Utilizing Video as a Remote Selling Tool
March 2020 marked a sudden, dramatic shift in team operations, especially for sales teams. As COVID-19 rapidly spread across the globe, companies and their representatives had to swiftly adapt away from traditional face-to-face selling methods towards engaging customers with tools specific for remote selling instead.
Although many initially viewed remote selling as an obstacle to progress, some pioneering companies soon realized the potential it had for transforming their business.
And, while remote selling has opened the door for all sorts of wonderful opportunities, including increased flexibility, international access, and cost reduction, it has also presented required change for SaaS businesses.
Current challenges sales teams face include struggling to engage the client virtually, struggling to build human connection when interacting with clients, and struggling to fill the sales funnel with prospects in remote settings.
So, how can companies create interactive sales processes without face-to-face interactions?
Let’s dive in.
In this Article…
- Why Videos are Vital to Visibility, Engagement, and Conversions
- Videos Provide Personal Connection
- Video Messaging Services to Try
- Videos Help Maximize Time and Efficiency
- Videos Can Replace Text-Based Communication
- Video Conferencing Can Optimize Virtual Conversations
- Videos Supply Confidence About the Product
- The Benefits of Product Explainer Videos
- Videos Reduce Cost
- No More Travel
- Access To An International Network
- Key Takeaways
Why Videos are Vital to Visibility, Engagement, and Conversions
With new technologies and sales strategies, companies have been searching for tools to energize virtual interaction and boost customer satisfaction in remote settings, and in recent years, it has become clear that B2B sales tools like videos, are extremely effective to utilize when selling products or services online.
According to a report by Cisco, videos were projected to stand for 82% of all web traffic by 2022, making them the most widely consumed form of content on the internet. And with technology and social media on the rise, that number will certainly increase in future years.
In another impressive statistic on the popularity and digestibility of videos, research from Vidyard reported that remote teams that use video in their outreach emails have 4x the CTR of emails without, leading to an increase in response rates and greater engagement from prospects.
Videos can instantly add value to any remote sales interaction. By utilizing video-based tools and messaging platforms, businesses can significantly improve the quality of their communications with customers in a way that is much more engaging than text alone.
Remote selling tools such as videos come with a variety of benefits for remote sales teams, including quickly establishing new relationships with customers through virtual face-to-face meetings, reaching a drastically larger customer base through virtual networking, and engaging with customers in a more time-efficient and affordable way by not having to travel for interactions.
These qualities make videos essential remote selling tools for any SaaS team that has ambitions for scaling up the productivity of their collaboration and the use of effective collaboration tools.
A video medium stands out in creating an enriching experience between parties, providing personal connection, maximizing time and efficiency in the sales process, streamlining communication around the product or service being provided, and reducing costs.
Videos Provide Personal Connection
One of the most important advantages of video as a B2B remote selling tool is its ability to create a personal connection with potential customers, allowing sales reps to build trust and credibility in an otherwise impersonal process.
In an experiment published by the Journal of Experimental Social Psychology, it was found that face-to-face requests were 34 times more likely to produce positive responses than emails.
This means that companies that rely on text-based forms of communication (such as emails) for outreach and interaction with customers are missing out on an invaluable opportunity to not only generate leads but also increase customer retention rate as well.
Video introductions and conferencing provide a great opportunity for sellers to create genuine relationships and establish trust with potential customers and brighten the customer experience. Through virtual face-to-face interactions, you can bridge the gap between digital communication and real-life connection - creating an environment where buyers feel comfortable investing in your business!
Whether by sending introduction videos to potential customers or simply turning the computer camera on during Zoom meetings, the inclusion of video can help break down barriers and make prospects feel more comfortable and receptive to what they are being sold, thus increasing conversion rates.
Video Messaging Services to Try
Dubb is a sales operating system that assists its users to get more connections, conversations, and conversions by utilizing video. It is a great remote selling tool because it allows teams to seamlessly incorporate video communication into text-based communication channels (such as email, text, or social media) in order to boost engagement.
Loom is a video messaging platform that allows users to record their screens and share their thoughts through async videos. Along with Dubb and Vidyard (below), Loom is incredibly useful for boosting engagement through video-based communication.
Vidyard, similarly to Dubb is a video software company that aims to assist sales and marketing teams with their marketing and conversion. With a long list of features and apps available for integration, Vidyard is also extremely user-friendly, making it a great choice for teams new to the world of video communication.
Videos Help Maximize Time and Efficiency
Videos Can Help With Time-Management
Videos are versatile and extremely convenient mediums of communication for many industries. Those in sales roles often require presentations and lengthy customer interactions, however, this customer acquisition style usually takes up a considerable amount of hours. In online sales, remote selling tools like videos enable sellers to maximize time and efficiency by allowing them to record messages or even give presentations from anywhere.
