How to use video to land more sales and be less Martian
On Wednesday the 19th of October 2016 the Schiaparelli Edm Lander approached Mars. After an 54.6 million kilometres the lander was 1 min away from glory.
But then….nothing. Everything went silent. The lander was lost forever. The European Space Agency later discovered that the thrusters had not fired for as long as expected causing the the probe to fall from a height of approx 3 kilometres AND plunge into the Martian surface at more than 300 km/h.
What a pain! Now Imagine if you’d put a similar effort in to launching a prospect 54.6 million kilometres down your sales funnel only to lose them in the last few moments. It would be just as annoying, if not more. You’d do anything to make sure this didn’t happen. Anything…
The good news is, video can really help with this and it’s all down to being less alien to your prospects, sticking with the space theme.
It’s the old “people buy from people” saying, (our least favourite saying because it’s simply not true, they buy from people they like not just any old human) which is now possible to 100% digitise.
Consider this, If the other businesses you’re up against hide behind their emails, it is going to be impossible not to come across as the front runner who’s making all this effort (not that much effort) to come across as keen, helpful, approachable, human and well, better looking than sans serif.
They’re gonna favour the human right? Right!
Top secret – Personal sales videos saves time
Here’s a little secret to not only land more sales but save you a huge amount of time.
Face to face meetings are great but video will actually give people the impression they know you, they’ll think they’ve met you and well…bye bye 3 hour meeting that only needs to be 20 minutes. Hello time to grow my business.
Basically you can systematize your sales process and save bundles of time.
Warning! Sales video builds familiarity
When you do finally meet your new client, they’ll feel like they know you which means hugs, high fives and conversations you’d only have with your best mates could follow.
Worry about that later though.
What sort of business should start here?
If your company sells complex services or products that involve a large time and/or financial commitment – then this should be a priority as soon as those leads are beginning come in to avoid a crash landing.
What sort of videos should you be producing for this crucial task?
Any complex and opaque qualities of your service or product need to made simple and transparent.
• Personalised sales video quotations
• Service videos explaining the use of a product or service
• Relevant vlogs
• Process presentations
Your aim should be to go one step further in creating a personalised sales experience than anyone else will so you come across less Martian. This is a way of keeping a large number of prospects engaged while still remaining personal. Something that will keep you light years ahead of your competition.
So consider sales video as low hanging fruit. Perfect your conversion before you try to drive more leads
Because otherwise you’ll just end up smashing loads of robots in to Mars over and over again.
Check out an example of an SME who’s getting results with sales video below