If your company has a team of salespeople who call on clients, consider equipping each team member with a fresh sales tool: video! A well produced business video allows clients to see your company or product in action. In addition, leaving the sales video behind makes it easier for the client to share it with his colleagues as they consider your offer.

Video Marketing Formats
The days of VHS tapes are long gone. Today’s sales videos arrive on DVDs, CDs, and USB flash drives or via e-mail and Web sites. Consider the format as part of the larger video marketing strategy. For example, do you want leave behind something tangible? If so, consider packaging your sales video on a DVD business card. These business cards are unique in that not only do the mini-discs, which are shaped like an actual business card, have your contact information printed on the front, they also are fully functional DVD discs that can contain computer files – including your company’s sales video. DVD business video cards can be used on sales calls, at trade shows, and in mailings.

Another tangible video marketing format is the USB flash drive format. Not only can you preload a flash drive with your business video, you can have the drive itself customized with your company’s logo. Imagine a winery owner handing out bottle-shaped USB key chains branded with the winery’s logo and containing a self-executing marketing video.

If you’re less concerned with leaving the video behind and want to encourage your salespeople to show the video during the sales call, then you have several options including hosting the video online or equipping your team with portable DVD players. An online video requires no additional equipment though your salesperson will need to direct the prospect to the Web sites where the online video is hosted. The logistics of this can be awkward, especially if the prospect is not currently seated in front of a computer.

The advantage of portable, battery-operated DVD players is that your salesperson does not need to rely on the prospect having a computer available. He simply presses the “play” button and hands the player to the prospect.

Sales Video Content
What type of sales videos should you put into the hands of your sales team? Naturally, that depends on what you’re selling. If you’re in the auto industry, your business video might feature crash test videos illustrating how your products improve safety. If you sell a service, your video might show a typical service call from start to finish. If your company has a complex distribution system that guarantees next day delivery, your sales video might explore the distribution system, covering how the system ensures safe handling, accuracy, and promptness. If your company’s friendly customer service staff is one of your selling points, consider creating a video introducing the CSRs that your clients speak with when they call for service. No matter what type of video you create, you can also include testimonial video segments from other satisfied customers.

When creating a business video for your sales team to share with prospects, keep the video’s length in mind. Consider under what circumstances the video will be watched. In general, if the video will be viewed during the sales call, it needs to be short and to the point. In this case, the video is a sales tool that should generate interest and make an impression. Longer presentations may be appropriate when the prospect will be viewing the video privately. However, length will depend on the complexity of the topic.

Equipping your sales team with sales videos gives your salespeople yet another tool to educate current and prospective customers about your product or service.