Subscribe
Join 40,000+ sales and marketing pros who receive our weekly insights, tips, and best practices.
Thank you! You have been subscribed.
Back to Learning Center
Learning Center
Learning Center
Close
The IMPACT Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Access the Learning Center

Access the Learning Center
learning_center_grey__What is They Ask, You Answer-v2-black

What is They Ask, You Answer

What is <span>They Ask, You Answer</span>
Articles, Podcasts, & Updates

Articles, Podcasts, & Updates

Articles, Podcasts, <span>& Updates</span>
Free Courses & Certifications

Free Courses & Certifications

Free Courses & <span>Certifications</span>
On-Demand Keynotes & Sessions

On-Demand Keynotes & Sessions

On-Demand <span>Keynotes & Sessions</span>
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
Navigation_8_2021_flywheel

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Optimization

Website Design & Optimization
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close

3 Types of Videos Every Sales Team Should Be Using Right Now

3 Types of Videos Every Sales Team Should Be Using Right Now Blog Feature

Marcus Sheridan

Keynote Speaker, Author & Partner, Author of ’They Ask You Answer”, Presented 250+ Sales, Marketing, & Communication Workshops Worldwide

January 11th, 2017 min read

When a company first starts with video marketing, one of the initial issues they face is understanding the direction of their editorial calendar and the types of videos they should be producing.

The problem with this, as you might imagine, comes down to the fact that lack of clarity leads to a lack of success and ultimately minimal results.

Here at IMPACT, we’ve been doing more and more video workshops, the majority of which include the company’s sales team. As we’ve worked with these organizations, it has become clear to us the first set or types of videos you should be producing—all of which can have an immediate and profound influence on your sales process.

Here are the three three types of videos you should be using:

1. Produce videos that answer “The 80%”

What are the 80%? Simple: They are the 80% of questions sales professionals consistently get with every initial sales appointment.

Whether you’re a B2B or B2C, if you know sales you also know that most first sales appointments with a prospect are very, very similar—all because the prospects tend to ask the same questions time and time again.

But what would happen if every one of these prospects watched a video that clearly and concisely addressed these 80% of questions? How would it impact the sales appointment?

Yep, it would dramatically shorten sales cycles while increasing closing rates. Furthermore, it would allow more time for the 20% of questions that are specific to that persons needs, situation, etc.

Therefore, the first set of videos your company produces should address “The 80%”—something that, if used properly, will have a major impact on your sales team moving forward.

 

 

 

2. Produce bio videos for each member of the sales team

Here at TSL, we have a sales motto we teach to all our clients:

“Your prospects should hear your voice and see you face long before they’ve heard your voice and seen your face.”

How is this possible?

Through video, of course.

And the purpose of a bio video is to do just this. We want the prospect to know what the sales person looks like, sounds like, and knows (in terms of the product or service) before they are in the face-to-face sales situation.

By simply creating a two-minute or less bio video of each one of your sales team members, and then sending it out before first appointments,  they can now ensure their prospects are getting to know them long before the initial handshake.

 

 

 

3. Produce videos that align with the service and product pages of your website

Now that it’s 2017, we’ve gotten to the point where every major page of your website should also include a video aligned with the theme of said page.

With service and product pages always having major importance on any website, this is a good place to start. Allow web visitors to not only read about your services and products, but truly “see” them as well.

By so doing, they’ll be more ready qualified and educated by the time they actually meet with a sales rep, and once again, when this happens, everyone wins.

 
 
 
Video Thumbnail
 
 
 
 
 
 
 
 
 
 
 
1:43
 
 
 
 
 
 
 
 
 
 
 

 

So there you have it, 3 types of videos that can have an immediate impact on your sales team and organization. Of course, there are many more directions you can go beyond this short list, but without question, these suggestions get your video marketing off on the right foot

Questions? Comments? Don’t hesitate to leave your thoughts below.

Here Are Some Related Articles You May Find Interesting

Want to Contribute Content to impactplus.com? Click Here.

IMPACT+ Sign Up
A FREE online learning community with on-demand courses, hundreds of expert-led sessions, thousands of your peers ready to support you, and much more.
Check it out