How To Close More Deals Using Videos Throughout The Sales Process Closing deals using videos is now becoming a very effective tool in the sales process. As a salesperson and an entrepreneur, we’ll talk about how you can incorporate videos into your sales goals. Doug Davidoff works with companies in the B2B space around customer acquisition and success programs. They examine a company’s sales structure to figure out how to build it in a way that’s scalable, repeatable, a high probability yield, high-margin, and high-growth. Because of this, a sales team can get more done in less time. The beginning Doug started working for the company when he was just 16 years old, around the same time when he got his driver’s license. Back then, they were focused on traditional sales advisory sales training. For the last seven years, they’ve been looking into the holistic process of customer acquisition. Every three years, they reinvent themselves in an effort to make it easier for companies to work with ease and efficiency. It was difficult when they first started using videos. They were among the first companies who were utilizing this new tech and there were only a handful of examples they could use as reference. Doug came up with the idea of making videos the same way as he made webinars, breaking them down into 3 sections. Next to blogging, it was by far his greatest accidental discovery. If you decide to work with videos, know that it may not yield immediate results. Doug didn’t start with video thinking it would enhance the process. There is a lot of divergence when it comes to what people know about using video, what they are looking for, and what they want to accomplish. Because of this, initial conversations were hard because it was hard to tell a client the specific impact to their sales. Nowadays, with more history, it is easier to see that video is very effective. Creating the videos Doug began creating a 20-minute long video for a presentation and later went to an hour, sometimes longer, as needed. Doug’s colleagues advised that prospects wouldn’t watch videos that were this long but Doug wasn’t to be deterred. As Doug gained a greater skill set and his videos improved, the more the videos were shared among key people within the companies he was targeting. This sharing process enabled Doug’s team to know who the key figures, influencers, and decision makers were within these companies. They began seeing that people were watching their videos even before they got to their kick-off. These prospects were watching and using their videos to socialize and share various ideas. This was how they decided to use their videos in segments that could be dropped in each part of the sales process, from market development to customer acquisition. The video sales process How a customer is moved through the video process largely depends on how the customer finds Doug. The first video is typically post-discovery where they let their prospects watch any number of videos that are connected to solution pages. They’ve also tried running a couple of campaigns where they connect to prospects who are difficult to reach by giving them shorter versions of their videos. They ask these recipients to share their top three biggest challenges and Doug’s team then sends a 2-4 minute video that addresses these challenges. This strategy is used during the pre-discovery and discovery process, needs assessment diagnosis, and so on. Using videos in sales Doug has been told that videos won’t work in sales but he’s proven this isn’t true. If you are a salesperson presenting a topic consistently, you can save time by putting that presentation into a video. If you prefer initial contact to be live, you can still utilize video in the follow-up. Doing a concept video is also...

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