How to Use Video Throughout the Buyer's Journey

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Forrester Research Group reports that on average 70% of a buyer’s purchasing decision is made before engaging with a sales team. That’s staggering, but what does that mean for us as organizations? For many of us, that means we must become great educators and provide the best answers for our prospects at every stage of their journey. So the question is: Will you choose to be an educator in your industry? Join us to find out where different video types perform best in the buyer’s journey and how you can use them to generate, qualify, and convert more leads.

Marketing

How to Use Video Throughout
the Buyer's Journey
TO USE YOUR COMPUTER'S AUDIO:
When the webinar begins, you will be connected to
audio using your computer's microphone and
speakers (VoIP).
A headset is recommended.
TO USE YOUR TELEPHONE:
Select "Use Telephone" after joining the webinar
and call in using the numbers below.
United States: +1 (562) 247-8321  
Access Code: 181-766-315 
Audio PIN: Shown after joining the webinar
--OR--
Starting at 12:30pm PDT

!2
Click on the Questions panel to
interact with the presenters

How to Use Video Throughout
the Buyer's Journey
!3
Tyler Lessard
VP of Marketing
Zach Basner
Director of Video Training & Strategy

!4
What percentage of your prospects buying
decision can be made before talking to a salesperson?
1% 99%
“I have no idea what I need.” “I just need a price.”
Poll Question:

!8
“Good Morning all! Recently, I was talking to Cici in our Pineville store
and she happened to mention that Ellie was on a house call. She told
me that this customer came into the store and demanded to work with
Ellie because she watched a video on YouTube and liked her
personality.

Cici sent me a copy of her sales ticket, which is located below.”

!9
“Good Morning all! Recently, I was talking to Cici in our Pineville store
and she happened to mention that Ellie was on a house call. She told
me that this customer came into the store and demanded to work with
Ellie because she watched a video on YouTube and liked her
personality.

Cici sent me a copy of her sales ticket, which is located below.”
$10,000

!11
See Us Before We See Them
Hear Us Before We Hear Them
Know Us Before We Know Them
Trust.

Globally, video trafﬁc will be 82%
of all consumer Internet trafﬁc by
2022
!12
Cisco

Awareness
Buyer Says…
“Why am I having this problem?”
“What’s the name of my problem?”

Consideration
Buyer Says…
“How can I ﬁx this problem easily?”
“What’s going to ﬁx my problem?”

Decision
Buyer Says…
“Who makes the best solution for me?”
“Who am I going to pay to ﬁx this problem?"

Evaluation
Seller says…
“Here is what you need to know
before you buy.”

Purchase
Seller says…
“Here’s how you’ll know if we’re
a great ﬁt.”

!23
During what portion of the buyer’s journey are you
lacking the most video content?
Poll Question:

!24
See Us Before We See Them
Hear Us Before We Hear Them
Know Us Before We Know Them
Trust.

!25
Join a community of video sales and marketing leaders just like you…
Member’s Only
Facebook Group
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On YouTube
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Every Tuesday

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How to Use Video Throughout the Buyer's Journey

1. How to Use Video Throughout the Buyer's Journey TO USE YOUR COMPUTER'S AUDIO: When the webinar begins, you will be connected to audio using your computer's microphone and speakers (VoIP). A headset is recommended. TO USE YOUR TELEPHONE: Select "Use Telephone" after joining the webinar and call in using the numbers below. United States: +1 (562) 247-8321   Access Code: 181-766-315  Audio PIN: Shown after joining the webinar --OR-- Starting at 12:30pm PDT

2. !2 Click on the Questions panel to interact with the presenters

3. How to Use Video Throughout the Buyer's Journey !3 Tyler Lessard VP of Marketing Zach Basner Director of Video Training & Strategy

4. !4 What percentage of your prospects buying decision can be made before talking to a salesperson? 1% 99% “I have no idea what I need.” “I just need a price.” Poll Question:

5. !5

6. !6

7. !7

8. !8 “Good Morning all! Recently, I was talking to Cici in our Pineville store and she happened to mention that Ellie was on a house call. She told me that this customer came into the store and demanded to work with Ellie because she watched a video on YouTube and liked her personality. Cici sent me a copy of her sales ticket, which is located below.”

9. !9 “Good Morning all! Recently, I was talking to Cici in our Pineville store and she happened to mention that Ellie was on a house call. She told me that this customer came into the store and demanded to work with Ellie because she watched a video on YouTube and liked her personality. Cici sent me a copy of her sales ticket, which is located below.” $10,000

10. !10 70% Zero Moment of Truth

11. !11 See Us Before We See Them Hear Us Before We Hear Them Know Us Before We Know Them Trust.

12. Globally, video trafﬁc will be 82% of all consumer Internet trafﬁc by 2022 !12 Cisco

13. Top of the Funnel Awareness !13

14. Awareness Buyer Says… “Why am I having this problem?” “What’s the name of my problem?”

15. Middle of the Funnel Consideration !15

16. Consideration Buyer Says… “How can I ﬁx this problem easily?” “What’s going to ﬁx my problem?”

17. Bottom of the Funnel Decision !17

18. Decision Buyer Says… “Who makes the best solution for me?” “Who am I going to pay to ﬁx this problem?"

19. Marketing Qualiﬁed Leads Evaluation !19

20. Evaluation Seller says… “Here is what you need to know before you buy.”

21. Sales Qualiﬁed Leads Purchase !21

22. Purchase Seller says… “Here’s how you’ll know if we’re a great ﬁt.”

23. !23 During what portion of the buyer’s journey are you lacking the most video content? Poll Question:

24. !24 See Us Before We See Them Hear Us Before We Hear Them Know Us Before We Know Them Trust.

25. !25 Join a community of video sales and marketing leaders just like you… Member’s Only Facebook Group Tips, Tricks, Hacks On YouTube New Podcast Episode Every Tuesday

26. !26 Questions?

How to Use Video Throughout the Buyer's Journey

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