We don’t need to tell you the basics. Good business means hitting sales objectives, right? The bottom line is — well — the bottom line. Obviously, sales strategies differ from company to company, depending on your target. And we can go on forever. But if we go about it in the simplest way (and you know we try to, cause BerryCast believes in under-complicating things) we can agree that there’s two global ways to look at sales: v B2C and B2B.
No matter how you look at it — B2B, B2C, Bee Doo Be Do Bee — sales is an increasingly challenging aspect of business just from the sheer increase in competition (thanks a lot, globalization). Brands need to think outside the box and apply creative tactics in order to break from the noise, all the while staying super efficient. This is where screencasting tools like BerryCast come in.
Today, we’re here to talk about the B2B side of things — often considered the more challenging sales model. Let’s give it a little love. Here’s our top four ways screencasting can improve your B2B sales (‘cause we know how much you love our top anything).
If you’re the kind of business that sells pies to vendors like grocery stores, this article is for you. And if you’re the kind of business that has its own pie shop where grandma directly picks up what she needs from you for Sunday’s roast dinner, stay tuned for the next article where we tackle B2C specifics (although you might want to stick around and still learn a thing or two below).
Boost your presentation
These days, it’s all about the experience. One cannot underestimate the power of video and sound, and screencasting tools like BerryCast provide all of that in one rich presentation. As we discussed before, you can say a lot more in less time (and words) by juxtaposing music, animations to your sales pitch and demonstrating a process through visuals.
Don’t forget: with B2B selling, you’re often dealing with someone who isn’t alone in taking the decision. So the importance of providing information that will not only be understood (and loved!) by the receiver but by anyone else in his or her team is crucial. You need to make sure that the messages you sent will be self-explanatory and punchy even without your intervention. In other words, rest assured that a video screencast message will do the work for you.
Stand out with personal video messages
In this day and age, marketing is a non-negotiable investment. You know that, we know that — and so does everyone else. Remember what we said about competitor noise? The average modern person witnesses about 5,000 ads per day (and some researchers argue that the real number of this is probably double). Naturally, we’ve all developed unconscious filters. It’s what keeps us sane. So the issue now is: how do we stand out and prompt someone to stop on our message over the 4,999 other ones? Let’s just say we need to make this issue… personal. Well, that’s what 78% of CMO’s seem to think, anyways. Custom content is key. And personalized video marketing is considered to be the next revolution in content marketing. Go screencasts!
Leverage your social media platforms
Here’s a crazy statistic to show you how times have changed: 57% of sellers gain a higher ROI from social selling compared 23% using traditional methods. Facebook, Instagram and Linkedin are some of the top platforms where you can connect with other businesses to get your product or service out there. Facebook boasts a reported 86% of B2B usage, whereas 46% on Linkedin. Over half of B2B sales marketers confirm that Facebook is their most effective platform for conducting business rapport. Plus, social media platforms often hub various sub-networks, so you can tailor your messages as industry-specific videos and share them within these groups for even more impactful networking actions.
Closer rapport to help close deals
We talked about breaking away from competitor noise, how to leverage the newest technologies and using the most refined analytics… But the real differentiator is nothing more than applying a human touch. Closing a deal is all about trust, and at the end of the day it’s about people trusting other people — not numbers or fancy bells and whistles. So while we are all about saying yes to tech (nice ring, huh?) we believe in tech that enhances human interaction, not decreases it.
That’s the beauty of screencasting. Through the creation of more personal messages, of applying more touch bases, a closer rapport is built. You can write the most eloquent emails the world has seen, but nothing beats putting a face and a voice to a name. And where face-to-face interactions can be limited — be it for geographical or logistical reasons — a screencast video message can be the next best thing. A way to put that webcam to good use, don’t you think?