Videolicious Blog

Social Selling Video: The Hot B2B Sales Trend of 2018

If you’ve spent any time on LinkedIn recently, you’ve probably noticed that videos have taken over your feed.

For years, millions upon billions of hours of video have been uploaded to Facebook, YouTube, Twitter, and Instagram. Now LinkedIn is the latest social platform to adopt its own native video player, and there’s no turning back.

This is exciting news for social sellers. More and more sales leaders are learning firsthand the benefits of social selling and how social selling helps you to better connect with your buyers and create relationships that translate into sales. Tools like LinkedIn and Sales Navigator enable sales teams to connect with buyers on a personal level, sharing content and messages that resonate and open doors.

But can video really help you connect better with your buyers and drive sales? Let’s find out.

Social Selling Is No Longer Optional

To understand the power of video in social selling, first we have to consider the importance of social selling itself.

By now, you’ve probably read 100s of blogs about the power of social selling, and with good reason. Social selling works!

More and more sales teams are making social selling their go-to prospecting channel where they can connect with new buyers and build relationships that lead to sales. In fact, 90% of top-performing sellers use social media as part of their selling strategy (LinkedIn).

The results don’t lie. 64% of sellers who use social selling with LinkedIn hit their quota (Aberdeen Group). Since 75% of B2B buyers and 84% of C-level or vice-president level executives now rely on social media when making purchasing decisions (IDC), social selling allows sellers to meet their buyers right at the source.

Social Selling Video: B2B Sales Trend or B2B Sales Revolution?

So, back to these videos in your LinkedIn feed. Are they just the latest passing sales trends of 2018, or do they generate real value for your customer? Can a social selling video really help you connect better with a buyer?

Consider these facts:

B2B buyers love watching videos

In fact, 76% of executives watch business videos at least once a week, including 40% who view them daily (Cisco).

B2B buyers prefer video to text

Business professionals are 75% more likely to watch a video than to read text (Forrester Research) and 59% of senior executives would rather watch a video than read text (Forbes Insight).

Most B2B buyers make videos of their own

82% of executives record their own business videos, and 64% of these executives upload recorded videos to their company’s video-sharing portal, including LinkedIn (Cisco)

It’s clear: video is the most engaging content you can share on social media. If the goal of social selling is to connect on a personal level with your buyer, video is the best tool for the job because it’s more engaging than just text.

How To Do Social Selling Video Right

So we’ve covered the benefits of social selling and why social selling video is the best tool in your social selling arsenal. Now the big question: how can you start leveraging social selling video to connect with more buyers and start more sales conversations?

Here are a few kinds of social selling videos you can make right away to increase your social selling presence and connect with more buyers:

  1. Introduction Video/Video Business Card

    This is a great way to showcase who you are to your LinkedIn connections. By filming a short introduction video, you can put a face and a voice to your name, inviting your connections to reach out to you personally.

    Tell the viewer who you are, what your role is, and how you and your company can deliver solutions to specific problems. Be sure to smile!

  2. LinkedIn Article Video

    LinkedIn articles are a great way to showcase thought leadership on LinkedIn. But long paragraphs of bulky text often go unread by busy professionals who would benefit from your content if only there was an easier way to consume it.

    Recapping the points in your article with a video is an easy way to get more bang for your content buck. Just introduce yourself in the video and summarize the points of your article with a few highlights. It doesn’t have to be too long; in fact, videos under 90 seconds perform best and keep the viewer’s attention

  3. Post Reaction/Post Comment Video

    Replying to a post on LinkedIn is a great way to engage directly with buyers, but do you know what’s even better? Replying with video! By creating a reaction video and tagging the original post owner, you increase engagement in the conversation while adding value through your own insights and response.

These are some of the many ways you can use video in to help drive your social selling efforts and creating emotional engagement with buyers online.

Want to learn more about social selling with video? Check out our free ebook on emotional engagement with video!