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How to Shorten the Sales Cycle with an Asynchronous Video Presentation

Written by Lidia Vijga
Sales rep recording an asynchronous video presentation

KEY TAKEAWAYS

Asynchronous video can help you create the best buying experience

In today’s world, B2B clients are expecting a more personal buying experience. They want to feel understood and to be heard, and most importantly, they want to see how you can help them grow their business. To get there, you need a more genuine connection than a few “Hi [first_name]” emails can offer. Your sales playbook needs to focus on relationship building. Adopting asynchronous video presentations in your B2B sales strategy can help you establish a human connection with your prospects and clients and provide the most personal buying experience.

If you’re not using async video presentations in your sales strategy, you’re missing out on a powerful tool that can help you accelerate the sales cycle and close more deals. Asynchronous video allows you to record and send personalized videos to your prospects, without needing to coordinate schedules or be in the same place at the same time. This can be a great way to build rapport and trust with potential customers, and it’s also been shown to increase conversion rates.

One of the benefits of asynchronous video presentations is that it allows you to deliver a more personal message than you could with a traditional PDF presentation. You can address specific pain points that your prospect is facing, and tailor your message to their individual needs.

If you’re looking for a way to accelerate the sales cycle, asynchronous video presentations are definitely worth considering. By taking advantage of this technology, you can connect with prospects in a more personal and meaningful way, and ultimately close deals faster.

Use video to build trust and establish a personal connection with the prospect

Luckily, asynchronous video sales tools can help you build a long-lasting relationship with your prospects and clients. Async videos give you an opportunity to build a relationship with prospects over time. And that’s what they are looking for today. With this sales strategy, you’re not just focusing on the final goal of closing the deal. Instead, you’re building a relationship with your customers that will last beyond the purchase.

If you’re looking for a way to close more deals, asynchronous or pre recorded video presentations are definitely worth considering. By taking advantage of video, you can connect with prospects in a more personal and meaningful way, and ultimately close deals faster.

This article is covering different use cases for asynchronous communication and how B2B sales teams can leverage asynchronous videos at every stage of the B2B sales cycle.

Adopt asynchronous video presentations to start more conversations

The initial contact stage is about getting your prospects familiar with YOU and only then your brand. At this stage, any async video communication should be very short and to the point. Do not overwhelm your prospects with too much information, do as much research as you can and make this video presentation about them.

Leverage pre recorded video presentations to show your personality and how passionate you are about helping the client succeed. When you show your human side and the desire to help them, your prospects are more likely to respond positively to your outreach. B2B sales are highly relationships driven and the first impression is incredibly important. The main goal here is to establish a human connection and start a conversation.

Tips for sending asynchronous video presentation:

Capture attention

With so many emails being sent every day, it can be difficult to get your message noticed. One simple way to increase the open rate of your emails is to include the word “video” in the subject line. This is especially effective in B2B sales, as potential clients are more likely to watch a video than read a long email. Including “video” in the subject line is a quick and easy way to increase the chances that your video email will be viewed.

Make outreach more personal

High-performing B2B sales reps invest time learning about a client and business before connecting with leads. One of the best ways to personalize your outreach and connect with the potential client is through async video. In a world where we’re increasingly bombarded with “personalized emails”, a video email is a breath of fresh air. It allows you to put a face to your name and give potential clients a sense of who you are as a person. And because it’s more personal, it can help you build trust and establish rapport more quickly.

Learn how you can use video emails for sales to crush sales targets and quotas.

Establish trust and credibility

Demonstrate your knowledge and experience by positioning your company as an expert in your client’s business vertical. In order to do this, you need to provide thought-provoking content that educates and informs the client. With so much noise and competition, it can be tough to cut through the clutter and really make an impact. That’s why it’s important to focus on creating content that is truly valuable to your clients and prospects.

Whether it’s a whitepaper on a new industry trend or a blog post exploring a complex issue, B2B buyers are looking for content that will help them make better-informed decisions. You also need to make sure that this content is easily accessible and shareable with all decision-makers. By creating informative, insightful content, you can position yourself as a trusted source of information and create lasting relationships with your clients.

