Within the final couple of years, there was a rise within the variety of gross sales professionals who imagine in video for gross sales. At Hippo Video, our ongoing interactions with gross sales groups have allowed us to achieve priceless insights into how they use movies of their day-to-day actions. We’ve realized that many gross sales professionals face the next video challenges:
- Issue in creating contextual movies for various contact factors as they’ve been restricted to creating plain webcam or display screen share movies, leading to much less engagement.
- Owing to the extra effort or time constraints related to creating movies, gross sales reps use them selectively for particular contact factors and for high-value offers alone.
- Gross sales reps typically have to document movies repeatedly for each prospect to be able to personalize conversations, leading to a lowered productiveness charge.
Regardless of the good potential of video in gross sales, there are two distinct varieties of video customers in gross sales: video conscious and video productive. Let’s dive deeper into the variations and in addition discover out which one you might be.
Video Conscious Vs Video productive -> Which one are you?
As talked about earlier, each a video-aware and video-productive gross sales skilled perceive the significance of movies. Nonetheless, there’s a key distinction between them. Whereas a video-aware gross sales skilled makes use of movies, they’re selective of their use and usually are not essentially taking full benefit of them. However, a video-productive gross sales skilled is aware of the worth of integrating video into their each day gross sales course of and makes use of it as a key a part of their total technique.
Let’s break this down to clarify additional primarily based on the method they might comply with:
“Save time and enhance productiveness”
Saving time whereas growing productiveness is a significant time purpose for all salespeople, whatever the variety of duties they deal with at one time. As a result of that is their prime precedence, gross sales professionals can successfully work on their duties by retrofitting the identical video throughout a number of platforms utilizing an in-house characteristic.
1. Recreating movies Vs Repurposing them
Whereas a video conscious particular person would recreate movies from sctrach for every touchpoint, a video productive particular person merely repurposes a video to contextually personalize it to swimsuit the touchpoint they intend to make use of it for.
2. Creating movies from scratch Vs Creating movies utilizing templates
A video conscious particular person would create every video from scratch for each prospect they wish to ship movies to, whereas then again, a video productive particular person would ship out extra movies which can be hyper-personalized in a fraction of the time utilizing time-saving options equivalent to video flows.
To do that: Hippo Video has pre-designed templates for numerous use-cases equivalent to Prospecting, Deal Development, Comply with Up, Closure, Gross sales Enablement, Account Administration, and Greetings. That is how the within of every of the templates will appear like:
3. 1:1 personalisation Vs 1:many personalisation
As is the case with a video-aware salesperson, the probabilities of personalization are restricted to first identify personalization and even holding a whiteboard with their firm identify, a salutary greeting, and a pleasant face. However, a video productive particular person is aware of the worth of time and can hyper-personalize movies at scale with minimal effort utilizing Humanize AI. So what’s Humanize AI? With this one-of-a-kind characteristic, you solely have to document one video and use Humanize AI to hyper-personalize it for MANY prospects. The standout characteristic of this device is that it’ll name out the names of every of your prospects with you within the video with none further time or price in your finish.
“Have extra impactful communication to extend engagement”
4. Plain webcam movies Vs Interactive video
A video conscious particular person will limit themselves to only plain webcam movies a.okay.a vanilla movies whereas a video productive particular person will go for an interactive video. Let’s have a look at the primary variations between plain webcam and interactive movies:
a. 1 manner vs 2 manner
In a webcam video, the viewer can solely watch the video subsequently it is named a 1 manner communication. However, in an interactive video, the viewer can work together with the video by clicking on a hyperlink, submitting a kind, and even taking a ballot.
Instance of an interactive video created utilizing Hippo Video
b. Linear circulation vs customized video circulation
In a linear video, the sender decides the circulation of the video, that means, the viewer can solely see what the sender data within the video. Whereas in an interactive video, the viewer can determine the viewing path by selecting the choices supplied within the video.
c. Restricted motion Vs A world of prospects
With a webcam video, the actions you may incorporate are restricted to, say, reserving a demo or a CTA that takes them to a selected web page. Whereas, with an interactive video, you are able to do all this and all different dimensions of video messaging equivalent to operating polls, surveying the lead technology types, and so forth. Actually, an interactive video may even assist you lower down on the back-and-forth emails gross sales reps usually ship to search out out the prospect’s ache level, a handy assembly time for them, their suggestions on the movies you’re sending and even on the service you’re offering—the record goes on and on.
For eg: Relatively than spending priceless time and power on a number of emails or calls geared toward uncovering buyer ache factors, you may create a easy video that accommodates attainable ache factors as sub-videos. This permits prospects to click on on the related level they’re experiencing and be proven a video particular to their subject.
5. Non-contextual vs. contextual movies
As a substitute of sending your prospects a generic video, make your movies contextual by together with parts which can be particular to them and the deal situation.
To realize this, you may make the most of our video circulation characteristic, the place you’ve the choice to make use of your prospect’s LinkedIn profile or web site background because the video background to seize their consideration and stand out from the mass emails and movies most gross sales reps ship out at present.
“Video Promoting as a technique” – “Information is King”
6. Unclear intent Vs Full intent captured utilizing interactivity and analytics
Video analytics are an amazing characteristic to have. Nonetheless, a video-aware salesperson will solely depend on the video open charge and the watch charge. A video productive particular person, nonetheless, will gauge the whole person intent with CTRs on the interactive parts mixed with the video views (watch charge and video open charges) in order that they’ll ship a contextually customized expertise in any respect levels of the gross sales course of.
Conclusion
Video has been a robust device within the arsenal of gross sales reps for a few years now, and its continued recognition and effectiveness can now not be denied. Nonetheless, many gross sales reps are nonetheless solely video conscious. The excellent news is that this doesn’t need to be the case. With video platforms like Hippo Video, creating efficient movies turns into a lot simpler than ever earlier than. Not solely are you able to create beautiful movies with out burning out your total day, however Hippo Video’s complete options additionally will let you simply customise every video at a fraction of the time. So are you prepared to modify from being video conscious to a video productive gross sales reps? Tell us your ideas under.
