Should Salespeople Be Paying Attention to Video?

Everything that we read today about social sales points to three consistent facts …

We have moved away from the pitch and instead toward the conversation.
Buyer behaviors have changed and one of the biggest shifts is that they are doing their own research. In fact, they may have already substantially arrived at their buying decision prior to their ever reaching out to you!
Educating the buyer, and having the ability to do so on auto-pilot, will be a key element to selling success. When they are conducting their research, will your educational message be found?

There’s blogging …

Because of these changes, I have been a long time-time proponent that salespeople should be, need to be, blogging and that the focus of these efforts needs to be on customer education. Many companies are now recognizing this need to provide a more encompassing service to their potential customers and because of this they are producing educational articles that are not necessarily even focused on their specific product offering but, certainly on their market segment.[Tweet “Salespeople should be adding video to their selling efforts!”]

Maximize Social Business, for example, is entirely social business education-based and I am only one of a large stable of qualified contributors where each specializes in a specific platform or discipline. While we all have products or services to sell, it would be unusual to see any of us mention those. Instead, we hope that when you think of “expert in their field”, you might think of us and give us a call. Our secret is out.

Then there is vlogging …

There is another channel that you need to pay attention to and that is video. Certainly, it would not be at all unusual for your company, via their marketing department and/or agency, to have produced slick videos touting the benefits of your product or service. That’s great but …these videos probably do not point to YOU and I am guessing that YOU might be your own favorite charity. If you are paid on commissions, this is a given. While they may be educational in nature, there is also a high likelihood that this education is directly related to your specific product or service. Read on at Maximize Social Business …

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!