Read our guide to learn video sales best practices and key tactics that will help you close more deals. How to Prepare for a Video Presentation. What Questions to Ask on a Video Sales Call.

Emails with video content are shared 41% more often. “Video” in an email subject line can increase the email open rate by 19%, and the click rate by 50%.

Share a video presentation to educate and book more demos

As any B2B sales rep knows, building a successful sales strategy requires more than just developing a great product or service. In B2B sales, it is essential to educate clients about your products and services. This may seem like a counterintuitive sales strategy, but it is one of the most effective ways to close a deal.

By investing the time to educate clients about the features and benefits of your products or services, you can increase the likelihood that they will see the value in what you have to offer and make a purchase.

Furthermore, this type of education can help to differentiate your product from the competition. Most importantly, however, educating clients enables them to make an informed decision about whether or not your product is right for their needs.

When done correctly, educating clients is a key element of a successful B2B sales strategy. However, getting potential customers to respond to your communication can be hard. Getting them on a demo or discovery call is even more difficult!

While live screencast video tools like Zoom made it easier than ever to connect with your prospects and clients, they also made everyone’s calendars extremely cluttered.

This is where asynchronous videos can be extremely helpful. By giving your clients async videos (webinars or even short pre recorded lectures 😉 ) you can present information that can be viewed on demand and promotes active learning. Additionally, video presentation can be used to highlight customer testimonials and success stories, which can further build confidence in your product or service.

By sharing short asynchronous videos, you can continue educating and engaging the prospect and building rapport without putting too much pressure on them.

Accelerate decision stage by creating a shareable video sales presentation

With cross-functional involvement from many different stakeholders, both product evaluation and decision-making processes are becoming more complex than ever before. According to Gartner, the typical buying group for a complex B2B solution involves 6 – 10 decision makers to reach purchasing decision. This is the stage where the clients will generally request more in-depth information about your offerings.

B2B sales professionals are always looking for ways to stand out from the competition and close deals faster. One way to do this is by using asynchronous video content during the evaluation stage.

Sharing a pre recorded video sales presentation allows B2B sales teams to easily cover even the most complex topics, maintain a human connection, and build trust and excitement with your clients. Accelerate the B2B sales cycle by providing your client with information that is easily digestible, shareable, and available on demand.

By incorporating pre recorded video presentations into the evaluation stage, you provide the most personal buying experience with everyone who is involved in the decision-making process, which can greatly increase your chances of closing a deal!

Use async videos to maintain momentum in sales

In any B2B sales process, it is critical to maintain momentum in sales to keep the deal moving forward. While traditional face-to-face meetings are often the best way to do this, they are not always possible. Asynchronous video presentations can be a helpful tool for salespeople who need to stay in touch with their clients but cannot meet with them in person.

By recording and sending short video updates, sales reps can provide their clients with timely information about the status of their deal while also keeping the personal connection that is so important in B2B sales.

Additionally, short videos can be a helpful way to provide clarification on complex topics. Asynchronous videos are recorded ahead of time and can be played back at any time, making them a convenient way to deliver information. They also allow the viewer to pause, rewind and review the material at their own pace. This flexibility can be helpful when trying to accommodate a busy schedule.

When used in the B2B sales process, asynchronous videos can help to keep sales momentum going by providing timely information without requiring an immediate response. This can be especially useful when dealing with clients or decision-makers in different time zones. Asynchronous videos are an effective way to maintain momentum in sales and keep clients engaged.

For more information about sales momentum, be sure to read our article on maintaining momentum in sales.

Get personal with asynchronous videos to express your appreciation

When it comes to B2B sales, relationships are key. And the best way to foster strong relationships is by showing sincere gratitude. For businesses, one of the best ways to show appreciation for your clients is by creating short thank you videos.

