A brief insight on how Sales Reps can work their magic and Triple their response rates.
Ok, so you have followed the formal sales process. You have taken the typical route, traveled the designated road, and got the desired results. Now, what if I told you to get off the beaten track, and try something else.
Yes, I’m asking you to take the road less taken.
"I shall be telling this with a sigh Somewhere ages and ages hence: Two roads diverged in a wood, and — I took the one less traveled by, And that has made all the difference." -Excerpt from “The Road Not Taken" by Robert Frost
If life is a journey, this poem (which you probably studied in high school and is undoubtedly revered by every English teacher I know) highlights the time when you hit the crossroads and had to choose any one path.
Typically, most sales reps follow a set of standard steps to take a prospect from the first stage of awareness up until the final stage when the deal is done. The sales rep has to chart-out his plan/methodology to take a prospect through this journey. Starting from when a potential prospect realizes there is a need up until the final stage when the deal is closed.
Download Ebook: Winning Strategies That Help Close The Sale, From Top 18 Sales Leaders
Traditional Sales Process Steps
A traditional sales process consists of the basic steps of:
- Prospecting
- Research
- Investigation
- Preparation
- Approach
- Presentation/demonstrations
- Handling objections
- closing, and finally following-up.
Now, what is it that you can do differently to spike up your response rates? What will make your prospects wake up and say ‘wow?’
The answer is ‘Videos in Sales’
Be a game changer and start using videos in your sales mix.
It might be off the beaten track and something your prospects have never seen before.
#Nailingit using Videos
It’s a common assumption that most of your prospects, from B2B marketing or sales, are ‘busy’ people. They usually have a lot on their plate and getting a positive response from them is nothing short of a herculean task.
“On the contrary my dear Watson,” it could be a different reason altogether.
To quote the popular fictional private detective Sherlock Holmes:
“When you have eliminated the impossible, whatever remains, however improbable, must be the truth.”
And the truth, in this context, is that maybe the problem isn’t their supposed ‘unavailability.’
What if the message, emails, and other communication being sent out isn’t powerful enough?
If sales reps craft their communication in such a way that interests the prospects maybe they would get the desired response.
So, the bottom line is that if you piqued their interest, they will be more accessible and willing to meet. Basically, it’s not that they don’t have time, but the problem is with our message.
Their ‘busyness’ could just be a misconception and other means need to be investigated and explored.
By using videos you can make that engagement happen. Videos will help you go a long way in improving your conversion rates.
Yes, you can be assured of better response rates by just using videos.
Now that I have got you highly inspired and enthusiastic to take the not-so-common path.
Let’s find out why video in sales email works.
The Human Touch
One of the many reasons why videos work is that the visual medium helps you to truly connect with your prospects like never before. Videos help to give a human touch and can be used during any stage of the sales cycle.
For example:
As soon as you sign up with a business or express interest, you could receive a video email from your account manager.
In the video, he explains your member benefits and walks you through the demo. So, instead of you having to read a lengthy mail, all you have to do is click the play button and everything is explained on a platter.
Moreover, after watching the video the prospect feels like he actually knows the person he’s doing business with and that helps to establish trust.
Such videos, through the human connection, helps to convert your prospects into customers and steers them towards signing the dotted line.
{Read how can salespeople use videos to engage prospects better.}
Personalization
One size doesn’t fit all. Similarly, one standard message cannot be sent to all your prospects. Such messages usually get misfired and as a result, you can miss out on a key opportunity. Moreover, what’s worse you could just end up blowing the sale.
What can you do to avoid losing out on potential leads and how can you make sure they stick around and convert?
It’s simple. Just raise the bar a little higher and hit your prospects with in-video personalization. You can surprise, impress and delight them by getting your entire collateral ‘Personalized.’ So clearly another good reason why videos work at giving an extra edge is Personalization.
Next step is to chart out your personalization strategy
Firstly, you need to carry out extensive research and investigation to know what turns them on?
Learn more about the customers before preparing your approach.
Carry out neat background checks and find out what are their roles and responsibilities.
Try to get a little personal information before communicating with a potential lead.
By getting such knowledge you can understand their needs and requirements better.
It’s equally important to know what the company does before sending out a Personalized email.
Try to find out useful information about company history, objective, purpose and long-term goals. What they do, who are their customers (How to create customer profiles), did they release a new product, who is their competition, what are their requirements, and how can your solution fit into their mix?
Basically, investigate and find out more about the company and the people who will be actually using your product/services.
Through careful research and investigation, you can craft, personalize and send emails to attract different types of prospects in a unique manner. This makes them feel special as your presentations are creatively designed in a ‘just for you’ fashion.
{Read How to wow your customers using personalized videos?}
These are just a few of the reasons why videos work and can go a long way in tripling the response rate.
Next, let’s find out how you can turn this dream into a reality.
Get started by using online video selling platforms
Let’s take the same example again with a slight twist in the tale.
You’re standing at the crossroads again and waiting for the green light. It’s a long 4-5 minutes signal giving you the forced break from your long drive.
So you casually tear open a Kit-Kat chocolate bar and look around at the vehicles passing by on the other side of the road.
A Ford goes by, followed by a Toyota, and then passes by a suave Jaguar…making all heads turn and look up.
Opting for a video selling platform in this context is like driving that Jag and making heads turn.
By signing up with online platforms like HIPPO VIDEO you are sure to achieve your sales goals and get much more.
How can HIPPO VIDEO boost your Sales?
Getting in touch with your prospects and making a sales pitch has never been this easy.
By signing up with Hippo Video (HV) you can send out beautifully crafted personalized videos to your audience. This is made possible by installing Hippo Video’s Gmail Add-on, Outlook email or Hippo Video’s Chrome extension.
Hippo Video offers unique features that are carefully designed to help you cut through the noise and get the attention you deserve.
You can create videos in such a way that will help you to schedule more meetings and triple your response rates. Hippo Video helps you close deals faster and book more meetings. You can get real-time notifications on video views, engagement, click-through rates and know when and why to follow up.
Hippo Video helps you get real-time alerts and notifications when people open, click, or play your video.
You will have a lofty vantage point from where you can track video engagement metrics and follow up with your prospects based on their actual behavior.
You can also send out video replies to the right prospect at the right time and close more deals like never before.
Hippo Video allows you to Integrate your sales data back into your CRM, emails, and sales workflows. Other integrations are also available with Outlook, Gmail, Pardot, Zapier and more.
Conclusion
The possibilities of using videos in your sales cycle are endless and it’s very crucial to leverage video selling platforms in the current market scenario.
{Read more on the evolution, current video marketing trends, and What is the Future of Video Marketing? }
Sales Reps need to constantly change their way of communication if they want to hit the jackpot. And the only way to make your message different and stand out from the crowd is by using videos.
Use videos and take the route less taken, it’s sure to triple your response rates and ultimately achieve your sales goals.
Videos will not only help you get a positive response from your prospects, but it will also make sure you conquer challenges and reach the peak.
How do you use videos in your sales process? Let us know in the comments section below.