Even if you’ve been selling for years, it’s possible that you’ve overlooked some ideas that will help you perform better, like working to shorten the sales process with video.
Today we’ll discuss some ideas that will help you shorten your sales cycle and some ways to use video to accomplish it. I’ll also share a real-life example from one of my clients to demonstrate how effective it can be.
Video is so simple and so powerful that it’s hard to imagine that some people aren’t taking advantage of it. We’ve talked about it on The Sales Evangelist for months because it’s a powerful tool that’s available to every seller.
I recently read a study that showed that 7 out of 10 B2B buyers watch a video somewhere in their buying process. So 70 percent of buyers are watching videos that are usually generated by the marketing department.
But why aren’t we in sales using it as well? It’s simpler for the buyer to consume, and it isn’t difficult for us to make them.
Videos are everywhere and we engage with them daily on Netflix, YouTube, and other places. Stories are part of our lives.
We can use them in our prospecting, in our closings, and to build value throughout the entire sales process. Use video to follow up with a client or share a testimonial. Create a video overview of your product.
Chaz works in the 3D printing industry, which for some of us is still rather unfamiliar. Because his product is cutting-edge, it can be difficult for him to explain what he’s doing to his customers.
The emails can get long and confusing. His customers have lots of technical questions. Chaz realized that it would be very time-consuming to answer all of those questions each time they arise. When he tried to get his customers to hop on a call so he could answer the questions, they often went dark on him.
He decided to use video to answer questions for his customers. It shortens the process because it’s quicker than email, and it helps him build trust with his customers.
Chaz said that he can shorten the sales process with video by up to a week.
If you could shave time off of each of your deals, how much more could you process? How many more clients could you obtain? Could you close more deals or earn more commission?
Imagine your current customers running into trouble with the product you sold them. Instead of asking them to ship it back to you so you can troubleshoot the problem, why not use video to help them identify the glitch.
You can walk them through the process and provide guidance that will help them improve the outcome the next time.
Chaz uses the video to carry the customer through the process and it freed up more time in his day because he was able to help his customer quickly and efficiently so he could move on to other things.
We’ve told you about a number of different video tools like BombBomb, Loom, Wistia, and Soapbox. There’s another called Vineyard, and probably many more that I haven’t named.
Video humanizes you for your customer, and research has proven that people do business with those that they know, like, and trust. When your customer can see and hear you, you’ll be able to build trust much more quickly in addition to helping your customer.
You can use video in your prospecting by following up with your prospects. Try using it in your outreach process to see what kind of results you get. We’re testing it ourselves and seeing amazing results.
Chaz is part of our TSE Certified Sales Training Program beta group, which wraps up in a couple of weeks. You can connect with him on LinkedIn, and you can watch the videos I mentioned earlier in the podcast here and here.
This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.
TSE Certified Sales Training Program can help you out of your slump.
If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.
This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.
Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.
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Michael is the co-founder of needls.com, a robo-agency that creates targets and optimizes Facebook and Instagram ads for small business owners and entrepreneurs.
Many small business owners have tried using Facebook ads in the past without a lot of results. It’s tempting in that case to assume that the ads don’t work, but the reality sometimes is that they didn’t use them well.
Perhaps the business owner didn’t have a good handle on what he was doing or he didn’t want to admit that he needed help.
Business owners only have a few options when it comes to Facebook ads.
Needls is intended to “dumb down” the process of running Facebook ads. Its meant to help entrepreneurs or small agencies run Facebook ads properly.
Understanding the demographics of your audience isn’t the same as truly understanding your audience.
If you sell women’s shoes, it isn’t enough to know that your audience is women around 40 to 50 years old. You must know what her job is, what her income level is, who her friends are, what kind of shows she watching on TV, and who influences her purchasing decisions.
You must know the ins and outs of your potential customer in order to advertise effectively. The best way to do that is to talk to your existing customers.
If you’ve only sold 100 pairs of shoes, talk to the people who bought your shoes to find out why they bought them. Frame your marketing and sales around that particular buyer persona.
Consider whether there are multiple personas that make up your target audience.
Even if you talk to your customers, you’ll still have to test different marketing objectives and advertising objectives.
