Sales Video Buyer States 2.0
There’s a lot of talk about video marketing and that images are to degree processed faster than text, but is there a quantifiable theory to back-up these claims?
We humans love fast moving objects. It’s even so that over 60% of people are visual learners. We process images 60,000 faster than plain text and over 90% of information sent to the brain is visual. Using video in sales has become a popular method to educated customers and to close more deals. Simultaneously, sales organisations are changing due to digitization and powerful automation processes. The need for new models need to be adapted in order to keep up. That’s where our team at Storisell have adapted a theory to help sales organizations navigate this new landscape. And, it’s quite simple.
Here’s how it works; first, divide the different customers up based on buyer awareness states into four categories (a) unaware, (b) problem, (c) solution, and (d) aware.
- Your prospect is in the unaware state when they have no idea you and products exist. This is where selling is time consuming and costly.
- The problem state is where your customer has identified a problem and recognizes it exists. The issue for a salesperson is to reach these customers since they often have not started to actively search for solutions.
- Enter, the solution awareness state, this is when your prospect has stated a problem and are actively searching for a solution. This is where most salespeople enter the sales process.
- And finally, the Awareness state is where your prospect is comparing whom to choose.
The first two states are high-cost, while the later two are low-cost and usually where salespeople spend their time.
What if you could spend less time on early awareness states and more time closing deals on later-stage buyers? At Storisell our team uses this theory to craft both early and late-stage sales videos – helping companies focus on the right customers. Spend less time and money on the wrong customers. Welcome to Storisell.