Not only is this a great way to build goodwill, but it also shows that you value your clients and their continued business. It’s a great way to create lasting relationships, build customer loyalty and create more champions for your product. These videos can be posted on your social media pages or emailed directly to your clients.

You can send thank you videos after your close a deal, after someone leaves a positive review, or even just periodically throughout the year. No matter when you send them, thank you videos are always appreciated.

So if you’re looking for a way to show your clients how much you appreciate their business, consider sending them a short thank you video. It’s a small gesture that can go a long way in building customer loyalty and satisfaction.

Provide an outstanding onboarding experience on demand

The best training video presentation

Onboarding is one of the most crucial steps in building an outstanding experience and cultivating strong relationships with your customers. A great onboarding process will set your company apart from others and help your new clients feel confident about their choice! The onboarding process should focus on the future goals of the business partnership.

Onboarding can be done via a live video, asynchronous video communication, or a combination of both.

As anyone who has ever tried to onboard a new client knows, it can be a challenge to get them up to speed on all the intricacies of your product or service. If you’re working with a B2B client, the stakes are even higher – they need to be able to quickly integrate your offering into their existing workflow to see a return on their investment.

That’s why more and more businesses are turning to asynchronous videos for onboarding. This allows you to provide information in a format that is convenient for the client. By recording short, focused videos that address specific questions or concerns, you can provide your clients with the information they need to get started without overwhelming them.

Asynchronous video presentations also allow your clients to review the material at their own pace and on their own schedule. This can be especially helpful for clients who are located in different time zones or who have limited availability for live meetings. In addition, asynchronous videos can be a valuable resource for clients who prefer to learn through visual materials.

Asynchronous videos are an effective, scalable way to onboard new B2B clients.

Learn how to easily get your audience’s attention on a live video presentation.

Build long-term loyalty with asynchronous video communication

Post sales stage

During the customer retention stage, it’s essential to have processes and initiatives in place to build loyalty and improve customer lifetime value. Through regular check-ins and account reviews, you can ensure that your customers get the best use of your offerings and focus on metrics that matter to them. It’s crucial to make sure that your clients are continuing to experience the desired impact of your product or services.

Using asynchronous video, you can send updates, promote new offerings and communicate any important changes to your customers in a more personal way. And most importantly pre recorded video sales presentations help you stay in touch with clients to further solidify the client-salesperson relationship and build long-term loyalty.

Asynchronous video presentations enable B2B sales professionals to be more strategic at every stage of the sales cycle, become trusted advisors and help their customers navigate today’s complex buying journey.

Your goal is not simply to make a one-time sale but to establish a long-term relationship with a client. This relationship is built on trust, and the best way to earn a client’s trust is to position yourself as a trusted advisor. A trusted advisor is someone who provides valuable insights and advice, without any ulterior motive. They are impartial and objective, and their only goal is to help their client reach their desired outcome.

As a sales professional, one of your ultimate goals is to become a trusted advisor to your clients. This means being someone they can rely on for expert advice and guidance, whether they’re looking to make a purchase or not.

How do you go about becoming a trusted advisor?

Here are a few tips to become a trusted advisor:

  1. Go above and beyond getting to know your clients and their needs.
  2. Make sure you’re always providing value. This could mean sharing industry news or insights, offering helpful resources, or simply being there to lend a listening ear.
  3. Be honest and transparent. Your clients will appreciate your candor and it will help build trust between you.

By following these tips, you can start to position yourself as a trusted advisor in the eyes of your clients. And as we all know, trust is the foundation of any successful relationship.

After taking the time to understand their needs and challenges, you will be in a better position to offer helpful advice. Ultimately, establishing yourself as a trusted advisor is key to achieving long-term success in B2B sales.

If you are looking for ways to provide a more personal buying experience and shorten the B2B sales cycle, try asynchronous video presentations. With DeckLinks – video presentation maker, you can easily create video narrated presentations and add a personal touch to every step of your sales cycle.

If you want to learn how to create engaging B2B sales presentations, you should read our guide.

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