Building trust is essential to succeed in the New Sales Economy. This post highlights how you can build trust by surrounding your customers and grabbing mindshare without being in their physical presence.
To build trust and create relationships you need to surround your customers. They need to feel that you’re in the trenches with them. Most sales reps give a presentation, shake a few hands and then keep their fingers crossed. These sales reps will begin to lose business to those who are more creative and know how to keep their prospect engaged with them when they’re not around.
“In marketplaces where a simple sale is no longer simple, building trust today, through establishing and cultivating relationships, is at the core of the experience. This isn’t “trust so you can make a sale.” Rather, build trust and establish a relationship, period—for the sake of that trust and relationship alone. The sale is neither here nor there until the relationship is established.”Trust Economies by Chris Brogan & Julien Smith
The next generation of sales reps are using technology to grab mindshare through surrounding their prospects with helpful content. They do this without being intrusive and let the customer engage at their own pace. The content you can surround your prospect with is endless.
Video Presentations are the easiest way to surround your customer and start building trust in the New Sales Economy.
In my post, Web TV Will Change The Game, I blogged about how you should be recording your sales presentations and make them available to your prospects. Websites like Youtube, Vimeo and Viddler allow you to store and share your videos easily. You don’t have to be an engineer to make these video sharing sites work for you, they make it extremely simple to execute.
Once your video presentations are created you can begin to e-mail your customers links to your presentations and create many types of interesting campaigns. You just need to be creative and try something different. When you venture into the world of different, you put yourself in the position to win big and crush your competition. Try something different!
By using video, you give your presentation more reach and increase the chances of it being watched again. Your prospect can review the parts that were important to them on their own time in their comfort zone. And prospects make the buying decision in their comfort zone first and then tell you about it later.
Video presentations are less intrusive than standing in front of your customer delivering a live presentation. The world is moving towards less intrusive ways of connecting with people and you can get ahead of the pack by developing videos of your sales presentations. Your video presentation will also help reinforce the message you delivered in your live presentation and increase the chances of you making the sale.
When your video presentations help solve problems for your prospects you will start building trust. Certainly more trust than what your competition is creating. And when trust goes up, resistance comes down increasing the chances of a sale.
Now it’s your turn. Do you think creating video presentations can help you sell more or do you think it’s a waste of time? Please share your comments.
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Great little article. I don’t see many (or any) posts out there about the importance of video in web/sales 2.0. People would rather casually watch a demo/video than have to attend a scheduled presentation or even a webinar imo. It’s the ultimate in providing accessible information. Recently I helped create a video page for SalesFuel.com and it’s received great reception. We now include links to them in a special email, and find that not only do customers appreciate it, but it also cuts down on calls! Win win.
@ Mike You’re right on — there aren’t many people using video in web/Sales 2.0, but some do with great success. This will undoubtedly change with time as people become more comfortable with video and learn how to use it effectively. I believe online video will be integrated into every web page and blog in the future as well as every corporate & business website.