The Secrets to Virtual Selling for Financial Services

In a market thats been greatly dependent on in-person interactions to drive new company, making connections and supporting clients can be difficult in a virtual selling world.From banking and wealth management firms to independent insurance brokerages, virtual selling for financial services is next for any financial services group looking to link with brand-new clients or grow existing ones.After years of sitting down with clients in person or shaking hands to close a deal, wholesalers and consultants are now looking at a world where selling has actually transitioned to remote-first communication. Its not just that they cant sit down with customers– its that customers do not desire to meet in individual anymore. We can still be in person with video, look our customers in the eye, and link with them safely and firmly.
“64% of those who transitioned to virtual selling in 2020 satisfied or went beyond profits targets, compared to 50% of the leaders who did not make the shift.” (HubSpot)Keep checking out to find out everything about the fundamentals of virtual selling for monetary services.Contents1.Whats the Secret to Virtual Selling for Financial Services? 2.4 Types of Videos for Financial Services2.1 Webcam Videos2.2 Screen Share Videos2.3 Hybrid Videos2.4 Video Playlists3.Create Hyper-Personalized Videos to Excel in Conversions3.1 Ditch the (Old) Script3.2 Do the Research3.3 Play the Name Game3.4 Embrace the Playlist4.Where to Use Video in the Sales Cycle4.1 Top of the Funnel4.2 Further Down the Funnel4.2.1 Video Calls to Action4.2.2 Video Analytics and Integrations4.3Post-Sale5. Why Virtual Selling for Financial Services is a MustWhats the Secret to Virtual Selling for Financial Services?Video is rapidly ending up being a critical element of virtual selling strategies across all industries, and monetary services sectors are no exception.In this brand-new digital improvement period, embracing video as part of your selling technique assists humanize and improve your customer outreach, stay up-to-date with existing patterns, and keep tabs on what customers and future consumers now expect.Clients now anticipate to have services provided practically, rapidly and effectively. Using video in client and sales conversations and prospecting has actually increased by 93% since 2019. In 2020, the financial services market was one of the greatest adopters of video development, up by 129% YOY, which makes sense considered that lots of made a relocation to digital-first operate in 2020. Using video for monetary services ticks all packages and produces a more prolonged reach for what teams can achieve and what sales targets they can strike. Business video platforms make it possible for monetary service organizations to develop and share videos certified with all current security regulations.Weve laid out the basic structures of virtual selling for monetary services to assist you construct your book of business and close more earnings by utilizing video.Secure Video for Financial ServicesEasily create, share and host videos from a compliant and protected enterprise video platform.Talk to Sales4 Types of Videos for Financial ServicesVideo is the best way to customize your message. Prospective customers typically overlook text-based emails and calls, however its much more difficult to neglect another human when you can see them.By putting a literal face to the name, you give possible clients a visual of who you are and the value you can offer. Reaction rates for monetary services sales emails are at an all-time low. Video is how you can change that and get those reactions up. Here are the 4 types of sales videos that are helpful to video selling for financial services.Webcam VideosWebcam videos, or “selfie-style videos,” are the best way to develop an excellent first impression with your possibility. Frequently informal, this video style enables you to introduce yourself and link on a human level instead of through a cold text-based email.In a web cam video, an advisor records themselves speaking with the video camera. Frequently, reps will use props like a white boards to add customization or capture audience attention.Learn From the ProsOne of the most basic types of video for advisors to carry out is a cam video. In this example, our very own co-founder and CTO, Devon Gallaway, made a webcam video speaking with clients about reviews.Using a whiteboard with your customers name composed on it, or even by simply waving and smiling at the cam, you can develop an interesting and special animated thumbnail displayed in the preview when you email the video to the recipient.Personalization is a sure-fire method to increase the recipients chances to open the video link and watch it.Screen Share VideosA screen share video is where you tape-record whats on your computer screen to capture both what you see and what youre saying. Screen share videos enable you to talk a client through a yearly portfolio evaluation, inform them on complex subjects, or walk them through a presentation on reaching their financial goals.Viewers react well to customization. If you discover a potential customer through an ask for a home mortgage rate quote or a submission to find out more on your services, make a tailored video to follow up on that request.Leverage screen sharing to show rather than inform the value-add deal you are presenting.See it in ActionThis quick screen share video was produced the Marketo integration with Vidyard. It not just reveals more details than a basic PDF, but thanks to the power of screen recording, it educates the client in a intriguing and interesting way.Here the video developer utilizes screen share to tape a discussion on their computer system while talking to offer an audio explanation.Screen share videos are also a great method for those who do not feel as comfortable on cam, to still produce and share a video that makes an impact.Hybrid VideosA hybrid video integrates screen share and webcam video. Its the finest of both worlds! Sales pros across markets concur that hybrid videos get the greatest action. They help put a face to the name while also showing rather of telling.An excellent place to begin recording is on webcam mode to create the personal touch right off the bat and then move into screen share mode.See it in ActionIn this example of a hybrid video, our legal group usage both the webcam and screen share option to walk a client through a contract change.When reviewing a contract internally or with 3rd celebrations, try a hybrid video to talk through any concerns or