Shorten Sales Cycle Using Asynchronous Video Presentations
- CEO at DeckLinks, Speaker, Podcast Host
- Published on August 2, 2022
- Updated on August 30, 2024
Table of Contents
Do your prospects tune out during sales calls? Feel like you’re presenting to a brick wall sometimes? If you want to captivate prospects and dramatically shorten sales cycles, it’s time to evolve from traditional sales presentations. In this article, I’ll show you how asynchronous video presentations can engage prospects on-demand, so they consume information when it suits them. You’ll learn best practices to create highly engaging asynchronous videos that inspire action. The results are game-changing – more prospects choosing your solution faster.
KEY TAKEAWAYS
- Asynchronous video allows sales reps to deliver more personal, customized messages to prospects without needing to coordinate schedules. This helps build trust and rapport more quickly.
- Including “video” in email subject lines boosts open and click-through rates. Video emails get more attention than plain text.
- Short, targeted asynchronous videos help educate prospects and promote products or services without being overly salesy. This content marketing helps establish expertise.
- Sharing asynchronous presentations during evaluation stages allows prospects to digest info on their own time. This flexibility accelerates deal cycles.
- Asynchronous video updates help sales reps provide timely info to prospects and keep deals moving, even across time zones.
- Sending thank you videos helps build loyalty with clients and turn them into brand champions who refer others.
- On-demand onboarding videos give new clients easily accessible materials to get up to speed at their own pace.
- Post-sale check-in videos help sales reps stay connected with clients and strengthen long-term relationships.
- Becoming a trusted advisor requires providing valuable advice and insights without ulterior sales motives.
- Leveraging asynchronous communication at all stages of the sales cycle leads to more conversations, demos, and closes.
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, identify sales qualified leads, and it’s also been shown to increase conversion rates shortening the B2B sales cycle.
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.
PDF Documents Tracking
Identify the most engaged viewers and understand how they interact with your PDF presentations and documents. Learn more.
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.
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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.
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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. In many cases you’ll be able to get this type of content from your marketing team.
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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 and marketing strategy in general. 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.
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
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.
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Written by Lidia Vijga
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. At the decision stage of the sales funnel, 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!
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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.
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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.
PDF Documents Tracking
Identify the most engaged viewers and understand how they interact with your PDF presentations and documents. Learn more.
Provide an outstanding onboarding experience on demand
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.
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Build long-term loyalty with asynchronous video communication
During the customer retention stage, it’s essential to have processes and initiatives in place to build loyalty and improve Customer Lifetime Value (CLTV). 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:
- Go above and beyond getting to know your clients and their needs.
- 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.
- 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.
RELATED POST
Written by Lidia Vijga
Showcase your brand.
Create company profiles with custom banners and info-packages tailored to different industries.
Show your contact info easily accessible by your prospects and clients.
Add custom CTAs to drive prospects or clients to your calendar, sign up form, etc.
Collect feedback from prospects and clients. Feedback and reactions are not publicly visible.
Share any existing PDF presentations and documents.
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, you can easily create video narrated presentations and add a personal touch to every step of your sales cycle.
RELATED POST
Written by Lidia Vijga
FAQs
What are the benefits of using asynchronous video in B2B sales?
Asynchronous video enables sales teams to build more personalized relationships by putting faces and emotions to messages. It conveys passion, expertise, and trust in more human ways through flexible, on demand video communication at every stage.
How can asynchronous video help shorten the sales cycle?
Asynchronous video accelerates conversations, decision-making velocity, and relationship building through highly engaging video content tailored to each prospect and sales stage.
What makes asynchronous video more effective than emails or texts?
Asynchronous videos communicate faster, convey personality and passion better, feel more personal, and build rapport more effectively than static emails to drive sales.
How long should an asynchronous sales video be?
For maximum engagement, asynchronous sales videos should be 60 seconds to 5 minutes long. This provides enough time to clearly communicate key messages while keeping prospects focused.
When should you use live versus recorded video?
Use live interactive video for demos or events needing participation. Use asynchronous for educational content, updates, follow-ups, proposals, and scalability.
Should every email include a video?
Too much video dilutes effectiveness. Strategically choose high-impact sales interactions and stages where video stands out.
How do you track video performance?
View, share, and engagement analytics. Follow-up surveys. Integrate video data with CRM and sales metrics to optimize efforts.
About the Author
Lidia Vijga is a seasoned professional with 10 years of first-hand experience in B2B sales and B2B marketing. She has a proven track record of driving growth for companies across various industries. Throughout her career, Lidia has led numerous successful sales campaigns and implemented innovative marketing strategies that have significantly increased revenue and reduced customer acquisition cost for her clients. Lidia regularly shares her insights and experiences on LinkedIn, webinars, and public speaking engagements. Lidia believes in the power of personal qualities such as kindness, empathy, and the willingness to understand others. She is committed to empowering client-facing teams with tools that enhance their talent instead of automating it, and she firmly believes that teams that show their human side grow companies much faster.
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