3 Ways Video Makes You a Better Sales Rep

According to YouTube’s latest press statistics, 500 years of YouTube video is watched every day on Facebook and over a third of the platform’s total monetized views come from Content ID, its advanced content management solution. Suffice it to say, YouTube is a testament to what I’ve always believed about the power of video and to the truth about never getting a second chance to make a good first impression.

As I’ve said here before, you are how you meet, which is to say, how you appear to others. Some of the most important building blocks of critical relationships — appearance, body language, ability to acknowledge interest — are assessed visually. Today, video allows sales teams to connect with prospects, make great first impressions and ultimately close deals,  regardless of location.

We are programmed from years of evolution to pay attention to anything within our peripheral line of vision — whether it be a predator hiding in the bush, or a sales rep giving an online presentation. That may explain a bit of these 4 Reasons Why Online Video is Compelling & Persuasive. Armed with this knowledge, you can grab the attention of your prospects using the power of video and start achieving winning results by showcasing your best assets, preparing to answer tough questions, and getting genuinely excited about your product.

The NFL Kicker Who Closed His Own Deal

Four months ago, Havard Rugland, a previously unknown Norwegian soccer fan, and a group of his friends created a four-minute video highlighting his remarkable talent with a football — kicking it through a basketball hoop 30+ yards away, for instance. Ever since the video was uploaded on YouTube, Havard’s gotten some well-deserved attention. In fact, in December he auditioned for the New York Jets. They were so impressed that he was invited back for a second audition in March.

Sales leaders, take note: Havard Rugland showcased his best, and doing so created wonderful opportunities for him. What winning aspect of your personality can you demonstrate on video and use to your advantage? Are you funny? Are you a good listener? A great presenter? I once won over a prospect just by listening to him vent during a video conference. The positive things you can accomplish in front of the camera just might surprise you.

[youtube https://www.youtube.com/watch?v=lj3iNxZ8Dww

The Pageant Queen Who Wasn’t Ready for Her Close-up

In this clip from the 2007 Miss Teen USA Pageant, Lauren Caitlin Upton, Miss South Carolina Teen, was clearly unprepared for a question posed to her during the event, and fumbled her words when answering. Her inability to perform well under the pressure of the camera may have ruined her chances of winning the crown.

What’s the lesson that millions learned  by watching her? Don’t get caught off guard. If you’ve scheduled online meetings with critical prospects in the weeks ahead, do your homework. Be prepared to answer the tough questions. Sure, video conferences can be unnerving if you’re camera shy; and we all have online-meetings-gone-wrong horror stories. But as long as you’re well-spoken, well-briefed on your potential clients’ history, you’ll be more than ready for your close-up.

[youtube https://www.youtube.com/watch?v=OQSNhk5ICTI
The Double Rainbow That Went All The Way

In January of 2010, Paul Vasquez uploaded this homemade video in which he declares feelings of awe and wonder after witnessing a double rainbow in Yosemite National Park. Paul can be heard crying in the background, his tears apparently inspired by the rare act of nature.

Later that year, Jimmy Kimmel linked Paul’s video to a tweet. The next day, the Huffington Post published a short article about the video and soon thereafter it went viral, sparking an auto-tuned version and countless other video parodies.

What sales leaders should take away is this: as long as you are being passionate and honest, prospects and clients will be able to tell, and you won’t even feel like you’re ‘pitching’ anything. What’s more, once you bring that excitement to the camera, your candidness translates so much better, since your prospects get a chance to watch that human connection being presented in front of them.

To see what video can do you for your organization, read: 5 Reasons Video Revolutionizes Remote Selling.


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