feedback to ensure your issues are clear.Video PlaylistsVideo playlists enable users to stitch a curated series of videos together for a prospect to watch. You can easily arrange playlists into classifications like often asked questions, explainer videos for service offerings, and company overviews.Playlists are an excellent tool for using previously made material, conserving time, and scaling it for individualized use. Expect youre connecting to a customer who has concerns about a service or item you use. In that case, you can rapidly tape an introductory webcam video, then produce a playlist that begins with that introduction video and feeds into service videos specific to their question.The combination of audio, visual, and personalized elements of asynchronous or one-to-one videos enables advisors and agents to connect with clients when managing policies or while researching their options.Online Video Platform Built for BusinessEnterprise video hosting and sharing solution thats developed to meet your needs.Learn MoreCreate Hyper-Personalized Videos to Excel in ConversionsThe last thing a possible consumer wants is to be “offered to.” In the monetary services industry, where relationships and trust are essential, advisors require to develop a human connection to guarantee customers they actually care. Video selling is a positive way to overcome the coldness of text-based emails with hyper-relevant content.When developing your outreach to a customer, think about the following to assist form a hyper-personalized connection point with video.Ditch the (Old) ScriptIf you choose to do pre-recorded videos, keep the tone personalized. Whatever you do, dont simply check out an old script word for word.The best-case scenario is to head into recording the video as prepared and comfortable as possible, with the customers name and how you can assist them in mind. Discover a pain point you understand they speak and have from the heart about why you feel your services could resolve it.If you feel you need a script or template to work from, then try among these helpful sales prospecting templates, where you can place what you require to remain hyper-personalized. When preparing for your video, there are five crucial points to keep in mind when constructing out your talking script– intro, value, function, CTA, and thank you. Using these five bottom lines for your script ensures you touch on all the most important details in your outreach.Do the ResearchWhen creating a video, do the research study and integrate what youve gathered about a customers requirements into the conversation. Doing so shows your customer that you respect them and put in the time to do the work, which will always help you develop regard and trust.Play the Name GameDo you understand what individuals enjoy more than anything? Being recognized. Play into this by ensuring to display your customers name in the thumbnail of the video or within the video itself. Showing your client that the video you made is just for them will get you far.You do not need any fancy video editing software to do it either. Just use that helpful whiteboard to compose “Hi [insert name here]” to make an enduring impression.Embrace the PlaylistWe already talked about the power of video playlists, like beginning with a web cam video and after that connecting to a demonstration video. What about all that other material youve made? Why not consist of a recommended playlist of different videos that might intrigue your possibility at the bottom of your email?For example, a playlist of often asked concerns, an explainer video of leading market trends and projections, and even a playlist of on-demand webinars youve hosted. The possibilities are endless!Where to Use Video in the Sales CycleThe odds are that your business prepares to or it has already transitioned to a digital platform or virtual customer interface with the support of remote selling. Whether youre reacting to a lead or linking with a client, you can capitalize on conversational sales and deliver value with video at any phase of the funnel.Top of the FunnelUsing video e-mails is essentially click-bait without the incorrect sense of baiting, as long as your video is quality content. At the top of the funnel, you can grab audiences attention with enticing thumbnail images and subject lines that include the word video.Video has quickly become a leading performer for driving sales conversions throughout industries. The usage of video in sales conversions increased by 93% in 2015 alone.By hooking the customer with video at the top of the funnel, video can boost the effect of an introductory call and boost action rates.Master Video for SalesIn simply 20 minutes, you can gain the principles to successfully sell using videoSign up FreeFurther Down the FunnelWhen a lot of a clients research and decision-making occurs online as a self-serve activity, advisors need brand-new ways to supply proactive and ongoing customer, value, and insight service. Thats why, as conversations slow down, video can assist keep and re-engage those consumers even more down the funnel. There are various methods to try, like targeted micro-demos revealing how your services work and how specific shows happens.Videos are likewise an exceptional medium for technical discussions about contracts, portfolios, or intricate monetary subjects. Particularly in monetary services where contracts are plentiful, a screen share video permits you to stroll a client through an arrangement, eliminating any room for ambiguity and enabling transparency and trust through the sale.Video Calls to ActionVideo contacts us to action (CTAs) drive a particular wanted action. They frequently appear at the end of a video, and they make it easy for prospects to schedule a consultation or take the following actions right from within your video.Including a compelling CTA within your video is necessary to helping drive that next step, like directing the viewer to check out a website, reply with an e-mail, or schedule a meeting.Video Analytics and IntegrationsVideo analytics offer you real-time insight into views and engagement to understand whether your videos are hitting the mark with clients. With video analytics, you can gain insight into whos enjoying your videos and the length of time theyre watching to prioritize follow-up with clients and prospective customers.You can also open much more insight by sending out that information to your CRM, where you can determine video versus pipeline and profits objectives. Obtaining an enterprise video platform will enable you to maximize this important data.
