“We don’t have a lot of time for every meeting. So if you embed a video in there, you can start explaining everything within that proposal itself.” – Elias Crum in today’s Tip 746
How about you? Are using video with your proposals?
Join the conversation below and learn more about Elias!
Elias Crum on LinkedIn
Marketing Guys Website
Marketing Technology on Apple Podcast
Marketing Technology on Podbean
Digital Selling in 2021 with Vidyard’s Tyler Lessard
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Elias Crum. Elias is the founder and CEO of Marketing Guys, a marketing technology agency in Europe. He’s also the host of the Marketing Technology Podcast and organizer of Marketing Technology Day. Here he is:
Elias Crum: Today I have a sales tip for you that actually improved to be very effective in my case. It helped me increase my acceptance rate on proposals by 18% over the last year. It’s a very easy tip and it’s not hard to start implementing it yourself, even today. I’m talking about embedding videos within your proposals. So a lot of people, a lot of salespeople are using video in the prospecting phase of their sale cycle. So sending out these Vidyard videos, explaining to prospects what you could do, et cetera, but I started using them in my proposal. So use online proposal software like PandaDocs and Vidyard video in which you explain how the proposal was built, why you made it up like this, why it has the components in it that you have decided to put in there, et cetera. It will give you a couple of advantages and the main three are the following.
So first of all, in these times, it’s hard to get follow up meetings on your proposal. You, so usually when you’re sending out a proposal, you’d like to schedule a follow-up meeting. Since we’re all very busy having online meetings, et cetera. So we don’t have a lot of time for every meeting. So if you embed a video in there, you can start explaining everything within that proposal itself.
Secondly, it will continue the excitement that you had, or that existed during the previous video calls that you had. So we all know there’s a salespeople were very excited, customers, excited. You have a great introduction, et cetera, and you agree to send out a proposal. When you send out that proposal that could be pretty, stiff though, et cetera. But if you include a video you can enhance and continue that excitement that existed during the previous calls.
Thirdly, it will get you access to the rest of the decision-making unit. We all know that, especially within B2B sales, about 9 to 10 people are involved in the decision-making. So if you’re sending this, I have seen because you get analytics on all these videos that these videos actually get shared among the DMU. So you get access to the rest of the DMU, which is pretty important, and they know who they’re going to do business with, et cetera. So in my case, it helped very much. It’s pretty easy to start using this yourself embedded within your existing proposal software. And you know, you could start using it today. So if you have any questions just shoot me an email. If you need advice, et cetera, I’ll be happy to help. Thank you
Scott Ingram: To connect with Elias on LinkedIn and to subscribe to his Marketing Technology Podcast just click over to DailySales.Tips/746. If you do you can look for an upcoming interview that Elias and I did together on his show talking about both marketing and sales. You might also be interested in the bonus episode we released on Sales Success Stories yesterday where I talked with Vidyard’s VP of Marketing, Tyler Lessard, about even more ideas to leverage video in your sales process, and as you just heard from Elias, it can be incredibly impactful.
Check all that out, and then be sure to come back tomorrow for another great sales tip. Thanks for listening!