I’m bullish on using video in sales

By Troy Munson

For some weird reason, I’ve always had this obsession with “standing out” in sales. Whether that’s prospecting or sending a “thank you” video after closing a customer. I believe that it truly sets myself apart from what the other party is used to. So far, it’s paid off well. Today, I want to talk through the ways I use video in sales.

^{Here’s what you’re in for:}

• When I use video

• How I use it during those times

• Five tips about creating videos

Let’s dive in. Shall we?

For starters, I have to be transparent. Today, I use Sendspark to record my videos. You can use any of these though, they’ll work just fine.

When I use video

I use video in 4 different areas of the sales cycle. Those are:

Discovery: Once they become an opportunity and I’m trying to move them through the funnel.
Multi-threading: This is to be a familiar face for everyone evaluating my solution.
Nurturing: For when your prospect says “now is not the right time”… SMH
Thank You’s: I always try to leave a good impression.

Let’s dive a bit deeper into these 4 areas.

Discovery:

Using video in the discovery process is MASSIVELY underrated. I’ve gotten tons of compliments from prospects turned customers.. like these two:

So, here’s how I do it during discovery:

• After a discovery call I send a 1-2 minute video going over what we covered on the call, action items, and what we all plan to focus on moving forward. It’s essentially a summary.

• Additionally, after the discovery call, I end a short video to each person who was on the call and let them know I heard their concerns and we’ll address them.

• Lastly, ask your champion if you can reach out to their boss. If they say yes, send their boss a video explaining how it’s been working with their team, the problem they have today, and how you plan to solve it.

Seriously, who’s doing this today? Close to zero people.

Multi-Threading:

I’ve lost many deals because I didn’t build relationships or educate everyone that needed to be educated during the sales process. I’ve found a way to prevent that, and that’s multi-threading. Here’s how I do it:

• When I see people on the call invite that I haven’t met yet, I send them a short 10-15 second video introducing myself. I also ask for a 5 minute chat in the video and end it with “if that’s not too big of an ask?”.

My goal is for them to get to know me & see my face before we get on the scheduled call.

Nurturing:

I have a hill that I’ll die on: the seller that nurtures is the seller that wins. So this part is really important for me. If you have a long sales cycle or a prospect that isn’t quite ready yet, this is for you. Here are 3 ways to nurture them with video:

• If they really focused on a specific feature or challenge during the discovery call, send them frequent use case videos/product updates to let them know their problem can be solved with you.

• If something happened in their industry, record a video talking about. An example of this is if you sell Cybersecurity, send a video talking about a recent breach.

• Change your “just following up” emails to “follow up” videos.

Did you know that 10 minutes after a call is over, your prospect remembers less than 10% of what you talked about? You need to stay top of mind!

Thank You’s:

I have a rule. Always say thank you and let people know you appreciate them. I think it goes a loooooong way when it comes to how people think of you & their judgement of you. Here are the 2 ways I do this:

• When someone let’s me know they’re not interested, I send them a thank you video. I thank them for their time, their response, etc.. The worst thing that can happen is I leave them with a good impression.

• When I sign on a customer, I send a thank you video.

It’s that simple! It’s the small personal things that will pay dividends in the future.

Five Tips When Creating Videos

I’ve been creating videos in sales for ~5 years now. I’ve sent hundreds and have found things that work really well for me. So let’s get into tips when making these videos:

• Remember that someone has to watch these videos. Make the videos as digestible and punchy as you can.

• Don’t worry about making the video perfect, nothing is perfect.

• It’s awkward at first but it’s like anything else - do it enough and it gets easier

• Videos during the discovery process are best if done immediately after the discovery call

• As always, talk like a human in your videos. Don’t overcomplicate things.

Next time we’ll be talking about..

• My favorite questions to ask during discovery!

Thanks for spending part of your day with me! See you next time — Troy

P.S. anyone have some good healthy desserts? I have a sweet tooth and want to keep the calories low and protein high