Play #006 Sell More By Using Video

Welcome to the Play #006 of the Founders GTM Newsletter. Each week I will bring you one GTM play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.

In today's issue, I want to talk about how you can use video in your sales process to book more meetings and win more deals. Using video is an easy way to stand out, be more personal and connect with your buyers. Research has concluded that 65% of people are visual learners. This means the information you share when using video is more likely to be retained. When people consume the information on a video it's easier for them to process. A lot sellers have gotten into using video for prospecting but are not using video throughout the entire buyer journey. I want to give you some basics on selling with video and how you can use video beyond just prospecting

1. What You Need for Your Video Setup

You want to make sure you have a good setup. This means your background and anything that would be seen in the video frame. Have the background be a good representation of you. The next thing you want to think about is your equipment. You don't need to spend a lot of money. I recommend spending $200-$300 on a good camera and mic. Next you will need to choose what video software to use. There are so many options and I have tried a lot of them, I have found BomBomb and Vidyard to be the best and they both offer free trials.

2. How and When to Use Video

Using videos for every stage of the sales process will help you stand out. Your buyers will appreciate and feel more connected to you if you use video every chance you get. In every video make good eye contact with the camera, be prepared with what you're going to say. I find standing helps to bring better energy and confidence to the video. The more often you use video the more comfortable you will become with it. Remember, your videos don't need to be perfect, be yourself, it will go a long way.

Here are some ways you can use video:

• Email Prospecting

• Social Prospecting

• First contact with Inbound lead

• Pre-meeting messages

• Post-meeting recaps

• Recorded demo

• Sharing any high points to your champion

• Proposal walkthrough

• Introducing your buyer(s) to members of your team

Quote from a Video Pro

"Custom videos are such a powerful way to explain new ideas, answer questions, recap a meeting, or even showcase your solution. They help you deliver your message in a clear and trustworthy way, but also in a format that respects your prospect's time and makes it easy for them to share with others."

-Tyler Lessard I VP of Marketing @Vidyard I Head Feeder @SalesFeed

Check out the State of Virtual Selling Report

See you next week.

-Collin