No matter how brilliant a product you build, it is never easy to close a deal with prospects. The first call goes smoothly, but they don’t show up again because they still have unanswered questions or concerns. A sales cycle expected to be completed in a few weeks still hasn’t concluded after a few months. As a founder, you may believe that there is a problem with your pricing or timing or that buyers have better alternatives. While that may be true, people often ignore other legitimate possibilities that may have prevented a qualified lead from converting. These may include:
- Prospects didn’t understand your product well enough to make a confident decision.
- Or, those on the first sales call liked the demo and received all the right answers, but they could not clearly explain the product’s value to the other five decision-makers involved in the process.
How do you address this? A high-quality product video can help explain your solution more clearly and build buyer confidence. How intelligently it is made can make all the difference. Agencies like Gorilla Creative are experienced in this and have helped many SaaS companies create product videos that strike the right chord with prospective clients. Let’s understand why you should hire an agency for this job.
Sales friction within buying teams
Whether your client is a B2B tech or SaaS company, you know the decision is made by a group of people and not just one person. The person who joined the first call may not be the person who will sign the check. Almost everyone in the loop needs to be convinced, including the manager, CFO, IT head, legal team, and CEO. On the first call, you addressed all the queries about your product and established credibility. However, that person may not be able to explain the same details clearly to the CFO or other decision-makers later in the process. As a result, friction can occur due to the following reasons:
- Incomplete explanations of the product or its capabilities.
- Lack of clarity about the product’s value and business impact.
- Unsatisfactory answers from the person presenting the product internally.
The deal falls through because the person who attended the initial sales call may not be able to clearly convey sufficient information about your product, its value, and its benefits to others with decision-making authority.
The solution: A professional product video
It is not a replacement for your company’s sales representative. Only a sales rep can answer specific queries in real time and address the other party’s concerns at any time. However, what a professional product video definitely does is offer a consistent, compelling, and controlled explanation of your product to everyone involved in the buying process without leaving much room for doubt or miscommunication. More precisely, everyone will understand your product’s core value proposition, its benefits, and the problems it solves. Hence, when they meet again to make a decision, they will have much more important things to discuss and can close the deal more quickly.
A product video ensures that no one misses key details and that everyone walks away with a clear understanding of the product and a sense of satisfaction with the value they sought. That’s why it can be worth engaging a reputable video production company for this work.
