You’ve been through the different scenarios…You got the client listening. It all seems to be going well. You make your ask and then you hear the 4 dreaded words: “Send Me Some Info.”
We have a client generally interested, then we repeatedly try to call them back and never get a response. What should we do? We tend to email them, which is the same as the dreaded “send me some info.”
In sports, we dutifully use email to sell. We take time to compose a lengthy email, explaining all that we have to offer step by step as well as send along every marketing piece we have. But is this what we really want to do? At this point, are we even needed if that’s what we are doing?
Why do we feel this the only communication we should send with no real reason to ever have them call you back? How can we be more creative?
The days of long, boring emails should be over. We know people buy from people, and like the emotional engagement. So how can you get them more emotionally engaged?
This is where you and your teammates can make a huge difference. Instead of simply sending words on paper, send YOU. The goal is to get in front of them, so do just that. Every season, you and your teammates should be creating your own personal videos. In a short 1-2 minute video, you can create a far more influential relationship than by your email.
Picture it: A video of you in the seating area/hospitality area introducing yourself and literally showing your prospect the opportunity you recommend. For instance, you have just called a company. Your goal with this company was to talk about the upscale hospitality area. Now, you can show them. Get a video of yourself in the area, scanning to show what it looks like, where the food would be, the view to the field/court. Scan back to you and explain briefly why this is a good fit for their company. Invite them down to see it personally, and give them your phone number. Perhaps it’s a non-profit that you want to get in front of and can’t. Putting together a video showing them all the areas and experiences you have for them shares the message there is far more than them just ‘selling tickets’ for you.
We are in a social media world. We are in a world where info is at our fingertips, where we can show rather than tell. Yet we haven’t adjusted our sales approach. Customizing a 1 to 2 minute video like this is worth far more than words. According to Word Stream, there’s a reason why 87% of online marketers use video content, 85% of internet users will watch video instead of reading an email, and men spend 40% more time watching a video than women instead of reading emails. Marketers who use video grow revenue 49% faster than non video users. Most importantly, videos up to 2 minutes long get the most engagement. This is your one chance to get in front of your prospect. Make your info fun, intriguing, interesting, customized to them, without too much detail, so the hook will be to call you back for more info.
As we move toward 2020 and beyond, we need to update some of our sales techniques. We need to figure out a way to get in front of them if they simply want info sent or have fallen off the face of the earth. We need that one more chance. Let’s present to the client in a way that they are most apt to receive our info. Let your staff, many of whom are millennials, present in a way they are used to and more apt to be natural at. We need every tool possible in our tool kit to be able to sell. Video is one that, if not used, needs to be added. All things change…we must change with them!
Kathy Burrows, Chief Energy Officer of Sold Out Seating…Helping YOUR team create ‘2020 vision’ and beyond!
Don’t miss an article! Follow my blog at: soldoutseating.wordpress.com