I attended on 5th July 2017 an event in Dublin organised by ‘Tech Sales Hookups’ giving tips on how to skyrocket sales with live video and personal lead.
You will find the link to the advertised event in the SlideShare description I will provide you within this post! I thought this could be useful to some of you and decided to do a write-up on it! I will share with you what is, in my eyes, the most relevant information for you! 💡
There were 3 speakers at the event:
- Grazina Orlovska from e-Frontier recruitment agency told us that the most sought out jobs for companies are in the sales field and talked about the recruitment process for such roles
- Greg Fry from Careers Coach and Social Media Trainer talked about how to increase your sales by leveraging live videos
- Vlad Goloshchuk, CEO and founder at BrightestMinds.io focused on increasing conversion rates in Business to Business (B2B) sales.
All of them reminded us that to be a good salesperson, you need to be extroverted, enthusiastic, perseverant, convincing and excel at building relationships with your influencers. People will buy from you because they like you. So you need to become the likeable person they are feeling connected with.
I will move directly onto the conversation Greg Fry had with us in addition to the above slides from his presentation.
Video marketing, an integral part of the sales process
Indeed, video Marketing is the quickest and most effective way to build a relationship.
What are the most important of video sales and marketing aspects?
1. Follow these 3 core sales principles for your product or service:
- Connect with your audience
- Communicate with your audience
- Build a relationship with your audience.
Example: ‘the happy pear’ Irish based company, successful at building a relationship through live videos on Snapchat.
In order to sell more, it’s important to promote your live videos beforehand and to distribute your created content to people through multiple platforms (social networks, emails). When doing live videos, make sure you interact with your audience by asking questions.
2. Experiment different video formats:
- live videos: interact with your audience by asking questions
- customer service videos: reply to the most frequently asked questions from your customers
- video teasers: create these teasers for the launch of new products or services
- crowdsourcing videos: connect with your clients and suppliers and answer their questions.
You can create these videos from home with the use of this free Open Broadcaster Software and/or this cheap webinar system.
3. Get higher reach with Facebook live video ads
You can use Facebook Ads to promote your live videos and re-purpose them by sharing them on the different platforms. You can also create content in multiple formats and provide your customers with the choice to select the format they like most (Audio, Video or Text/Transcript).
4. Select the relevant platform for your audience
Depending on whether your company caters to Business Clients (B2B) or Private Consumers (B2C), you may choose a different channel. For eg, for B2B companies, YouTube may be the most appropriate channel. As for B2C, the most appropriate one would be Facebook Live streams and Instagram stories.
In terms of video length, videos should last:
- around 90 seconds on Facebook
- around 45 seconds on Twitter
- max 1 minute on Instagram
- between 5 to 50 minutes on YouTube, depending on your audience.
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The importance of personal lead in a sales environment
Vlad Goloshchuk advised paying attention to the structure of your call/email/sales pitch.
1. SALES PITCH guidelines:
- Identify yourself
- Sell your services/products benefits
- Be credible
- Have a call to action.
2. Email Marketing for B2B sales
According to him, the most successful format for B2B sales is Email Marketing. Indeed, Email is 40 times better at acquiring new customers.
The email subject line of 3-4 words must provide the client with your company name and the benefits your company will give to their business.
You also need to make sure not to send unsolicited emails (emails sent in bulk), as this is illegal. You need to send an individual and customised email to each client.
3. Clients’ follow-up
He also stressed the importance of following-up with clients until they say ‘yes’ or ‘no’ by asking them questions such as ‘what is stopping you from working with us?’.
You must provide business value and your service or product must be related to the same of business your client is into.