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Where to Use Video in Your Sales Process to Crush Your Competion

Dec 6, 2013 12:48:00 PMBy David McManus Posted in Video Marketing

There is little doubt video should be an essential part of your marketing campaign. But did you know video can be utilized to work throughout your entire sales process – from initial interest to post sale. 

In this video we’ll take a look at how you can use video throughout your sales process to crush the competition. We break the sales process into four key phases for easier explanation.

  1. The first level is the Discovery phase. This is when the consumer is just looking for information. They are researching and looking for solutions to thier problem or may even just be identifiying the problem. So having a library of video materials to address this level will keep the consumer engaged and informed. 

The questions your ideal customers have at the early stage of thier buying experience present opportunities to introduce your company as the authority. Provide them with answers and capture their attention.

  1. The middle level of the sales process is the consideration stage. Now that they are aware of their problem and have done a little homework, they are on the hunt for the solution. Here you have an opportunity to dive a little deeper into what makes your company or services different from your competitors. These videos will be a little bit more in depth such as: demonstration videos for your product or service, case studies or even customer testimonials. Placing these video on your website, or even showing them in person on an iPad could make all the difference in that prospect becoming your client. 
  1. The third level of the sales process is the decision stage. The consumer is ready to make a purchase but why should they purchase from you? Having video in this stage will only solidify their confidence in your company. Video’s in this stage could include customer testimonials, case studies or an in-depth overview of your product or service. And let’s not forget to make that thank you video for those that do purchase. 
  1. Now that you’ve done the hard work to acquire a new customer, it only makes sense to keep that customer happy after the sale.  One way to do that is to have videos that will continue to educate your customers. Think in-depth tutorial videos, instructional videos or a video addressing your Frequently Asked Questions. Having these videos available to your customers is a great way to keep customer service calls down.

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These are just a few ways to use video in the sales process. There are innovative and very creative ways to deliver video at each of these stages but that is another post in itself. The important part is to start using video to shorten that sales cycle and close more business.

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