if your prospects never have to see you, but can be a problem when you go to record a personalized video.
No matter what you’re selling, you’re asking your customer to trust you with their precious budget. No matter how good your sales pitch is, that trust can be undermined with a simple hoodie or baseball cap. You’re a professional and you know what you’re doing. Make sure you look like it on camera.
2. Get Personal
In our previous post, we talked about the importance of a good thumbnail. Since then, we’ve discovered that you can make that thumbnail even more effective by making it as personal as possible.
Having a whiteboard is a great way to write out a message using the customer’s name or their company logo. We’ve crunched the numbers and videos with personalized thumbnails are watched at nearly twice the rate of unpersonalized ones. If you mention their name or company specifically in the video, there is also a higher rate of rewatches. Everyone loves hearing their own name, right?
3. Different Videos for Different Uses
Our first post focused mainly on videos you can use to make that first connection with a customer. Since then, we’ve expanded our use of video all the way down the funnel, right up until the paperwork is signed.
And we don’t just reuse the same video at each touchpoint. While a personalized video with your smiling face is great for making a first connection, try recording a brief demo of the product and features they were most interested in after your first call. Ready to close the deal? Have a more professional video highlighting your other happy customers or the onboarding process ready to go. These are easy to record once and use for hundreds of customers. The tone and content of the video should always match where you are in the sales cycle.
There you have it. Three more tips for bringing video into your sales cycle. Be sure to check out our Vidyard integration and keep your eyes peeled for new and exciting improvements to our video integrations coming soon!