As a sales consultant, trainer, and coach, I absolutely love when the sales teams I work with shares successes they’ve had as a direct correlation to the advice, tips, and tactics I share. My promise to them is also what I live by at The Center For Sales Strategy and Up Your Culture — I would never make a recommendation to try something that I don’t feel for certain can work for them, too. So if video is something you’re skeptical about, don’t be.
Adding human context has been a proven tactic for quite some time. Science tells us the more we “see” someone, the greater the chance we “like” them before we even meet for the first time. It’s one the reasons Real Estate agents have included their headshots on business cards, “For Sale,” collateral and electronic signatures for years!
If you’re not sure where to start using video, are 5 ways you can make video work for you.
5 Ways to Use Video in the Sales Process
1. Video to engage and connect with prospects.
One the newest and proven tactics to help engage prospects and customers in your sales process is using video to stand out and add human context to what would likely have been email otherwise.
2. Video to set an agenda for your meeting.
Another place to insert a video of yourself is when sending an agenda for your meeting. Sending a written agenda ahead of time is a best practice and adding video to how you communicate your agenda can help you have a more productive meeting. Someone is more likely to retain the information you share in your agenda with video included.
3. Video to recap a meeting.
Using video to recap a meeting has a dual purpose, too. In addition to increased engagement and another opportunity for a prospect or customer to “see” you, you can use the recap to confirm your understanding of what you learned and next steps.
4. Video to share a success story.
Storytelling is a powerful persuasion technique and what better way to share a story than with video! Video captures inflection and emotion better than email or a phone call. When you haven’t been able to engage a prospect and you want to use a case study or success story as part of your attempt to connect, try video!
5. Video to thank and recognize your best customers.
Using video to thank and recognize someone goes along the lines of using video to share a story—the emotion a video can capture plays well here, too.
If you’ve never used video in your sales process, start with just one of these five ways until you get more comfortable with the process and result of using video. Let go of your ego, don’t get too caught up in being polished and be yourself. Remember, its all about adding human context so be human!