Your first 100 customers may have a different persona than your next 1,000 customers, so you may have to shift your approach.
You must try different approaches in your digital marketing mix.
You only have to do one thing really, really well, but you can test things outside of that one thing to make sure you’re not missing the boat somewhere else.
It’s somewhat counterintuitive to digital marketing people, but in-person events are a great way to interact with potential customers or partners.
There’s still nothing better than actually talking to people in persona and getting to know like-minded business owners.
Meet with different people at different networking events. Go to dinners or meetups or find ways to connect with people in your industry.
It’s not digital, but it’s important. The point isn’t to gain business; it’s to make genuine connections and get insights.
When you go to in-person events, listen to people and provide advice and build trust. Then build an understanding that people should go to you for whatever it is you’re selling.
Sales calls now are about having meaningful conversations.
If you’re relying only on cold calls, you have to try something else. Focus on social media or ads, or content, or try the soft-sell approach.
Cold calls don’t work even as well as they did five years ago.
One executive told us that he doesn’t respond to cold calls. He said that the LinkedIn connection or emails are the primers for those conversations.
Needls has never done a cold call. They’ve grown from 0 customers to 1,000 customers by driving qualified customers to their site using Facebook ads, content marketing, and influencer relationships.
It’s so easy to connect with people on social media. If you don’t already have an Instagram account for your business, set one up and start posting content. Instagram could become one of the biggest drivers for your business.
If you sell office furniture, which isn’t super sexy, realize that everybody has office furniture.
Find someone on Instagram who has a unique twist on their office furniture. Follow that company.
Find people in your niche who already have a large following. Reach out and offer to supply a desk to an influencer who is willing to do a shout-out about your product.
Find people who have a large following and connect with them via direct message. Try out their service. Get in front of their faces as politely as possible.
You can generate leads on Instagram when you’re able to:
To make your videos more effective, realize that 80 percent of the traffic is mobile, and most people don’t have their sound on while they are watching videos.
Without subtitles, they don’t know what’s going on, so they scroll past.
Use subtitles so that people who are watching without sound will still get your message.
Also, install a Facebook pixel on your website that will track to see how well your ads are doing. Without it, you have no idea how effective your ads are.
Make sure that you have a call-to-action. Don’t just talk about your product or service and then hope that someone clicks to your site and buys something.
Try something like, “Go to my site and check us out, and get a 25% discount if you use this code.”
Capture the audience’s attention within the first one to five seconds. Attention spans are incredibly short, so you must give people a reason to stop scrolling and engage with your content.
Facebook and Instagram are amazing ways to grow your business without spending a lot of money.
Check out Needls by answering a few questions that will help launch your first campaign.
After you’ve answered those questions, Needls can create hundreds of different ads for you to test to see which ones will work best.
They’ll target your ads using data science, and then optimize the ads 24/7.
It takes about 10 minutes to set up the campaign and then you can set it and forget it.
If you’re looking to build your business and get more sales and work hard now to create freedom in the future, you’ll put the time in now but you’ll be able to look back and see the benefits of your hard work.
This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.
Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.
This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.
We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.
Check out TSE Hustler’s League and apply to see if it’s a good fit.
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Yep, clients appreciate it more if you send a personal message across. And this never fails to show its magic!
Here’s a great way for prospecting through personalizing your videos to your clients. Well, not just that. Listen in to Kyle Patel as he shares with us some wonderful things OneMob has in store for us to be more productive and efficient as sellers and entrepreneurs.
OneMob leverages on the power of video. They help companies and organizations personalize their interactions with their prospects and their customers by leveraging the video trend coming into B2B through a synchronous messaging platform as well as create a fully branded company video right from their mobile and laptop devices and track all activity in real-time and back to their CRM.
Here are the highlights of my conversation with Kyle:
How to utilize videos to sell:
How you can utilize OneMob to enhance your abilities:
What makes OneMob different from YouTube:
Getting rid of distractions you get from watching YouTube videos that show up on the right column (taking the focus off from your customers)
OneMob’s security and storage:
Learn more about OneMob and sign in for a free trial. Connect with Kyle Patel on Twitter @KyleNPatel and LinkedIn.
Kyle’s Major Takeaway:
Just always try to be personal with people.