Overcoming sales barriers

This is the first question that we ask any client looking to create a video for their business.

There needs to be a specific purpose for the video, along with a clear goal in mind, otherwise they are simply wasting their money.

One of the ways we encourage our clients to use video is nurturing leads and overcoming sales barriers.

What do I mean by this?

Every business that sells a product or service will have barriers that stop prospective clients from buying. These barriers are objections and reasons for not buying from you.

It could be that they are not yet ready to make the purchase as they cannot see a clear need for your product, or indeed they are unsure about how it works, or doubt the return-on-investment of using your service.

The most effective way of breaking down these barriers is by addressing them head-on, and video content is an excellent way of doing this.

We encourage our clients to research what those barriers are, so we know exactly what we need to address with our videos. Once we have identified them, we can develop a content strategy that answers those questions directly, and helps prospective clients overcome those barriers.

There are a few different types of videos that can be used to do this, and ideally you should be breaking down barriers in all of your content, little by little. For example, a testimonial or client success story video should go way beyond just endorsing your product or service. By planning the video properly, you can get your existing clients to tell their story about working with you, and through this educate your audience and help break down each of those barriers.

Once you start to break barriers with your marketing content, your sales process will be much more efficient, fast-tracking your prospective clients into buying from you.

Whatsmore, by breaking down sales barriers using video, you will be generating relevant and interesting content for your target audience, which will not only establish you as a market leader, but also feed your marketing channels and improve SEO (more to come on that in a follow-up blog).

Video is an incredibly powerful tool for any business, but for it to deliver a clear return it is vital that it is executed with a clear goal and strategy in mind.