For companies looking for ways to make introductions and follow-up easier for their salespeople, video brochures are excellent. Not only do they help them perform better, but they also boost their mojo and drive.
Video brochures are excellent ice breakers
As popular as they are, by now you’ve heard success stories about how well video brochures perform in sales. People in business respond favorably to them, and they’ve proven to quickly turn a profit for companies who use them.
One the greatest advantages they provide is that they make working in sales less intimidating. They also act as an excellent ice breaker when salespeople meet prospects or try to reach decision makers. In fact, feedback indicates video brochures are rarely stymied by “gatekeepers” who instead often find it hard to resist the temptation to show them to others. At that point, the salesperson who presented the video brochure is more easily able to navigate their way past what is often the hardest part of their profession, which is finding a way to reach decision makers.
Other noticeable advantages are that prospects tend to appreciate the convenience video brochures create; they make messages more interesting; they help companies set themselves apart from competitors; and they shorten the time during sales cycles. In fact, sometimes they make the biggest difference when executives receive multiple proposals from companies bidding on their projects. We’ve had many clients tell us they’ve won jobs after being told their video brochures were what ultimately led to them being chosen.
Follow-up is often key to success in sales
According to data reported by HubSpot, 80% of sales are made after salespeople follow-up at least 5 times. Also, 44% of salespeople give up after only one follow-up. What that means is 44% of salespeople have an 80% probability of not closing a sale with someone they decided was worth pursuing in the first place. On the bright side, that’s good news for salespeople who realize follow-up is a key to their success. While they keep doing it, their competition gets smaller.
Furthermore, sometimes getting a follow up appointment with a decision maker is a salesperson’s biggest challenge. However, if they’re like-able, avoid having “commission breath“, and intelligently go about conducting follow-up strategies, this is precisely when video brochures can have the greatest impact. Not only do they make salespeople and the companies they represent more appealing, but they also have to be picked back up.
With follow-up in mind, here are some keys to success:
- Follow-up should be done with all prospects consistently and frequently for an extended period of time regardless of whether they’re hot, warm, or cold.
- Companies can’t always afford to leave follow-up in the hands of salespeople because they tend to remain focused on low-hanging fruit.
- Companies and/or salespeople should use a system for follow-up and tools to implement the system in an effort to track it and remain interesting (video brochures are ideal tools for various stages of follow-up).
To illustrate these points, here is an interesting way to think about follow-up: Most companies have a lead generation department (marketing) and a lead closing department (sales), but most companies lack a lead warming department. To bridge the gap between marketing and sales, a lead warming department can add considerable value.
Coincidentally, video brochures often help prospects warm up quickly. To learn more, visit: Make Sales Easier With Video Brochures
Video brochures make working in sales easier
Video brochures are practically like TV commercials salespeople can use to gain the attention of prospects and directly deliver their company’s messages to them. They also allow companies to have more control over how their messages are presented, and feedback indicates they make a noticeable difference in how much revenue salespeople produce. For $25 to $65 per unit (on average), what other sales tools can do that? Furthermore, for all of the advantages video brochures provide, one sale easily makes them profitable (for most companies).
With great effectiveness, video brochures combine the power of video with the power of print, the power of tangibility, and the power of novelty in one package. More communication can be seen and heard from them in less time, and sales strategies that include them successfully convert viewers into buyers more rapidly. In addition, the feeling of novelty is highly influential.
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.