Using ‘Video Selling’ to Stand Apart from your Competition
By Jeremy Mendoza, Founder & CEO of AnnexQ
According to a recent survey from LinkedIn, 96% of decision-makers say they are more likely to purchase the products or services of a brand if the sales professional has a clear understanding of their business needs. The survey results clearly show that in B2B sales these days, showcasing that you understand your prospects’ business challenges is extremely important.
As a sales professional, you have a profound understanding of what makes your product unique and exceptional. You spend a lot of time learning how to best position your product, and use your personality and passion to show how it could make your prospects’ lives easier. Making your sales process a more personal, measurable, and shareable experience through video can help achieve this. Often times it’s not your product that they buy, but it’s you that they buy.
Next to in-person meetings, video is the most powerful tool to help sales professionals sell their products personally and effectively. Video increases the amount of information retained in comparison to other channels of communication. Years ago, a salesperson would be present throughout each step of the prospect’s buying decision process. Nowadays, with advancements in technology and easy access to information, prospects have already gone through 57% of the buying process before even initiating contact with a sales professional.
We all feel compelled to click on the play button when we see a video. And a video message done right from the start of the sales process can have a huge impact on winning a deal. This is because a video can humanize your brand and tap into their emotions.