Adding video to your sales process can help you showcase your work, build trust and credibility with clients, and ultimately increase your sales.
In my work, I always guide my clients to add video into their processes, even if it sometimes might get a bit of resistance… But, having video as part of your sales process really puts you lightyears ahead of your competition, and improves your client experience.
Key Takeaways
- Adding video to your interior design sales process can help you showcase your work, build trust and credibility with clients, and ultimately increase your sales.
- Understanding the role of video in interior design is crucial to adding video to your sales process.
- Preparation for video creation is key to creating a successful video that will enhance your interior design sales process.
Understanding the Role of Video in Interior Design
If you’re an interior designer, you know the sales process can be challenging. You need to convince potential clients that you have the skills and expertise to create a space that meets their needs and exceeds their expectations. One way to do this is by incorporating video into your sales process.
But – how exactly do you do that?
The Benefits of Using Video in Your Sales Process
Here are some of the benefits of using video in your signature sales process:
Time Efficiency
- For you: Video sales calls can be recorded once and sent to multiple potential clients, saving time in repetitive live calls. You can record the presentation of your process, your firm, what type of work you do, what type of clients you work with, and what kind of budgets you expect them to have… basically everything that you’d outline in your investment guide & discovery call.
- For the client: Clients can view the video at their own pace and on their own schedule, making it easier to fit into busy routines without the need for scheduling specific call times. They get all the necessary information in advance, to be able to determine whether you’re the right fit for them.
Consistency in Messaging
- Every client receives the same pitch, ensuring that all key points are communicated clearly and effectively. This consistency helps maintain the quality of information and reduces the variability that can come with different sales team members or mood-based variations in delivery.
Scalability
- Videos can reach an unlimited audience without additional effort after the initial recording. This scalability makes it easier to handle large numbers of inquiries or to enter new markets without significantly increasing the workload.
Enhanced Engagement and Visual Appeal
- You can leverage your skills to create visually engaging presentations that showcase your work more effectively than a phone call. Videos can include animations, images, diagrams, and examples of past work that help to illustrate points more dynamically. In a video, you can easily switch between describing the important parts of your process and the amazing results that you provide for your clients.
Reduced Pressure for Both Parties
- Clients can watch and rewatch the video at their leisure, reducing the pressure to absorb all information in a single live conversation. Similarly, you can perfect your sales pitches without the stress of live performance errors.
Knowing That Your Clients Know How Your Business Works
- Digital video platforms provide detailed analytics on viewer engagement. You can see how much of the video was watched, which parts were rewatched, and whether the video led to follow-up actions (like filling out a contact form or scheduling a meeting). This gives you a leg-up in your sales process!
Can Video Completely Replace The In-Person Sales Call?
Yes, if done well. And before you say: “NO WAY, I need to talk to my potential clients because their needs are so different“… hear me out: This way of selling sells the first step in your delivery process, oftentimes the initial consultation. That’s then where you get to meet the client and discuss the intricacies of their project.
You can form your video to be so specific about the kind of work you do that it leaves very little space for wondering how your business operates. If the clients are happy after they watched your video, and want to go ahead, then maybe it makes sense to move on to the next step, if your next step is a paid consultation.
Designing Your Video Sales Process
So, how does one create a video sales process? The first step is simple, but not easy: make an active decision to try it!
Then, get to work:
Decide What To Sell
As mentioned earlier, you need to decide what step of your process you will sell, unless, of course, you have packages that you can sell completely without having a 1:1 call.
By the way – you can also “sell” your discovery call!
Decide Where In the Process Your Video Lives
When does the potential client get access to the video? Should it be on your website or be sent only after they inquire about a call?
Decide The Content
What will your video do? What’s the message you want to bring to your potential clients? How long should your video be?
What Happens After The Video?
Where do you invite the person after they have watched the video? And what do you do to follow up in case the person does not take action?
Record Your Video & Host It Somewhere
Once you have designed the strategy and content, it’s time to record your video! You will need to edit it too, and host it somewhere so it’s easy for your clients to access. I personally use Dubb.com to send videos to my prospects and clients, but there are multiple similar tools available.
Check out the recent Redfin article where we share our tips for setting up a home / office video studio:
“Your background sets the tone. Opt for a clean, clutter-free backdrop that reflects your brand. Neutral walls, subtle textures, or a bookshelf add visual interest without distractions. Depending on your expertise, you might want to place some strategic authority builders at the back, such as books you read or, even better, the book you wrote.”
Read the full article here: How to Create the Perfect Home Video Studio in 5 Steps
These are some of the steps I help my clients with when we add video to their sales calls. Do you think this would help you close more contracts? Might be worth testing!
