Step 2 – How to generate qualified leads

How to make video a staple in your sale process

In the first part of our series, we touched upon why video is a great tool to start the sales process. It can help us to grab our audience’s attention and introduce them to the sales-funnel. However, video-power doesn’t finish here. Video is a really effective tool in the whole sales process. In the second article of our series, we will also see why video is an amazing tool to generate leads.

From educational content as webinars, video courses to product demos. Keep reading and explore three amazing ways to use video to generate hot leads:

Educational content to generate leads:

People are tired of seeing sales content without any added value. This kind of content is boring and doesn’t generate interest. What people want to find while they are surfing on the Internet is useful and educational content, which helps them to solve their inquiries or problems. Video content can also help us to cover this need. Just think about their interests or their problems, and find out what kind of content could you create to help them.

One of the most high-value types of content we can offer to our audience are video courses. They provide useful information and quality training to users. Is your target audience predominantly university students? It could be a great idea to offer them free video-courses about a topic related to your company’s activity: marketing, learning, languages… If viewers want to join these courses they will have to fill a form providing their contact information. In return, you will get hot leads to contact with potentially interested in your product or service.

Webinars:

Webinars are another great example of high-quality video content to generate leads. The biggest pro about webinars is that they are bidirectional tools to interact and engage with your audience. You can choose a main topic related to your company – like masterclasses or seminars – and make a presentation about it. After that, you can include a Q&A session to answer users’ questions about your presentation content. Also, you can try to use different formats, like surveys or polls, and wait to see what works better. This is a great way to receive feedback from your prospects and dive in to their interests, inquiries and concerns.

Source: Livestorm

You can use the same tactics as in the video courses to get leads from your webinar. If users want to join your webinar, they will have to fill a form with their contact information. Then, you can start a whole sales process warming these leads and boosting your results.

Demo Videos:

There isn’t a best way to create desire on your audience than showing them the highlights of your product or service. Demo videos are one of the most frequently viewed and produced pieces of content, so you are behind if you are not using this powerful strategy. During a Demo-video, companies explain how their product works and how it is going to solve users’ problems.

At the end of your Demo-video, when your audience is absolutely gripped and engaged, is the best moment to offer them a free trial of your product or continue to the sale. Is your service an online tool? Invite them to a free week trial. Is your product a cosmetic? Send some samples to the attendants of your Demo-video. The only thing they have to do to enjoy these premium-benefits is to share with you their contact details. And here they are, hot leads ready to flow through your sales funnel.

Generate leads through video content:

As you have seen in this article, video content is an amazing tool to generate hot sales-ready leads. Regardless of wether you decide to create a webinar, a video-course or a demo video, you will see how implementing video in your sales process will absolutely boost your results.

If this series has helped you so far then don’t miss our next article: Step 3 – How to use retargeting to engage lost leads.


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