About this Episode
Every day, your average salesperson meets with prospect after prospect. From one meeting to the next, they’re getting asked many of the same questions time and time again.
What is your return policy?
Who runs the inspection?
How do I know when my application has been filed?
What types of payment do you accept?
And so on and so forth.
It’s time to give salespeople the not-so-secret weapon they’ve been hoping for: The 80% video.
In simple terms, the 80% video serves as a pre-emptive answer to the majority of the repetitive questions your salespeople hear every day. When a prospect gets an 80% video ahead of a meeting, says Lindsey Auten, they’re going to go into the meeting with all of those surface-level questions already out of the way.
As a result, the meeting can be tailored to that buyer’s particular needs — not general overview-type information.
According to Lindsey, you can make a compelling 80% video with very basic equipment like a webcam and microphone. You want production quality to be high enough that it doesn’t distract the viewer, but these videos are about education, not a cinematic experience.
The effect of a well-deployed 80% video can be staggering. For example, Lindsey mentions Florida-based RoofCrafters, who made these videos a core part of their sales process. As a result, they more than doubled their close rates.
Connect with Lindsey
Lindsey Auten is a content and video trainer at IMPACT with a background in broadcast journalism.
Learn more about Lindsey from her IMPACT bio
Connect with Lindsey on LinkedIn
See how businesses can benefit from our sales and marketing training
Keep Learning
Learn: How to Make an Amazing 80% Video to Speed Up Your First Sales Call (+ examples)
Watch: Building a Healthy ‘Culture of Video’ At Your Company
Watch: The RoofCrafters success story
Read: How to Make High-Quality Sales Videos, Even On A Budget