“In 2020, 73% of companies reported using some kind of video analytics. Those exploiting the analytics features that an online video platform has to use to report the greatest fulfillment with their video financial investments.” (Vidyard, 2021)Post-SalePost-sale video is vital in regards to maintaining client relations. Yearly portfolio evaluations can be recorded and then sent out to customers asynchronously to enjoy on-demand when and however many times they want.Agents can likewise use video for upselling and cross-selling customers. Send out a customized video follow-up from a customer success representative or account manager if clients sign up for your services online. Sending a video could be that additional step that helps the client check out additional services. By sending a video to a brand-new consumer, you can reveal them that their company is valued and allows your group to offer your services one-to-one. For wholesalers and consultants who wish to remain top of mind for new product or services choice, video can help too. Suppose a customer purchases house insurance coverage through your company, and you send them an annual video update about their insurance coverage policies. When that client has other auto insurance coverage requires down the line, they will most likely reach out to you for services due to the fact that you have actually currently built a strong relationship with them. Because of your video correspondence, those customers acknowledge and trust you for guidance.By utilizing video in your outreach, you can better communicate with clients and close offers faster.Why Virtual Selling for Financial Services is a MustAs the need and appeal of in-person visits to monetary workplaces and institutions decline for customers, video is the very best way to forge client relationships based on trust. Start sharing and producing with these video selling suggestions, and stay tuned for the next blog site post in our Virtual Selling for Financial Services Basics series to find out more.Alanna Gurr Alanna is our Content Marketing Manager, a digital illustrator and fan of all things video.
Outside of workplace life she can be discovered looking for that best cup of coffee, getting comfortable with an excellent book or performing her own music throughout Canada.

2.4 Types of Videos for Financial Services2.1 Webcam Videos2.2 Screen Share Videos2.3 Hybrid Videos2.4 Video Playlists3.Create Hyper-Personalized Videos to Excel in Conversions3.1 Ditch the (Old) Script3.2 Do the Research3.3 Play the Name Game3.4 Embrace the Playlist4.Where to Use Video in the Sales Cycle4.1 Top of the Funnel4.2 Further Down the Funnel4.2.1 Video Calls to Action4.2.2 Video Analytics and Integrations4.3Post-Sale5. Business video platforms enable monetary service institutions to create and share videos certified with all present security regulations.Weve laid out the fundamental structures of virtual selling for financial services to help you develop your book of service and close more income by using video.Secure Video for Financial ServicesEasily create, share and host videos from a certified and secure enterprise video platform.Talk to Sales4 Types of Videos for Financial ServicesVideo is the best method to personalize your message. In this example, our very own co-founder and CTO, Devon Gallaway, made a webcam video speaking to clients about reviews.Using a whiteboard with your clients name composed on it, or even by just waving and smiling at the video camera, you can produce an exciting and unique animated thumbnail revealed in the preview when you email the video to the recipient.Personalization is a foolproof way to increase the recipients possibilities to open the video link and watch it.Screen Share VideosA screen share video is where you tape-record whats on your computer screen to capture both what you see and what youre stating. It not just shows more details than a simple PDF, however thanks to the power of screen recording, it educates the customer in a interesting and intriguing way.Here the video creator utilizes screen share to tape-record a discussion on their computer system while talking to provide an audio explanation.Screen share videos are likewise a great way for those who do not feel as comfortable on electronic camera, to still create and share a video that makes an impact.Hybrid VideosA hybrid video combines screen share and webcam video. The usage of video in sales conversions increased by 93% last year alone.By hooking the customer with video at the top of the funnel, video can enhance the impact of an introductory call and increase action rates.Master Video for SalesIn simply 20 minutes, you can gain the fundamentals to successfully sell using videoSign up FreeFurther Down the FunnelWhen so much of a clients research study and decision-making occurs online as a self-serve activity, consultants need brand-new ways to provide proactive and ongoing insight, worth, and customer service.

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