Ever make a sales call that went really, really well? That covered more topics than you had planned? All of which advanced your quest to deliver still more value to your client? (And increase your revenue?) But left a major new opportunity virtually un-discussed?
Who hasn’t?
OK, I need your advice… I followed up a call like the one described above via e-mail the next day on all the action items we identified; theirs and mine. I’ve started working on my own To-Dos and let my key contact know that. Then I got frustrated because I was focused on the long-term strategy that he and I had agreed to seven months ago. Frustrated because a plan’s cooking along seven months into it? Yes!
As I’ve learned more about their business, I see a really powerful sales tool we could deploy, like right now. It’s tangential to the plan – related, but off the path we envisioned. That said, I’m convinced it can drive sales for them – serious volume – almost immediately.
I sent my key contact the video below.
You tell me. Great idea? Good Idea? OK idea? Dumb idea? What on earth were you thinking?
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Todd, novel approach, I’m really thinking about it–what was “Bill’s” reaction.
I think this can be very powerful, if it matches with the person’s communication style. I have a prolem listening to voicemails for longer than 2 seconds–when I listened to the “video,” I found my self thinking, “gee, I’m only 1:00 into 3:05…..” consequently, I was getting impatient.
However, I can think of any number of my clients who really would appreciate something like this.
The key issue is aligning how we communicate to the way the customer best likes communication. Bullet points were invented for people like me (and no more than 3). Others want something richer.
Great idea, I’d love to hear how people are responding.
Dave – Reaction was quite positive. The “but” is re: duration. Too long!!! I think something more like 90 seconds is max. – Todd
This is a GREAT Idea.
Respectfully, I would like to recommend it go a step more.
For the B2B Sales Elite, an online sales presentation is a great way to accomplish this and more.
You can incorporate Pre-Existing video or one click quick capture video (as a kind of video voice mail) to give context and cement the personal bond.
If anything, I recommend that the video be as brief as possible, this video was a little over 3 minutes. A possible formula can be video, embedded in a presentation, with a few slides that talk to specific benefits for that prospect (single benefit per slide), with a call to action slide at the end perhaps with some video or audio to captivate attention and tie it all together.
Then most importantly, you will gain un-precedented insight into exact viewer interest.
We all think that people look at and engage with the info we send, but do they really?
how long they look at each slide, how many times they view, how long they watch your video, where they disengage, and if they forward it on to others.
David,
Thanks for the feedback. You’re right about the length.
Todd
David – Thx for the feedback. Good tip on the length. – Todd
Todd: I like it! Needs tweaks–not an overhaul! It’s long-ish (already been said). Also, what about a call to action (didn’t hear one) or, the “anti-call” . . . the good old truncated video that leaves the viewer wondering after you say “the most important thing to know from our discu . . . .” He calls your cell phone: Todd! You got cut off in the video! What were you going to tell me?!!
…duh. Amazing how easy it is to forget some basics! Thanks for the heads-up, Andrew. – Todd