Should You Use Company Videos To Present To Prospects?

Today we are going to talk about using videos to show your presentation to your prospect.  A lot of companies these days (almost all of them) have some kind of a video to introduce (or at least prequalify) a prospect to your business concept and/or your product.  I’m all for that, IF it’s done with the right mindset and expectations.

Typically, there’s two different philosophies on using videos with prospects.

#1 Using a video to prequalify.

You might have a 5-10 minute video you can send to a prospect, that gives them a very general overview of what you are doing. Your company may provide that, or maybe your team has one.  The idea is to get that person “warmed up” or interested enough to then be able to meet with face-to-face, or on skype, or on a three-way call to get the rest of the information.   This method is designed to save you time by filtering out people who aren’t genuinely open and interested, but the actual “presentation” is still done in-person, one way or another.

#2 Let the video show the presentation.

A lot of companies are doing this method.  They will have a 15-20 minute video (or maybe even longer) that goes over the entire business and product in detail.  All you have to do is check for openness with a prospect, then send them to the video, and it shows them the presentation.   Ideally, you’re determining a specific time that they’ll see the video, so you can follow through at that time, getting their first impressions, and setting a time to follow up or get them on a 3-way call with your upline.

So which method is best?

Well, much like anything else, it really depends on you, your personality, your style, and what kind of business you want.  However, here’s a very simple truth I’ve found:

The earlier in the process you remove yourself from the equation, the more people you’re going to have to talk to.

In other words, the more you rely on tools to show your presentations for you, rather than developing your people skills, reliability, and sales skills, the lower your closing rate will be.

Here’s why I say that:

Everybody knows that, “people join you, not your company” and “people connect with people, not the company or the product.”  This idea of “letting the video show the presentation” completely flies in the face of this fact.

See, the first thing your prospects want to know is: Do I like you and can I trust you?   You and your prospect are going to be working together, partnering up in business together as running mates, so they need to know if they like you, and if they trust you.  The only way they are going to find that out is by interacting with you, and getting to know you.  The more you remove ‘you’ from the equation, the less opportunity you have to build rapport.

Plus, the reality is, if you let the video do the “selling,” you’re going to have to overcome questions and objections after they’ve seen it anyway.  So what’s the point?

It’s very tempting to think that removing YOU from the process is more “duplicatable”.  And maybe it is to some degree…

But I would challenge that just because something is more easily duplicated does NOT make it “better.”  Failure, duplicated, does not somehow magically add up to success.

The numbers don’t lie:  Those that strictly use videos to show presentations need a LOT more leads than those who get eyeball to eyeball with their prospects.  And while a little rejection can hurt, there’s no worse feeling for a teammate than the feeling that they’ve blown through their entire list with no results.  I’d rather err on the side of inefficiency by taking the time to talk with prospects as individuals, with unique situations and personalities, rather than using a blanket approach that’s guaranteed to turn off a great number of prospects before you even get started.

The need for personal contact is eve more important if you’re cold market prospecting.  In this case, you’ve only had a very short opportunity to build any rapport.  Now, you’re counting on them to go and sit through a 15 minute video, or longer, when they hardly even know you.  And, most videos are very pitchy, which makes the whole process even more impersonal.  In my experience, the higher caliber prospect you have, the more likely they are to be turned off by most company videos I’ve seen.  You know the ones… people walking on the beach, lots of lifestyle, lots of promises, little substance.  Not very attractive to anyone who’s intelligent and experienced.

What is attractive to your best prospects is someone who has the guts, confidence, and the belief in what they are doing to sit eye to eye across a table and share what they are doing, their passion, who their team is, and where they are going.

If I’m cold market prospecting, and there’s any possible way I can meet with them in person to present, and I think that this is a pretty sharp prospect who is qualified, that’s what I’m going to do.  Because, (and here’s a tip) I don’t prospect just anyone.  I specifically target sharper, more ambitious and success-oriented prospects.  Which means I talk to less people and get more results.

Now, this doesn’t have to be a long meeting.  It’s usually a 20-30 minute introductory meeting at a coffee shop.  What that does is give me the opportunity to build confidence, belief and good rapport with that person.

People join people.  Not products.  Not companies.

I would encourage you, if you have videos in your company, to use one that is shorter, preferably 5-10 minutes tops, to prequalify your leads, then meet in person to go over details.

In our team, we have a short video like this.   I use it when I’m not really sure how serious this person is, or I’m not really sure if this person is really qualified to work with us.  I might prequalify them by saying:

Hey, if you are open, I’ll tell you what. I’ll send you to a 5 minute video to give you a brief introduction. It won’t give you a lot of detail at all, but at least give you a feel for who we are, what we are doing, and it might give you an idea if this is something for you. If it is, great. We can follow through and meet up in person and go into some details. Sound good? Great. When do you think you will have a chance to watch that video?

I then book a time for them to watch it. I set an expectation that I am going to call them back after they have seen it, and then we book ourselves into a face to face meeting.

What that does is prequalify some prospects for me.  It can save me some time.  It saves me time from having no-shows with people who maybe aren’t qualified yet.  Sometimes, networkers complain that their prospects aren’t going to watch the video.  Assuming you’ve set it up correctly as I described, the truth is:   If they aren’t going to have the time to watch a 5 minute video, they’re probably not a great prospect in the first place.

That is the philosophy. Part of the reason we use video (and your company might be trying to tell you to send them to a large presentation video) is they are thinking in terms of “duplicatability” and “saving time”  You can go through more numbers faster if you are not having all these sit-downs.

But here’s the reality:  If you’re depending on videos, you’re going to go through more numbers than you would otherwise. Period. Because if you remove you from the equation, which is the thing that truly sets you apart, the more you and your opportunity DOESN’T stand out and is LESS ATTRACTIVE.

You have a choice.   You can blast through as many numbers as you can in the name of duplication and try to get the “low-hanging fruit” by just sending a ton of people to a video.

But as for me, I prefer quality over quantity.

Everybody says “say less to more people.”  I agree with that.

But, if I can “say less to less people,” and have an opportunity to meet with them face to face and take that 15 minutes to invest in them and develop a real relationship, I’m going to have a much better recruit and a much better experience getting them started, rather than having them start kicking and screaming, or having to run through ten times or more of the numbers to get the same results.

Everybody may not agree with me.   That’s fine.  You may not see yourself wanting to take the time to sit down with people.

But I am just telling you, the biggest problem I hear from network marketers is “where do I find enough prospects” and “where do I find the people or numbers I need to talk to”.  The problem they have isnt that they don’t have time to do sit-downs.  The problem is that they dont have enough people to run through the funnel.  IF you dont have enough prospects to run through what you are doing now, maybe you ought to invest a little time into actually giving that prospect the best possible opportunity to see who you are and what you are all about.

If you have questions about this topic, whether you agree with me or not, I’d love to hear from you!   Feel free to contact me, or hit me up in the comments.


This post is loosely transcribed from the following video:

Network Marketing Tips: Should You Use Company Presentation Videos With Prospects?


Need help?  Let’s talk!  Claim your FREE Consultation with Jason.

 

Need Help?

Let's talk.  Get a FREE, 1-on-1 consultation with Jason.

About the Author Jason

Jason is a 3rd generation network marketer and founder of Network Marketing Accelerator. He and his family are collaboratively responsible for generating a multiple 7-figure income in their network marketing businesses. A coach and mentor to hundreds of successful business owners across multiple verticals, Jason is also a co-founder of OuterBox Solutions, a premier eCommerce Web Design firm.