So you’re producing video content, but you’re struggling to integrate it into your sales process.
Maybe you need the perfect script to use so that they watch those videos before you go on that sales call.
Well that’s what we’re going to talk about in today’s video.
Hey folks, Marcus Sheridan.
With more and more companies finally embracing the power of the visual sale, we’re now seeing more and more saying, “Okay, so how do I get my sales team to integrate it into the sales process? If we’re going to go on a sales presentation, how do we get them to watch it?”
Well, here’s what you don’t want to do.
You don’t … as you’re setting up the call with the prospect, you don’t want to say, “So, if you get a chance to watch that video, that would be really good.”
No, no. We’ve got to do better than that, they’ve got to catch the vision.
And so you might say something like this, and let’s pretend that I’m a pool guy and I’m trying to get somebody to watch a video before I come out to their house.
So it might be something like this.
“So, Mr. And Mrs. Prospect, you’re getting ready to spend a lot of money, and I know you don’t want to make any mistakes.
So as to make sure you don’t make any mistakes, this is what I’m going to do. I’m going to send you a video, it’s going to do a couple of things.
It’s going to show you this entire process of that pool being installed in your yard. Now, you’re going to see it, and you’re not going to have to ask me Friday when I come out to your house, Marcus what is this process going to look like? You’re already going to know.
And it’s going to address all those major questions that I know you have right now, that nobody has answered.
If you take the time to watch this video, it’s going to prevent mistakes, it’s going to save us time, and ultimately it’s going to save you money.
That’s my promise to you.
Will you make sure to take the time to watch this video before our conversation on Friday?”
You know what’s cool?
At least 90% of the time they’re going to say, “Yeah, yeah sure, would love to.”
Why would we not do this if we have the opportunity to do it?
The key is that we get a commitment, “Will you take the time to review these things before our appointment on Friday?”
But you notice, we emphasize three major things.
It’s going to save time, it’s going to save money, and it’s going to prevent mistakes.
That’s the power of these educational videos.
But that’s what we need to tell them, they need to understand the why as the prospect, because otherwise they’re going to feel like it won’t make the most use of their time, when in reality this is going to save them time.
They need to catch that vision, we need to teach this to our sales teams of course.
This is something that we do all of the time, but make sure that you’re doing this with your team. If you have any questions make sure you let me know.
And as always my friends, let’s go get to work.