For decades, corporate videos have been the industry benchmark standards for solving business problems such as lead generation, customer engagement, and collapsing long sale cycles. However, with the advent of immersive technology like Augmented Reality (AR) and Virtual Reality (VR), new ways to solve business problems have emerged.
Consumers usually desire to experience a company’s products and services before they buy it. AR and VR technologies permit just that. AR and VR allow consumers to immerse themselves in a company’s product or service. This kind of absorption help solve numerous business questions and queries.
This article will focus on how VR and AR can shorten sale cycles.
Businesses that have long sale cycles usually turn to corporate videos to try to shorten this process. Companies that have an 18-month sales cycle tend to have highly complex products and services. It is logical to think that the easiest way to collapse the sale period is to make use of a video. Videos can work, but may become obsolete as time goes by, or when the product and service receive an upgrade.
During this elongated sale process, sales representatives will complement the video with several meetings to close the deal. Your sales representatives might have to give several pitches to explain the complexity of your product. This methodology lengthens the overall sales cycle process.
Augmented and Virtual Reality technologies offer a more vibrant marketing method that shrinks the lead time it takes to complete a sale. Here’s how immersive technology works.
Enhanced Sales Training
AR and VR can prepare your salespeople to effectively present your product and service by walking the customer through using the product and service as if they are using it at that moment.
AR and VR permits you to create an interactive training platform. This technology can create replicas of scenarios that allow your salespeople to practice. They can practice pitching without worrying about hiccups or failures. In fact, in simulated pitches, they should fail there rather than during an actual meeting.
This kind of training keeps salespeople focused. It is also more effective than watching a video or practicing with a peer. As the salesperson goes through different scenarios, they talk with different kinds of potential buyers. They will anchor their knowledge faster and recall information on the fly.
As you train your sales reps with AR and VR instead of corporate videos, your salesforce will understand your product and service offerings faster. They will also acquire the experience needed to close the sale faster.
Creates Innovative Sales Presentations
Selling complex products is not an easy task. Corporate videos do help prospective customers learn how to use your products. However, videos don’t fully showcase your wares to the consumer. Sometimes consumers have a hard time imagining how a product fulfils their needs or desires.
With immersive technology, the prospective customer can experience your product firsthand. The potential customer can experience the nuances of your product during a sales meeting. Videos can create questions in the minds of your prospect.
However, with AR and VR, these questions are answered as they experience your product. The salesperson can walk the prospect through their experience. By answering visible and hidden questions in one meeting, it moves the potential buyer closer to the buying stage. Salespeople will only have to make one pitch instead of multiples. A sales presentation using immersive technology can shrink the timeline to complete a sale.
Shortens the Buyer’s Journey by Enhancing Customer Confidence
Moving your potential buyer quickly from awareness to buying decision increases your revenue. Corporate videos help to guide prospective buyers along the journey at a quicker pace than a brochure. Consumers enjoy seeing a product rather than reading about it via a booklet.
However, AR and VR technologies not only permits your potential buyer to see your product, but it allows them to experience it.
With AR and VR, your prospects can see and feel how your product can help them. AR and VR combine awareness and consideration in one viewing. The consumer can be made aware of how it can help them in a real-life situation. The technology instils buying confidence in the consumer that moves them from awareness to consideration in minutes instead of days, weeks, or months.
The consumer gains more buying confidence with AR and VR technologies because they absorb themselves in the merchandise. As a result, they have an incredible marketing experience that leaves a lasting impression. This engaging experience instils the needed buying confidence in consumers to shorten their buying journey.