Why Video is the ultimate prospect qualifying tool

How people interact with the sales process is continually evolving. Businesses that understand the changes taking place and adapt can beat their competition. Here’s how you can take advantage of video to make a greater impact with your prospects.

Most business intake processes work like this:

  • A prospect inquires about something
  • You dig deeper into the problem they’re facing
  • You provide them with a tailored solution

Many times we get stuck in the qualifying stage where we’re trying to figure out whether or not this is a serious customer or not. Sometimes the result is a new customer, other times the result is you looking in the mirror wondering what you could have done differently to get a big “Let’s get started!”, instead of something along the lines of “We’re not ready…we can’t afford it…I need to think about it….”

How many times have we put hours upon hours of time and energy into a client, identified a solvable problem, only to have them disappear the moment before they purchase? Too many times.

Qualifying does not have to be the the area where you spend most of your energy, especially with the access to technology we have today.

Ideally, you should spend most of your time and energy on the areas that yield you the most results. While qualifying prospects is a key element in the sales cycle, the most important step is closing the deal.

How can we spend more time and energy on closing deals vs. getting stuck in the qualifying phase?

We leverage the power of video to do the qualifying for us.

How many times have we put hours upon hours of time and energy into a client, identified a solvable problem, only to have them disappear the moment before they purchase? Too many times.

Having a prospect watch a video that answers all their main questions will increase the likelihood that they are more open and receptive to information when you DO meet them because they have been qualified already. Agreeing to a meeting after watching a video about who you are, what you do, why you do it, and how you do it, confirms that they truly are interested in what you do.

Question of the day:
Do you currently have a process for qualifying prospects? If so, what can you do to improve that process (in terms of speed, efficiency, and quality of leads)