How to Use Video in the Sales Process: Connect Phase

LeadG2 is a sales performance agency helping organizations sell smarter and faster through inbound marketing and sales enablement strategies and tactics.

But we're different from the rest.

We're rooted in sales. Our parent company, The Center for Sales Strategy, has been helping sales organizations turn talent into performance for almost 40 years, and we teach a sales structure known as the Sales Accelerator Series.

Using Video to Connect in the Sales Process

The phases of the Sales Accelerate Series include: Identity, Connect, Discover, Advise, Close, and Grow.

In this sales process, sellers are taught how to remove surprises to speed up the sale, and then how to deliver on promises to grow the business.

Recognizing the need to humanize the sales process, our Sales Accelerator series is known for being more in-step with how real selling is done today while applying basic fundamentals.

The second step, Connect, also referred to as “Approach,” “Engage,” or “Plan,” is where sellers learn how to establish two vital fundamentals: establishing credibility and building trust.

The goal of the Connect phase is to use your research and insights to create a valid business reason for making a connection and setting the stage for a successful first meeting.

Traditional emails have their place, but for salespeople who adopt powerful solutions like video to connect with prospects will differentiate themselves from the competition. A subject line with the word ‘video’ in your emails boosts open rates by 19%!

The top-of-the-funnel videos should aim at capturing your prospect’s interest. Adding a personalized element allows you to do just that. Another tactic you can use to grab your audience’s attention is to give them a sneak peek into your video by incorporating a GIF thumbnail into your email.

For an example of how to use video in the Connect phase, download The Complete Guide to Using Video in the Sales Process.

Video Helps in the Sales Process

What’s the secret to booking more appointments with prospects? CSS Managing Partner, John Henley says, “Stop being consumed with booking appointments and start focusing on making connections!”

Let’s be honest; it’s likely that you won’t connect with your target prospect on the first call. They won’t respond to your voicemail, and they probably won’t reply to your follow-up email. “Don’t give up too soon,” advises Dean Moothart, Director of Client Solutions. “Have a plan for what happens next. When will you call again? What will you say differently on the next voice mail and email? Tell your story and communicate your unique message through multiple attempts and communication channels over time. And make sure that with each engagement, you’re adding value by sharing information that’s relevant and informative.”

When it comes to engaging inbound leads and building relationships after an initial sale. Sellers can record and attach personalized videos to messages whenever they follow up with a customer or client. This simple touch could help influence a renewal, upsell, or cross-sell.

For overlooked points in the Connect phase, click here.