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12 Inside Sales Use Cases for Personal Video Messages
 

12 Inside Sales Use Cases for Personal Video Messages

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    12 Inside Sales Use Cases for Personal Video Messages 12 Inside Sales Use Cases for Personal Video Messages Presentation Transcript

    • 12 Inside Sales Use Cases for Personal Video Messages Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 12 Inside Sales Use Cases • Lead Nurturing – Engage Influencers – Funnel Triggers – Event Followups – Social Selling • Advancing to Close – The Pre-Call Accelerant – Thank Yous and Followups – Present an Offer – Decision-Maker Briefing • Post-Close – Implementers – Share the Winning Spirit – CRM Triggers – Get Ready for Renewals Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • WHY use video messages in Sales & Support? • Because sending a video messages convey tone – which email and text can’t do. This feels attentive, and makes your clients feel valued. • Because recipients take action 41% more than email recipients – and they become more evangelical and more loyal. (Sources: “Vsnap A/B Test”; Vsnap client case studies) Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 1. ENGAGE INFLUENCERS You see an opportunity where some journalist, blogger or industry heavyweight is focused on your space. How do you make the most of moments like these? Send a video message via Twitter and talk about your shared beliefs. Doing this via Twitter gets you away from the noise of their email inbox. It lets other people see you interacting in this way. And it just might mean a RT from a rockstar. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 2. FUNNEL TRIGGERS One of the great things about Marketing Automation is that it can tell you when it’s time to switch to more personal interactions. Your team should have defined funnel stages around certain events. These are opportunities to start a real relationship beyond your drip emails. Use this kind of event as a trigger to send a warm little video message proposing a next step. When you show your prospect that you are authentically engaged, it’s more likely they’ll do the same. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 3. EVENT FOLLOWUPS You come home from a conference with a stack of cards. Follow up with short, warm video messages to the highest value leads. Seeing your face will help them connect to the conversation you had, and they’ll feel that you’ve paid them the respect of doing something extra. Remember, they talked to a lot of people at that show. Make it easy for them to remember you. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 4. SOCIAL SELLING Watch your social networks for events that present opportunities to touch a Lead. A birthday. A new job. A story in the news. Use listening tools like HootSuite, Salesforce Chatter, Nimble, Cloze and others. Then send a quick video message to give them a pat on the back. Make the message about them and about their event, but leave yourselves 15 seconds to ask for a call or some other next step. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 5. PRE-CALL ACCELERANT Your prospecting activity yields a call on the calendar. On the morning of the call, send a short video message to say you’re looking forward to the conversation later that day. We call this the Accelerant. When you do this, your prospect becomes less likely to cancel at the last minute. Also, the call will be warmer and more direct. See, you’ve made them feel valued, which introduces a bit of trust. That differentiates you. That allows you to move to close on some next action. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 6. THANK YOUs AND FOLLOW-UPs Sending an email thank you after a call is the bare minimum of good manners, but it won’t gain you any competitive edge. If you want more mindshare, you have to surprise your prospect. So send a little video message. Pair it with other followup information. (At Vsnap, we’ll host other links and documents on the same viewing page as the video message itself). PRO-TIP: send a video message to the person’s assistant to thank them for making scheduling so easy. They don’t get thanked enough – and you may need that person’s help later on. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 7. PRESENT AN OFFER You put a lot of effort into creating strong offers. Now you need to deliver them in the way that drives the most action. Doing that via video message adds a layer of thoughtfulness that deepens the response. Also, making an offer via video message lets you make an ask at the same time – and track the analytics to understand what action to take next. Rather than throwing your precious offer over the transom in just another email. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 8. DECISION-MAKER BRIEFING You’re working with a project review team. But you want to be sure your team is top-of-mind when they bring a recommendation back to the CFO or some other ultimate decision-maker. Watch for news that the decision-maker will value, then deliver that piece of value via video message. Use a piece of your time to praise the project review team and to share your excitement about the prospect of working together. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 9. IMPLEMENTERS You got the deal – great job! But we all know things can still go sideways. Take a few minutes to send short video messages to the people who are going to be critical to a successful implementation. Let them know you appreciate their hard work, and tell them you’re available to answer any questions that come up. Knowing that you value their contributions will make them work a little harder to get this thing done! Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 10. SHARE YOUR WINNING SPIRIT In Sales, you’re at your most powerful right after a win. That can be a deal, or just a hard-to-get meeting – how you define a win is up to you. The point is this is the best time to send a video message because you are at your most confident and charismatic, and because people look for social proof before they buy. So when you win, send check-in video messages to your other top prospects. Don’t overdo it. Just let them know that momentum is building, that you’re thinking of them and you’re available to help. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 11. CRM TRIGGERS If your company tracks client birthdays or anniversaries of when they first became a client, those are awesome dates to drop an out-of-the-blue-we’re-thinking-of-you video message into their LinkedIn inbox or email inbox. You can do the same with various events that you’ve defined as opportunities to cross-sell or upsell. Use the data you’re tracking but take action on it via a warmer interface – that’s a powerful way to re-engage. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • 12. GET READY FOR RENEWALS The secret to high renewals is making sure the client can measure the value of your product. So before you get too close to the renewal date, send a video message and ask what metrics they’re using. Offer to share measurement best practices from other clients. You want them to write another check, so you need them to feel that they mean something to you. But you don’t have time to call or visit everybody. A video message is the easiest way to re-establish that emotional connection. The measurement question is the perfect hook. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • KEEP IN MIND… • When we talk about a personal video message, that means that it feels personal to the person you’re trying to reach. It’s a law of Sales & Account Management that about them, not you. (This is why blast video messages are not highly effective. Blast video messages are about you, not them). • Look for emotional events. Every business process has moments of high risk, triumph, anxiety, excitement, achievement, doubt. Those are the best times to send video messages. Using an emotional tool at these times shows that you understand and respect the emotion your prospect associates with this interaction. • Vary the location that you send video messages from. You claim more mindshare when people see you in different backgrounds. And it communicates to your client that you’re not only thinking about them when you’re at your desk with a number to hit. Look for a tool with easy mobile apps. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • WHAT is Vsnap? • Vsnap is a simple platform that lets people in Sales & Account Management send quick, personal video messages as an easy, effective way to bring warmth into client interactions – and drive business. • Vsnap works with all modern browsers and offers free apps for IOS and Android. Vsnaps can be shared via email or social media, and users can customize the branding on the player and in email notifications. Vsnap provides real-time analytics for users and managers through a low-cost subscription model. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.
    • Vsnap is built on 6 simple values… 1. Be human. No masks, no jargon. Smile. Breathe. Say what you love. 2. Be a doer. Action is character. Look for the action that creates the most impact. Then do it. 3. Only help. That has to be your intent. Never just add noise. Nobody wants that. 4. Make people feel special. Prize people. They will remember how you make them feel. 5. Protect simplicity. And it will protect you. 6. Celebrate questions. They are doorways to discovery. Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.