Today’s buyers are knowledgeable, prepared, and motivated. They demand solutions, and they want them quickly. That’s why a sales presentation video is a must have tool for any sales team. It can set the stage for success by delivering your sales pitch in a short, clear, and engaging way.
We’ve helped hundreds of clients make explainer and sales presentation videos, and we’ve learned a thing or two along the way. Here’s how to make and use a video that will help you or your sales team crush their sales pitch so you can reach your sales goals.
How to Reach Multiple Decision Makers in B2B Sales
B2B sales has become a complex process. Most businesses don’t have a single decision maker, instead between 6 and 10 people are likely to be involved. Fortunately, video is your friend here.
You don’t have to juggle schedules for half-a-dozen people to give your sales presentation. Just send over your video and let them share it with anyone on their team who needs to see it. The bonus is that decision makers are more likely to pay attention if a video comes from their internal team rather than a sales rep.
People want solutions that make their jobs and their lives easier. They just need the right tools to convince higher ups that your product is worth their budget. A well-made explainer video that clearly outlines who you are, what your product does, and how it will fix their problem does that without you having to lift a finger.
Sales Presentation Videos Are The Pitch Before The Pitch
A sales presentation video can generate value before the very first pitch meeting.
The buyer’s journey has completely changed—especially in B2B. Today’s B2B buyers are almost 70% of the way through the purchase process before they contact sales. If you wait for a live sales pitch opportunity, you may be waiting a long time. Buyers are doing their research and making decisions long before they ever talk to you.
A sales presentation video can help you catch buyers during their independent research phase, presenting them with the vital information they need before they’ll agree to a sales meeting. Insert your video into their decision making process, and give buyers a reason to reach out to you.
In some cases, the video may make the conversion for you, no schedule juggling required.
Quick Tips for Quality Pitch Videos
Your sales presentation video should be as unique as your brand, but the best videos have a few qualities in common.
- Target Your Ideal Buyer – This is the person who is most likely to both buy and benefit from what you have to offer. Make a video that speaks directly and persuasively to that person, even if other people could use it.
- Keep It Simple – Focus on the essential information. The ideal length for a video is as short as possible.
- Show Don’t Tell – One major benefit of video, especially animated video, is that you can show viewers exactly how your service or product works. Show it solving the customer’s problem and the sales will take care of themselves. The video below shows you how it’s done.
For a closer at the essential elements of a quality sales presentation video, read on.
Hook Your Audience Immediately
Your video should get straight to the point. Skip the backstory and jump right to the hook. The two tried and true methods of starting a pitch video are:
- A clear statement of value ex. “The X9000 WIDGET reduces network latency by 60%.”
- Acknowledging the customer’s pain points ex. “Tired of network timeouts that slow online sales, clog up customer support lines, and cost your company money?”
Intros like these are irresistible to motivated shoppers because they instantly capture attention. You have a matter of seconds before your prospect mentally checks out. Don’t waste them.
Sell One or Two (But Not More!) Features
Your sales pitch video can’t solve all the world’s problems, so don’t try. Keep it focused on the key selling point – the benefit to the customer. Don’t get distracted with a big list of features. Customers don’t care about a big list of features, they care whether the product can solve their problem.
Later, your sales reps can wow the prospect with a million features. Right now just focus on the top feature or two that will address the viewer’s biggest problem.
End With A Mic Drop
The end of a sales presentation video is almost more important than the intro. Tailor your pitch video to leave buyers intrigued. That curiosity should drive them to take action by either contacting you or making the purchase right then.
Here are some endings from real videos we’ve made for our clients:
- Save $100 per hour…
- Talk to us about our flexible payment solutions.
- …moving the needle on ROI becomes much easier
- …a relentless ally in helping to drive better business outcomes
The video below shows all of these factors in action. It hooks the audience with a startling statistic, sells them on a couple of key features, and wraps it all up with a tangible promise.
Where to Share Your Sales Presentation Video
You can share your sales presentation video anywhere motivated customers are likely to be. That includes:
- On the product or service landing page of your website
- As retargeting ads on YouTube or social media
- In emails you send to qualified leads
The goal of a sales presentation video is to make a sale. In B2B sales, that means you’ll want to share it with people who are already at the middle or bottom of the sales funnel. In consumer sales, you might be able to use it for awareness too.
Sales Pitch Videos Sell
Obviously every company is different and every product is unique, but the raw selling power of explainer videos can be a powerful asset for any sales team. At IdeaRocket, we create 2d animation, 3d animation, whiteboard, motion graphics, mixed media animation and even live action videos for B2B and B2C sales. Contact us today to get started.
