4 Tactical Ways Salespeople Can Build Trust with Video

4 Tactical Ways Salespeople Can Build Trust with Video

Caring: People naturally assume that videos take more effort than email, and if you’re making an effort, you’re showing that you care. Here are 4 tactical applications for building trust with video: Use it to avoid misunderstandings: If you ever find yourself composing an email that takes you more than ten minutes to write, shut it down and record a video. It’s far better to show, not just tell, via video. Reinforce conversations: We’ve all had a great call or demonstration with a client whereafter we wonder, “how much of that are they going to remember? And how effectively will they communicate this to their boss?” Don’t leave it up to chance: immediately send a follow-up video while it’s all still fresh in your mind. You can use video recordings to share your thoughts, and show that you are actually considering their perspective. Start using video to show your competence, your character, and that you care to build the kind of trust that leads to sales! Find More Discussions Share Share this discussion on Twitter Facebook Sort by Best Best Newest Oldest Start the discussion… in this conversation ⬇ Drag and drop your images here to upload them. Attach Log in with or sign up with Disqus or pick a name Disqus is a discussion network Disqus never moderates or censors. Load more comments Powered by Disqus Subscribe Add Disqus to your siteAdd DisqusAdd Privacy SECURITY WARNING: Please treat the URL above as you would your password and do not share it with anyone.

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Have you ever had a text message conversation that was needlessly tense? Where you wrote something, saw your friend’s little “typing” indicator come up, and then watched it drop off with no reply?

If you’re like me, you wondered, “Was it something I said? Did they take it the wrong way? Have I offended them?” The ensuing minutes can feel like hours.

This painful uncertainty is essentially what it’s like to sell via cold emails or voicemails. You’re blindly casting out messages and wondering whether your prospect understood you. Why? Because text and voice alone just never communicate enough. And, without the ability to say more, it’s pretty tough to land any sales.

Bridging the trust gap

For a sale to happen, “there has to be a trust and an emotional connection,” says Hunter Madeley, the Chief Sales Officer at Hubspot. Without that, prospects can’t be sure that a salesman won’t mislead them about the product, embarrass them in front of their boss, or take the money and run.

According to Psychology Today, there’s an easy way to establish this trust. You must demonstrate that you exhibit the 3 c’s of trustworthy people: competence, character, and caring.

Here’s how video helps you quickly check those boxes:

  • Competence: Video can demonstrate your professionalism through your demeanor, your dress, and your smile. According to the scientific journal Evolution & Human Behavior, even if you only manage a friendly grin, it will make people 10% more willing to trust you.
  • Character: Video lets you demonstrate your personality so that you’re more memorable. Once prospects see and hear you a few times, you’ll evolve from a stranger into an acquaintance.
  • Caring: People naturally assume that videos take more effort than email, and if you’re making an effort, you’re showing that you care.

With the power of video, you can start a conversation with prospects that’s devoid of long pauses, awkward misunderstandings, and ‘…’ responses.

Here are 4 tactical applications for building trust with video:

  1. Use it to avoid misunderstandings: If you ever find yourself composing an email that takes you more than ten minutes to write, shut it down and record a video. If whatever you’re trying to say requires that much careful wording, it’s highly likely that something’s going to get lost in translation. It’s far better to show, not just tell, via video. This helps weed out any misunderstandings and keep the trust level high.
  2. Help the ‘ghost’ buyers: There’s…

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