Amy: So I wanted to ask you about
using video in your sales process.
I know because of a conversation on Slack, I
know that you're using like Loom videos that
kind of style video in your sales process.
So I'm just curious about how you're using video in sales.
Kate: Yeah, for sure.
And I love this topic.
I'm super excited to chat about this today because yeah,
like you said, we've been using Loom internally for
sending videos and it's honestly been such a game changer.
Not only is it good for us because we can
take a minute out of our day to put together
like a follow up email to send to prospects,
and include like a screen share of what we're actually
talking about, but it also saves time on their end
because they don't want to spend time like reading
an email and opening links and reading paragraphs.
Nobody has time for that anymore.
Right.
So it's good on both ends, I think.
So, we get an email from a prospect
and they have a bunch of questions.
Once we find that we're starting to write a novel we're
like,
no, let me shift gears, let me just
quickly go ahead and record a Loom video.
And it also makes us, I think, a little bit more personable
too, because then they can see us, they can hear our voice.
And then they can actually see the context
in regards to what we're talking about too.
It's been great on both ends for sure.
Amy: That's so cool.
I didn't think of it in terms of saving time.
I think that's interesting.
Where in the sales process would you use a video like this?
Is it because someone asks a question or
where are you using these kinds of videos?
Kate: Yeah, we use them in a couple of different areas.
So I'll say probably in the, beginning stages of the
sales process, when we're getting to know folks and they're
sending emails back and forth with questions that they
have, or when they're in the process of setting up a trial.
Instead of, drafting an email with paragraphs that
answered their questions and linking out to like
articles in the product guide, which we can absolutely
do, but we'll just, get 30 seconds to a minute and
pull up a screen share and hit record on the Loom and
show them exactly what they had a question about, help
answer that question and also give them some context.
And then also when it comes to setting the site
up to once, like post-sale, if they have questions
on like, how do I bulk assign a list of leads to
somebody, or how do I, link up my email account.
We can actually log in and show
them step-by-step on how to do that.
Again, instead of writing out
step one, step two, step three.
So it gives them that additional context.
I feel like there's a lot of different
areas that you can use video now.
And it's a huge time saver again,
not only for them, but also for us.
You know,
Having to draft emails and stuff like that.
So instead of spending 10 minutes, 15 minutes putting
together an email, getting the wording, getting
all those things set up, you can just go ahead
and click record on Loom and send that video out.
And we've gotten a lot of feedback too.
Folks are like really impressed that we do this.
Wow.
The fact that you just took the time to, record
that video and send it over to me is huge.
We've gotten folks saying that they're going to sign
up just because of that alone, because we took the time
to have that personal approach and take that extra step
to help them out, especially when they have questions.
So I know that they really appreciate it on their side too.
Amy: That's so cool.
I love that.
Yeah.
I was going to ask you about that, about the feedback
that you're seeing or the results that you're seeing.
So you're seeing this as something that directly
impacts sales, like the revenue you're bringing in.
Kate: Yeah.
Yeah, totally.
I don't know.
I feel like more people should be doing it.
We'll literally get folks responding to us saying
the fact that you took the time to send that video.
Like, I'm signing up right now.
You guys have that personal approach
and it just, it helps you build rapport.
You get that personal approach from somebody and you just
like,
wow.
They took the extra step to
like,
put this together for me and
give me that additional context.
I feel like it just makes all the
difference in the world sometimes.
Amy: That's so cool.
So what advice would you give to someone who wanted
to add these kinds of videos into their sales process?
What does someone who's never done this before need to know?
Kate: So I actually, hadn't heard about
Loom before I joined the team at Close.
So I think Loom is definitely the best option for this,
because it's super easy to just go ahead and click record.
You can also include a little
video of yourself on there too.
So you can have a little bubble of a video of yourself
as you're speaking, as well as the screen share.
So Loom highly recommend.
And just, think about where you're spending a lot of
time in your sales process that you can start to improve.
Are you spending a lot of time drafting emails?
What's your followup process look like?
Do you get a lot of prospects and a lot of
back and forth emailing with questions that
you could just easily address over video?
I think there's a lot of different instances where you
can use it and it can really benefit you and also benefit
the prospects and the folks that you're selling to.
Amy: And I guess to save time to really make it
that short of a video, it would be important,
I'm guessing, to have clearly in mind what
you want to say before, before you start.
Do you like, think about it beforehand,
like how you're going to organize the video?
Or are you just so familiar with it
that you can just kind of hop in?
Kate: Yeah, that's a really good question.
So I think sometimes I'll just dive right into it.
And I think folks will appreciate that
personal kind of spur of the moment approach.
Oh instead of drafting this email, I just figured I
would send a quick Loom video addressing the questions
that you had and here's how you do X, Y, and Z.
Especially if it's something that's
really quick and really easy.
And sometimes I will prepare a little bit more,
especially if it's going to be a little bit
more of a walkthrough and a little bit more of
a lengthy video that I need to put together.
But I think you just have to take it on like a one by
one basis and figure out what the best approach would be.
Amy: I like that.
And would you ever reuse some of these videos?
If you have something, a very common question that
a lot of people are asking you in the sales process
is, do you have any video set aside that you can just
kind of like,
Okay.
I can just clip that and stick it
in an email and they can watch it?
Kate: Yeah, totally.
That's a great question.
And that's something that we're definitely
discussing on the sales team for sure.
Is creating some quick 30 second videos
for frequently asked questions that we get.
So that way we can just send them over to prospects
and we have them ready and available right away.
And also, especially when it comes to a little bit
more complicated set up like Zapier integrations
or linking Calendly and doing things like that.
It helps because I think that's where folks get
tied up too, is when it comes to technical stuff.
So having those videos ready and available to send
out to prospects when they have those questions
is even more of a time saver in that regard.
So it's definitely something that we're going to be
taking advantage of in the next few weeks for sure.
Amy: I love that.
That's so cool.
Kate: Yeah.
Yeah, it's great.
It's great.
All around.
yeah.
And
I know
3-16-21 Kate: um,
Kate: sales reps who will like
work video into their intro emails.
That's something that I personally haven't done before,
but that I've seen become a trend on LinkedIn is like
in their intro email to prospects, they'll just record
like a short 20 second video introducing themselves and
have a little bit more of a personal approach that way.
So that's also an interesting take on it too.
There's a lot of different ways that they
can use it and work it into their pitch.
And I think it's a, obviously a much better way
to connect with people, but I also think it allows
you to take it to the next level and give that
personal touch that they might not be expecting.
And then it just helps you build rapport
and strengthen the relationship from there.
So it's just a, win-win all around for sure.
It's always just really satisfying when you
know that you made an impact in a positive way.
So
Amy: Yeah, that's
Kate: I feel like it's good all around.