I attended on 5th July 2017 an event in Dublin organised by ‘Tech Sales Hookups’ giving tips on how to increase your sales with live video and personal lead.
You will find the link to the advertised event in the SlideShare description I will provide you with in this post! I thought this could be useful to some of you and decided to do a write-up on it! I will share with you what is, in my eyes, the most relevant information for you! 💡
There were 3 speakers at the event:
- Grazina Orlovska from e-Frontier recruitment agency told us that the most sought out jobs for companies are in the sales field and talked about the recruitment process for such roles
- Greg Fry from Careers Coach and Social Media Trainer talked about how to increase your sales by leveraging live videos
- Vlad Goloshchuk, CEO and founder at BrightestMinds.io focused on increasing conversion rates in Business to Business (B2B) sales.
All of them reminded us that to be a good salesperson, you need to be extroverted, enthusiastic, perseverant, convincing and excel at building relationships with your influencers. People will buy from you because they like you. So you need to become the likeable person they are feeling connected with.
I will move directly onto the conversation Greg had with us in addition to the above slides from his presentation.
Greg Fry advised us that video should be an integral part of the sales process, as it’s the quickest and most effective way to build a relationship. He reminded us the 3 core principles of selling a product or service:
- Connect with your audience
- Communicate with your audience
- Build a relationship with your audience.
He gave an example of ‘the happy pear’ Irish based company, which is successful at building a relationship through live videos on snapchat.
In order to sell more, it’s important to promote your live videos beforehand and distribute your created content to people through multiple platforms, i.e social networks and emails. When doing live videos, make sure you interact with your audience by asking questions.
He also specified the use of different video format:
- live videos: interact with your audience by asking questions
- customer service videos: reply to the most frequently asked questions from your customers
- video teasers: create these teasers for the launch of new products or services
- crowdsourcing videos: connect with your clients and suppliers and answer their questions.
To get a higher reach, you can use Facebook Ads to promote your live videos and re-purpose them by sharing them on the different platforms. You can also create content in multiple formats and provide your customers with the choice to select the format they like most, eg Audio, Video or Text/Transcript.
Depending on whether your company caters to Business Clients (B2B) or Private Consumers (B2C), you may choose a different channel. For eg, for B2B companies, YouTube may be the most appropriate channel, while for B2C the most appropriate one would be Facebook Lives and Instagram stories. In terms of video length, videos for Facebook should last around 90 seconds, on Twitter 45 seconds, on Instagram max 1 minute and on Youtube, it can range from 5 to 50 minutes depending on your audience.
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Vlad Goloshchuk talked more specifically about personal lead in a sales environment. He advised to pay attention to the structure of your call/email/sales pitch and follow these guidelines:
- Identify yourself
- Sell your services/products benefits
- Be credible
- Have a call to action.
He added that the most successful format for B2B sales is Email Marketing. Indeed, Email is 40 times better at acquiring new customers. The email subject line of 3-4 words must provide the client with your company name and the benefits your company will give to their business. You also need to make sure not to send unsolicited emails, i.e emails sent in bulk, as this is illegal. You need to send an individual and customised email to each client.
He also explained the importance of following-up with clients until they say ‘yes’ or ‘no’ by asking them questions such as ‘what is stopping you from working with us?’. You must provide business value and your service or product must be related to the same of business your client is into.