With video recording and playback at their fingertips, remote sellers can easily stay on top of their daily schedules while continuing to make engaging and effective presentations even when they’re not face-to-face with their audience.
The effectiveness of utilizing videos as time-management tools has also been backed up by research, showing that it can significantly increase response rates and engagement from remote sales teams. According to a survey conducted by Wyzowl, 81% of businesses said that video has helped them save time when communicating with customers.
Videos Conferencing Can Optimize Virtual Conversations
Through the use of these technologies, sales leaders and teams are able to quickly and conveniently provide customers with product demonstrations, presentations, and any other necessary information without the need for an in-person meeting. This not only saves time but also increases customer satisfaction by providing a more interactive experience.
Shine Interview took this model and applied it to their business. While your teams will use video during sales calls to connect with future potential clients, Shine emphasizes time management over the course of tedious interviewing. Their data suggests that over 40 minutes per interview is saved and that 9/10 users respond better to their video offerings.
Overall, incorporating video into sales processes is an effective way to reduce time and improve customer satisfaction.
Videos Supply Confidence About The Product
With just over eight seconds on average to capture a person’s attention, video is a surefire way to achieve this. Consumers want information in a succinct and visually appealing format - which is why video has exploded as one of today's most popular communication tools.
And while using remote selling tools, like videos, for customer communications has become a popular choice for SaaS companies to save time or build connections, videos are also immensely valuable because they allow potential buyers to get quick access to either pre-saved material or easily consumable content on the features of the company's products or services.
Videos help build trust among customers by showing them your brand’s story. Additionally, using videos to demonstrate how a product works and its particular benefits helps boost confidence among potential buyers. Customers want to feel that they have researched the best deal and found the product that suits their needs. By providing informative and persuasive video content, brands can show customers why they are making the right choice when selecting a particular product or service. This in turn can help drive sales.
The Benefits of Product Explainer Videos
The data supports that companies who prioritize making videos for their products or services often see increased engagement from customers; these two compelling statistics suggest this trend isn't slowing down anytime soon:
- A study by Wyzowl found that 83% of people are more likely to think positively about a product or service after viewing an explainer video about it.
- According to a survey conducted by Vidyard and Demand Gen Report, 86% of those surveyed said that video content was important in helping prospects understand their product or service better than text or audio content.
Using videos during customer communication can help SaaS businesses improve the quality of their interactions with customers by giving them resources to understand the company’s product more fully. This is why more and more companies are turning to remote selling tools, like video, as a way to communicate efficiently and effectively with their customers.
And according to an article by Insivia on the importance of explainer videos, it writes that animation videos are extremely helpful for customers because they can share a wide range of useful information in a quick fashion while still leaving a lasting impression.
Above is an explainer video that Insivia created for a CRM company called Mashore Method. This video helps Mashore Method clarify the key benefits of their SaaS product through a fun and engaging animation.
Videos Reduce Cost
No More Travel
Before COVID-19 forced remote work, sales processes for SaaS companies could be very expensive. Now remote selling can be a cost-effective way for businesses to reach and engage with customers. By leveraging remote sales tools, such as video conferencing software, businesses can reduce the costs associated with in-person meetings, travel expenses, and physical locations.
This not only saves time and money spent on travel but helps to keep products and services up to date as well. Utilizing video conferencing as part of your remote selling strategy can revolutionize your processes and drive remarkable results.
Access to an International Network
Videos are an incredibly powerful tool for sales and marketing teams, allowing them to create high-impact content with minimal investment. This means that the same material can reach hundreds of people without needing to be reworked or revised - producing serious returns on their initial efforts. In a report about this very topic, The Social Shepherd reported that 78% of marketers say videos helped increase sales, which translates into more money saved for the company.
Remote selling gives businesses the power to reach beyond their local market, connecting with customers across all regions and increasing opportunities for efficiency, cost-effectiveness, and meeting customer needs. With this powerful tool at hand, companies can tap into a much larger pool of potential buyers - expanding their influence far further than ever before.
There are a number of remote sales tools that SaaS companies and their sales leaders can use to help improve their virtual selling processes to make them more productive and effective. And while videos, either video calls, animated explainer videos, or live-action introduction videos, are just one of those tools, they have become an invaluable asset for remote selling.
Videos provide SaaS companies with a variety of advantages in finding success in our digital world. By creating opportunities to establish meaningful relationships, video conferences can bridge the physical gap between buyer and seller.
Remote sales tools such as video technologies both improves the efficiency of transactions as buyers and sellers have no need for excessive travel and gives potential buyers the confidence boost they require around the product or service being sold. Additionally, no longer requiring any physical visits greatly lowers costs.
With remote selling on the rise, video provides an undeniable advantage for businesses. Utilizing this powerful tool can revolutionize your remote selling strategy and drive remarkable results.
If your SaaS company needs remote selling support, reach out to Saleslion today to learn more about streamlining your processes.