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SaaS (Software as a Service) is slowly becoming the standard for business software. With the cost of development, hosting, and maintenance becoming seriously competitive, businesses are turning to SaaS. Statistics show that: 62% of businesses are planning to switch to SaaS in the next two years.
The rosy picture of SaaS is that a company gets to sell software once and can sit back and watch the cash roll in.
This has not been the case, however, for most start-ups or SMEs. People selling SaaS products have been facing numerous challenges.
“You need to pay attention to the 3 P’s: Process, Product, and People.”
On the positive side, the rise of video messaging, social media, and real-time communication has helped. Live streaming and 3-step sales messaging are making it easier to create some magic and have more clients paying you for your product.
But SaaS companies need to understand the visual medium before they adopt video in their marketing efforts.
Having worked with some of the top SaaS companies in the world, we thought we would discuss:
Video can be incorporated into the sales process to better engage customers, save time, increase conversion rates, and build customer loyalty.
The importance of video cannot be understated. Whether your business is B2B, B2C, or a mix of both, businesses need to invest in video to boost their marketing, improve customer engagement, and increase sales.
As human attention spans get shorter, an increasing number of businesses are relying on video to communicate.
As a SaaS provider, you need to make full disclosure to your customers about how your software works, how much it costs, and how it solves their problems.
If that looks like a lot of work and money, it is. Consider your options:
Imagine having to hire new employees, train them, and maintain the quality of service your customers have come to expect from you.
Here is an example of how we helped Chirotouch to upgrade their 1:1 training from Zoom calls to effective How-to videos.
And you are not even sure all your investments are going to pay off.
But using video in your sales process can solve most of your problems and create a memorable experience for your customers, and at a fraction of the cost of other methods.
Video marketing is a great way to reach out to your customers and give them a feel for how your product works.
A video is:
Video marketing has revolutionized the way we market products and services. Whether you sell physical products or digital products, videos increase conversions, brand awareness, and customer retention.
However, it’s important to know the right ways to use video marketing to get the most out of them.
Let’s get a little more specific and see why videos:
1. Increase conversions:
Video marketing yields 3 times as many conversions as any other type of marketing. When people are spoken to in a language they understand, it is far easier to sell to them. The concept of 48-hour sales cycles is fast disappearing. With video sales, you have all the information, ready to sell.
2. Boost customer retention:
Video marketing has been shown to increase customer retention by 80%. When a customer sees a product in action, this increases customer satisfaction.
3. Increase inbound calls:
Instead of sending out cold emails, you can send your prospects video sales messages instead. Why? Because prospects who make sales calls are eleven times more likely to close the deal.
4. Make your brand more relatable:
Humans respond better to visual content. Online marketers use video to connect more strongly with their audience. Customers then feel more connected to the brand, resulting in higher conversion rates.
5. Increase brand awareness:
Every video you produce is another piece of ‘content’ for search engines to find and index. This means you appear higher in search engines, which increases your brand’s awareness and overall sales.
A. What message to send out:
Videos are a great way to engage with your audience and show them the benefits of your product or service. The question now is, how can you make an impressive video for your SaaS sales?
Here’s an example of a product demo video for booking page builders, BookLikeABoss.
B. How to design your video
C. What content to produce
Video is beneficial for sales because it saves time connecting with prospects. For Sales managers, this is a dream come true. No more unnecessary travel or spending time on the phone or responding to emails.
Many businesses use sales demos to train employees. Sales demos are useful because employees can review informational videos during lunch breaks, between office work, or while traveling. Businesses can easily personalize training because the videos can be created and accessed from any location.
Watch how DirectIQ reduced their customer support tickets and increased user adoption with a series of customer education videos.
When it comes to running a successful business online, nothing is as important as customer retention. When a customer contacts you, one of your top priorities should be to attend to them at once.
Many customers prefer watching videos to reading documents. Using video to greet customers is convenient for both customers and sales representatives because the customer can see a representative clearly, eliminating any confusion or potential error.
It is much less daunting for leads and they are more likely to listen to you. Video sales have enabled companies to sell across time zones.
Read More: Customers Success Stories
Businesses can use video demonstrations for new products or services to demonstrate the features, value, and safety of the product.
Read More: Directory of SaaS Product Demo Videos
4. Success stories and customer testimonials
Show your prospects a taste of how it is like to do business with you by having your customers who have already used the product and are happy with it. A great confidence booster for prospects who are sitting on the fence.
D. How to distribute your content
YouTube has an audience of over 1 billion users. Each minute, over 300 hours of video are uploaded to YouTube!
E. How to create a basic video
There are many ways to create great videos. You can even use a webcam or phone. Recording yourself talking directly to buyers on Facebook, with a call to action at the end.
Even a simple recording directly on SlideShare or YouTube, with a call to action at the beginning and end, also works.
If you are using YouTube, then you would not want yours to look like every other video out there. Obviously, you would want a simple, elegant, and remarkable video.
With a sales video, you are not looking for a large number of views. You want your video to be remembered and persuade prospects to sign up.
If you don’t have the resources to hire good, professional marketing staff, consider creating your own videos. If you don’t have the time to sit down for a 30 or 60-second video, consider taking a 15-second to 1-minute video of the process.
To make it easier for you to understand, we give you the following links to check out: Content Beta Guides
F. What tools do you need?
With these tools, you can start taking advantage of the power of video marketing to grow your brand’s revenue and increase your customer acquisition rates.
An easy-to-use video editing tool. Recording a screencast is cheap. Editing it into a video is easy. Use Camtasia to add music or voiceovers to your Camtasia videos. Another option to record videos on your screen and cam is Loom.
With this tool, you can:
B2B sales are complex but fascinating at the same time. If you are involved in sales, you are involved with people—talking to them, understanding them, and persuading them.
So, sales and marketing are all about PEOPLE.
We will let Brian Tracy, the motivational public speaker, and self-development author, have the final word:
“Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service.”
That’s sound advice, isn’t it?