siliconindia | | DECEMBER 20219some more. Why am I insisting? Most people prefer video while learning about products or services. And no less than 69 percent of them. Here are some reasons video content marketing is so popular:· It increases credibility as prospective B2B see your face and pick up nonverbal cues that can help build relationships· Helps prospects find you, widening your reach and increasing B2B engagements and sales· Allows sales teams to personalize demos to target specific features that will benefit segmented audiencesBefore you upload video content on any social platform, consider the preferred video length for each and tweak your video accordingly. Platforms such as Instagram, Twitter, and LinkedIn recommend using videos that are 15-30 seconds long. Facebook and YouTube afford you five minutes and 15 minutes respectively, giving you more time to showcase your product/service. Limited video length shouldn't deter you from using social platforms. You can create short, punchy videos and invite viewers to visit your website to watch the full-length version.Video Conferencing & Live ChatsWith in-person meetings out of the way, live chats and video conferencing have emerged as effective channels for B2B interactions. Sales teams can keep in touch with existing customers to know how the products/services are working and to propose additional beneficial solutions. Businesses can think of long-term benefits of using these platforms that will create value beyond selling. You can select emerging or common pain points for your audience then have 'subject matter experts' or the customer support teams address it.The team should empathize with the audience, then discuss in-depth the solutions you offer and how they can solve your audience's needs. The insights your team offers will help prospects recognize the issues they're experiencing and identify opportunities they had not considered previously. Further, adding live chat to your website can bump up your lead generation activities. Visitors searching for something can raise queries with the customer support rep and receive instant answers. Even if they don't buy immediately, you can grab the opportunity to nurture them and convert.Leveraging the Physical EnvironmentBusinesses that deal with tangible products or offer in-person services can't rely on being digitally savvy only. They will need to come up with creative ways to leverage their physical world while social distancing. If you sell tangible products, consider shipping samples to warm/hot leads then following up the prospect with a phone call.Plan a virtual meeting to discuss the product and while you're at it, make things more pleasant by sending them a bag of coffee. You'll have some semblance of a normal meeting with a prospect who is more open and willing to converse with you. Not to mention they will have coffee for the rest of the week.With companies urging staff to avoid the public commute to stay safe, taxi companies can partner with these companies to provide more hygienic means of transport for the staff. Providing a safer and socially distanced means of transport is an area they can leverage on. They will just need to prove they can do so.Wrapping-upB2B sales prospecting techniques that worked in the past may not be as effective as they used to be. It's up to sales teams to rethink the way they do business and find creative ways to generate leads and close deals. We've shared some of the techniques that work wonders for businesses, which is your favourite one? Businesses that deal with tangible products or offer in-person services can't rely on being digitally savvy only
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