In the world of SaaS, sales are everything. It’s also been increasingly competitive over the years, and it’s important for companies to differentiate themselves from the competition in order to succeed. One way to do this is by incorporating engaging videos into your SaaS strategy. The success of your business depends largely on your ability to market and sell your product effectively. One of the most effective ways to do this is through engaging videos.
Videos have become one of the most popular mediums for marketing and advertising, and with good reason. They are engaging, informative, and can easily convey complex ideas in a simple and easy-to-understand manner. In fact, according to Hubspot, 54% of consumers want to see more video content from businesses they support. In this article, we will explore how you can use engaging sales videos to increase conversions for your SaaS product and create an effective SaaS strategy.
Why Are Videos So Effective?
Before we dive into how to use videos to increase your SaaS sales, it’s important to understand why videos are the most effective media in the first place. Here are a few reasons why:
1: Videos Are More Engaging Than Text
Humans are naturally drawn to things that move and look visually appealing, and videos do just that. This media is more engaging than text because it allows us to see and hear the message being conveyed. This makes it easier for us to understand and retain the new information that’s being presented.
2: Videos Are Easy To Consume.
With the rise of mobile devices, people are consuming more and more video content on the go. Videos can be watched anywhere, anytime, making them a convenient and effective way to deliver a message. It’s even been found that 45% of people who watch the first three seconds of a video will keep watching it for at least 30 seconds.
3: Videos Convey Emotion.
By utilizing elements like music, voiceovers, and visuals, you can create a powerful emotional connection with your audience. This emotional connection can help you build trust and rapport with your potential customers, making it more likely that they will choose your product over your competitors.
How to Utilize Videos to Increase Your SaaS Sales
Now that we’ve established why videos are so effective, let’s explore how you can use them to increase your SaaS Sales. Here are a few strategies to consider:
1: Create a Product Demo Video
One of the best ways to showcase your SaaS product is through a product demo video. This video should showcase the key features and benefits of your product, and demonstrate how it can solve a specific problem for your target audience.
Product demos can help your target customer see the features and benefits of your product in action. Let’s say that you’re selling a marketing automation tool. Your product demo could show how your tool can help marketers create and send targeted email campaigns, track results, and improve ROI. This type of video can be very effective for this type of product since it visually shows how your tool can help the user achieve their marketing goals.
Zendesk does a great job with this product demo video for their analytics features. It’s a simple screen recording but it covers all of the core features that are included on their analytics platform:
2: Create an Explainer Video
Explainer videos are a great way to introduce your product to potential customers. They should be short and to the point, explaining what your product does, how it worked, and what benefits it offers. This type of video can be used on your website, social media, and in email marketing campaigns.
For example, if you’re selling a project management tool, your explainer video could show how your tool can help teams collaborate more effectively, save time, and stay on top of deadlines. This type of video can help your target audience understand the value of your product and make them more likely to convert.
The overarching goal is to get your product in front of your target audience and make an “easy-to-use” impression. Explainer videos are a fan favorite since 83% of people who watch them say that it helps them make a purchasing decision.
Explainer videos also serve as a great way to boost SaaS conversions and spread brand awareness. You need to be able to pitch your product or service quickly and engage new visitors in a fun and interactive way. This strategy should ultimately introduce new visitors to your services and entice them to act on the call-to-action that should be included at the end of your video. If it’s done well, an explainer video can be an integral part of your company’s content marketing strategy to attract more customers and increase overall sales.
Insivia helped Uptima create a strong explainer video for their SaaS product. We introduced a common pain point businesses face and how Uptima’s software can help:
3: Use Testimonial Videos
Testimonial videos are another great way to build trust with your audience. These videos feature satisfied customers talking about their positive experiences with your product. They can also be used across various platforms.
According to Big Commerce, 72% of customers say positive reviews and testimonials make them trust a business more. Not only does this type of video persuade your audience, but it helps build trust with your brand as well.
Testimonial videos can be especially effective in the SaaS industry because they help overcome objections and show that your product has been successful for others. They can also help potential users relate to others who may have similar pain points and needs.
For example, if you’re selling a CRM tool, your testimonial video could feature a customer talking about how your tool helped increase their sales by a certain percentage and/or streamlined their sales process. This type of video can be very persuasive and help potential customers see the value of your product.
4: Create Case Study Videos
These are similar to customer testimonial videos as they both provide a more detailed outlook on how your SaaS product has helped a customer solve a specific problem or achieve a specific goal. These videos often include interviews with the customer and can also feature data and metrics to quantify the impact of the product or service. Case study videos are an effective way to demonstrate the value of your product and make it stand out from competitors.
Case study videos bring a human element to your product. When done well, this content can improve upon your reliability and bring social proof of what problems your SaaS business solves. You want the viewers to finish watching these videos and feel inspired and motivated to do business with you.
5: Host Webinars
Webinars are a popular way to educate potential users about your SaaS product or service. These videos can be live or pre-recorded and are typically longer in length than other types of sales videos. Webinar videos can cover a range of topics from product demos, to thought leadership and industry trends. They are often used as a part of a broader content marketing strategy to generate leads and engage with your target market. Hubspot is a great example since they offer live and on-demand webinars.
Webinars can be an incredible conversion tool as 48% of B2B marketers say webinars work the best with their lead nurturing initiatives. Additionally, 62% of buyers will request a demo from sales after a webinar.
This type of content is a great opportunity to answer questions and provide helpful advice that is useful for decision-making. Being transparent in your webinars will make your viewers feel comfortable and build trust with your company. You can also offer exclusive promotions that give your viewers an extra incentive to buy now instead of later when they could potentially find another option.
How Does Video Content Help SaaS Sales?
You can utilize a variety of these videos as part of your SaaS sales process. It’s an incredibly powerful tool for remote selling. Video allows potential customers to get a firsthand look at the product and how it can help them and their business operations. It can also answer some common questions so that prospects can ask your sales representative other specific queries that relate to their unique needs. Therefore, it saves time for your sales team and increases conversion and trust with your potential buyers.
Think of these videos as a sales pitch for your product or service. You need to ensure that it’s clear and to the point in order to successfully gain high-quality leads. The purpose is to drive home the fact that you’re making complex software simplified and user-friendly for businesses to easily implement into their operations. Don’t use complicated software lingo, instead use common verbiage. Instead of presenting what your software does outright, explain the benefits and express the feeling your users get when they use your product.
Videos are also shareable assets for viewers. As a result, you can gain more organic traffic to your website and increase your reach to other people that may not have heard of your product or service. Marketing and sales go hand-in-hand, and this is the perfect example of that. So, make sure your sales and marketing teams are on the same page with your business’s approach and initiatives.
Key Takeaways
Overall, utilizing video content to the best of your ability will help you increase your conversion rate for your SaaS product or service. Each type of video we covered serves a unique purpose in your sales process. By incorporating this content into your sales strategy, you can engage better with your target audience and communicate the value of your product crystal clearly.
Experiment with the different types of video content to see which ones work best for your SaaS model and your target audience. Every business is different, but videos are typically a safe bet to help increase your reach and as a result, your conversions.