How Your Salesforce Organization Can Use Sales Video to Build Relationships
Modern sales communications involve much of the same, over and over again. A cold call, a cold email—pick your poison then rinse and repeat.
But if you feel unengaged sending the same thing over and over again, can you imagine how bored your recipient is on the other end? Even if your message is full of enthusiasm, it’s hard to translate this over the phone or online.
Enter: video communications.
You’ve probably been hearing more about video recently as the marketing department touts the benefits of using it. Did you know that one-third of online activity involves watching video? That number is only expected to grow—and not just to the benefit of marketers.
Since a salesperson’s time is precious, let’s dig a little deeper into the “why” of using sales video in your organization.
Why Should Your Salesforce Organization Use Sales Video?
Professor Albert Mehrabian from the University of California in Los Angeles became famous after proposing the following breakdown of personal communication:
If this finding is new to you, you may be surprised to find how little spoken words matter when it comes to connecting with someone else! Furthermore, voice and tone aren’t the dominant factors in getting your message across. No, it’s actually body language that does most of the “talking” when you’re conversing with a prospect.
The key to communication success is making all of these things work together in a way that makes sense.
Obviously, sending sales emails or cold calling prospects inevitably loses some communication dimension because people don’t get the full experience of interacting with you. Though nothing beats a face to face, in-person connection, there’s a scalable solution that doesn’t require hopping on a plane for every client meeting: sales video.
The marketing department is pioneering the use of video in an organization but that doesn’t mean that sales has to sit back and wait for the right time to grab on to this trend. The right time is now. After all, in a global survey of marketing professionals, Syndacast found that 52% of respondents claimed that video content has the best ROI of any type of content.
Regardless of the department, top brands are realizing the power of video and are putting it to work in their organizations to engage with prospects and clients in new ways. There has never been a better time to get started with sales video thanks to new supportive technologies on the market that make it easier than ever to share and process large files.
NativeVideo offers a sales video technology that integrates directly with Salesforce. But before getting into the details, let’s take a look at the specific ways your Salesforce organization might make use of sales video.
How to Effectively Use Video in Sales
Since video content is a new focus for many organizations, new use cases are constantly popping up.
Here are a few of the most popular and effective ways that NativeVideo has seen Salesforce organizations make use of video:
It’s unlikely that cold emails will ever be completely eradicated as part of the typical salesperson’s day—they’re too easy to send and scale. Since words alone only account for 7% of personal communication (at least according to our professor friend, Albert Mehrabian), add a sales video on top of (or in place of) your text to introduce yourself to a prospect in a more three-dimensional/personal way.
Tip: Using NativeVideo, you can effectively analyze the success of your video efforts with various engagement metrics (including whether or not your prospect actually finishes the video). You can then use these metrics to determine interest and who you should follow up with first.
Marketing Campaign Follow Up
Drip campaigns from your marketing team, though effective, can feel a bit impersonal. Introducing yourself as a person’s point of contact via video, as a follow up to a marketing campaign, is an easy way to build a relationship in a scalable way.
Event Follow Up
Is in-person networking a major part of your sales strategy? Regularly forging in-person connections can be overwhelming. Without a good follow up process, it can actually be a waste of time.
In order to be effective, you want to make sure that your meeting with a new prospect isn’t easily forgotten. Sending a quick sales video follow up takes just a few moments but is something that can leave a big impression and advance the deal forward.
It’s an easy way to stand out from the crowd that not many others will take the time to do—especially if they don’t have a seamless solution in place to facilitate this action.
Using NativeVideo for Lead Generation
NativeVideo is a new Salesforce AppExchange solution for seamlessly integrating video with your Salesforce organization. Although NativeVideo offers solutions for various business activities (such as hiring), sending video sales letters to prospects is facilitated best through our LeadGenVideo feature.
Final Thoughts: How Your Salesforce Organization Can Use Sales Video to Build Relationships
Salesforce organizations that ignore the power of video are destined to be left in the dust by innovative companies who are willing to embrace change—and three-dimensional communications. It’s easier than ever to get started with video, so start experimenting today!
Ready to test out sales video in your Salesforce organization? Give NativeVideo a try—your first month is completely free. After you’ve had a chance to fully test it out, NativeVideo is available for $249/month (billed annually) for unlimited users.