NFL Hall of Fame receiver Jerry Rice once said:
“Today I will do what others won’t, so tomorrow I can have what others can’t”
Want to really stand out from all the other salespeople out there? Try doing what others aren’t: sending video follow-up messages.
Regardless of what industry you’re in, you have a product or service whose features or results are visually appealing.
If you listened closely to your customer during the initial meeting, you know what features of your product or service were appealing. Send a quick video message of that feature to keep her emotional altitude high.
One sales practitioner I was working with once said this:
“I called a couple about a spec home that recently came available. It worked perfect for their time frame. I remembered how they love to walk and really loved the walking trail we had. I sent them a video of me walking on the trail and the new opportunity that came available. They called me back and we met the next day. We spent half of the meeting walking the trail talking about next steps, then we saw the home. They bought the next day. I still see them walking in the community daily.”
To appreciate the impact of video follow-up you must first understand how the brain processes information. According to the American Journal of Ophthalmology, 50 percent of our neural tissue is directly or indirectly related to vision, which assists in visual learning.
When our eyes are open, our vision accounts for two-thirds of the electrical activity of the brain. We are, in short, a visual species.
Video is interesting, humanizing, and memorable. Why is it so powerful? Because it engages our emotions.
We tend to process text in the logical/analytical portion of our brain, while we process video in the emotional core of our brain. You tell me which is more powerful when making a purchase decision.
Don’t think that video follow-up doesn’t apply to your industry. In technology sales, you could record one feature that your prospect was interested in and send that to them after the meeting.
If you work in the hospitality industry, you could record a small part of something similar to what your customer was looking for.
It doesn’t even have to be product specific. Do you have a big sales presentation coming up that you’re excited about?
Record a 30-second video and show your client how excited you are to visit.
With video, the possibilities are endless, and you already have all the technology you need: your phone.
Utilize this novel and free way to stand out above the rest. Lights, camera, action!