How to End the Year Right with Video
As 2017 draws to a close, the pressure to close deals and meet quotas is higher than ever. Even though you’d love to start daydreaming of holiday vacation while putting off unfinished business until the first of the year, there are still deals to close and pipeline to build for Q1 2018 and beyond.
Here are some ways you can use video to end 2017 on a strong note by getting deals over the finish line and setting yourself up for success in the new year.
GETTING YOUR PROSPECTS ATTENTION
Locking down a time to meet with prospects can be especially hard this time of year with travel and time off for the holidays. Not only that, they are also incredibly busy wrapping up the last quarter of their year, closing their own deals and preparing for 2018. With so much extra demand placed on their attention, don’t be surprised if your emails and phone calls go unanswered.
Breaking through that noise with a video message differentiates your outreach and helps you and your message stand out. A personalized video message is sure to get their attention in an engaging way that other outreach can’t. The right video at the right time might score you a critical meeting at the end of the year, helping you to push that sale over the finish line.
PREPPING PROSPECTS FOR A MEETING
Everyone’s time is precious this time of year, so once you have that meeting set, you can use video to prepare your prospects and clearly set goals and expectations. A few days before the meeting, send a video that goes over what you plan to cover and what you hope to accomplish in the meeting. Also, point them to any content or materials you want them to review prior to to the meeting.
This pre-meeting video will help you get the most out of the time you have with your prospect while helping to avoid the need for follow-up meetings and reduce the time to close. Also, this type of video lets the prospect know that you value their time and that you are prepared and in control of the sales process, helping you to stand out from your competition.
SET ACTION ITEMS WITH PROSPECTS
The meeting went great, but time is of the essence and you need that deal to keep moving forward. A video follow-up is a great way to keep the enthusiasm high and help get the deal to the next steps.
A great follow-up video will include a brief summary of what you covered in the meeting and remind the prospect of the next steps, any action items and/or any content they should be accessing. This helps the prospect know that you are in control of the process, sets clear expectations and deliverables, and keeps everyone engaged and on the same page. Also, it is another opportunity to differentiate yourself and stand-out from your competitors.
THANK CUSTOMERS FOR A GOOD YEAR
Of course, closing the year strong is on the top of your mind, but setting yourself up for success in the new year is just as important.
Taking time to thank your existing customers for your business this year is a great way to bring 2017 to a close. Not only does this help build your relationship with your customers; it also helps to keep your company and services fresh in their minds. By expressing both your gratitude for your customers’ business as well as reminding them of the shared successes of 2017, you can pave the way for future upsell opportunities of additional goods and services in 2018 and beyond.
A quick thank you video will also set you apart from other vendors, engaging your customer emotionally in a way that emails and calls can’t. This is especially effective if you can send a personalized video that mentions some of the successes you shared this year and/or some ways you can help them succeed in the new year.
This type of thank you video can keep you front of mind and create goodwill as your customers consider next year’s budgets and which services they will keep (or upgrade) and which services they will get rid of. It also gives you the opportunity to remind your customer of the value that your product or service can provide.
These video suggestions do not just apply to your end of year push but are valuable in engaging your prospects and customers throughout the year, giving you the opportunity to stand out from your competition, creating emotional engagement and keeping control over the sales (and upsell) process.
Ready to succeed with video for the rest of the year and beyond? End your year right by downloading our free Video Content Strategy eBook. In it, you’ll find everything you need to start leveraging personalized video in your sales strategy for prospecting, booking meetings, and closing deals. Learn how video outperforms other sales content and drives more deals through your pipeline faster.
Posted on December 5, 2017