Follow-up after distributing a Video Brochure will make it much more profitable. In addition to selling to prospects who are already ready to purchase what is being offered, capitalizing on its impressiveness will make closing more sales easier.
Why Follow-Up After Distributing A Video Brochure Matters
For anyone who doubts the value of follow-up, what is important to know is the following: According to the National Sales Executive Association, 80% of sales are made during the 5th through 12th contact with a prospective buyer. That means only 20% of sales are closed during the 1st through 4th interactions.
With that in mind, it is easy to see why follow-up is necessary. The key to being good at it is to walk the line between being engaging enough to show value and being too overbearing. The last thing a salesperson wants to do is to drive prospects away. And, that’s the case with existing clients as well as potential new buyers.
For instance, data shows that selling to existing clients is easier and much less expensive than acquiring new ones. At the same time, acquiring new customers is necessary for businesses to remain profitable. Fortunately, there are several follow-up sales techniques that can be tailored to specific situations to improve a salesperson’s chances of success with both.
An Example Of Effective Follow-Up
After you’ve been in touch, your prospect knows what you are offering. Now you’ve just got to find a way to close a sale with them. At that point, we suggest you take a breath, get “in the zone”, and follow these simple steps:
- Review your notes. Knowing a prospective buyer’s challenges so you can point out how your product or service will improve their lives is what makes the majority of sales.
- Double-check your research. Referring to false information is a door closer instead of a door opener.
- Set a clear objective and deliver value. When the same sales pitch is used with the same information over and over again, prospects grow tired of hearing it. Introduce new information and continue to add value.
- Now that you’re ready, make the contact and remain positive and upbeat.
- If you don’t close the sale, set up your next interaction. As long as you remain likable, they won’t mind having you keeping yourself on their radar.
- Repeat as needed.
Pro Tip: Not every interaction has to be about closing a sale. You’ll add value just by being a good person who is friendly and helpful in other ways. If you’re only after their money, they’ll figure it out, and it’ll be a huge turn-off.
Video Brochures Are Outstanding Sales and Marketing Tools
From what we know, Video Brochures are outstanding sales and marketing tools. When our customers follow-up soon after distributing them, the results they produce are even better. Side note: It is also helpful for prospects to be made aware they’ll be receiving one. Then they’ll know something special is coming, and it’ll help them feel valued.
As was stated earlier, over 80% of sales are made after the 5th follow-up. However, feedback has shown that Video Brochures tend to decrease that percentage because they increase trust and have the ability to provide a lot of information in a short period of time. They’re also extremely impressive, and they’re easier for decision-makers to share with others who influence their decisions.
In a nut shell, without follow-up, companies who distribute Video Brochures increase their chances of missing out on making sales. Maybe the recipients just haven’t found the time to respond. Or, maybe they aren’t ones to initiate contact but they’re great to work with as soon as the first person-to-person interaction takes place. The point is, by not responding, it doesn’t mean they’re saying “no”. It just means they haven’t responded yet, and you should follow-up with them.
Having owned an advertising magazine in Utah, I’ve worked in marketing for over twenty years.
I started writing for MediaFast in 2014. The first time I held one of their video brochures, I thought something like, “Wow! This blows away our magazine and any other print advertising I’ve ever seen. This is like a TV commercial, and I’m holding it in my hands. Amazing!”
Since then, video brochures, video mailers and video boxes have become leaders in marketing performance. It’s a privilege to write about them. I also love MediaFast—with its top-notch product quality, industry leading customer service, and all of the wonderful people I get to work with.