True story:
My friend just e-mailed me. He's very excited because he just landed a $11,000 software deal that he's been working on for about nine months.
He had been working on this deal with the VP and MIS director of a regional delivery company, but could never get a meeting face-to-face with them to close the sale. All three could never seem to coordinate a mutual time to meet.
The sales person's solution? He used video e-mail - the same product that I've become a shameless cheerleader for during these past two months or so. He e-mailed them a series of video messages, complete with links to some online demos that he wanted them to see. This guy has a great personality in person, and he thinks that the video e-mail let them see past the voicemails and text e-mails.
After just four days, they signed the deal.
Of course, I'll proudly point to the fact that my enthusiastic recommendation of the video e-mail service played a part in the sale. But there's a bigger picture lesson here for anyone in sales, whether you use video e-mail or not: Seeing is believing.
Put yourself in front of your customer. Demo your product. Bring them into your office. Meet them at a trade show. Whatever you do, get face-to-face with the person you want to do business with.
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