Imagine the following scenario: You’e got a prospect on the phone and are asked to “snd them more information.” Do you get a sinking feeling in your gut? We all know “send me some information” means “I’m not quite sold and I’ve run out of time or patience.” So, hoping that you can still convince your prospect to move forward, you send them information.
Perhaps you send a well thought out e-mail message including a few links to your Web pages along with an attachment. Then you hope for the best and you put a reminder in your CRM to follow up on the information you sent. What else can you do?
But using the right multimedia tool, you can deliver the information your prospect needs, in a format that makes it easy for you to truly impress.
Cynocast is an interactive presentation technology that runs directly from your own Website. Cynocast is different from anything else I’ve seen. You can already deliver presentations via Web meetings like GoToMeeting and WebEx, but Cynocasting offers some real advantages over those other programs.
First of all, sales reps don’t need to spend time setting up an online meeting. Instead, they simply give a Web address to their participants. The Web address uses your own domain, which is good for branding purposes.
Second, sales reps can deliver impromptu Web presentations to the recipient’s desktop with no logistical worries when they use Cynocast.
And third, participants can interact with their own screen since it’s a Web page served up to them individually.
Traditional Web meetings are delivered basically by sharing. Why would you want participants to view a presentation individually (rather than via screen share) and be able to interact? The best example I can give is that you can present sign-up or order forms for each participant to complete right there.
Because each participant has a unique Web page displayed live on their screen, they can complete their own form and their information isn’t seen or shared with others. You set up your CynoCasts ahead of time using the Live Dashboard tool. Each CynoCast contains a mix of information and document types that you can display to your prospect as needed, in any order. If you discover the need to display a file or webpage that isn’t already in your CynoCast, you can add it on the fly.
Need to explain the financing options? Easy — instantly deliver the finance forms right to their screen. And here’s the cool part: You can help them fill it out right then and there. CynoCast costs $39 per user per month.
Kineticast also offers a unique capability for presenting information to prospects. KinetiCast describes its solution as one that “empowers users to create, e-mail and track engaging online presentations that can help to better qualify prospects, shorten sales cycles and close more deals.” Let’s break that out.
First, you create the presentation by uploading a PowerPoint document into your Kineticast account. From there, you can enhance the presentation with video clips, links, audio and downloadable files. Kineticast then converts the entire presentation into Flash which allows it to be viewed on line.
Then you send a URL link to the presentation in the body of an e-mail. The link lets them access the presentation online ensuring deliverability and eliminating the need to download large file attachments. The threat of a presentation being automatically sent to a spam folder is eliminated because there are no large file attachments.
Advanced analytic features then allow users to track who opened the presentation, how many times it was viewed, how long it was viewed and whether it was forwarded. This helps you qualify your prospect’s interest level and time your follow-up so you re-engage at the right moment.
Where “send me more information” takes away sales reps’ power, Kineticast gives it back. Using their personal Kineticast dashboard, they can quickly:
- View the activity for all their presentations
- Analyze individual viewer statistics
- Know who viewed the presentation, and the number of times
- Learn how long they spent on each slide
- See which links within the presentation the viewer clicked on
- Discover if the presentation was forwarded and to whom
With the right program to help you put together top-notch presentations for your prospects, “Send me more information” isn’t such a challenge after all.
Another important benefit to using these tools is that sales reps can quickly personalize standard presentations for each lead with text and/or video. That demonstrates to the prospect that the sales rep values them and will treat them with the attention they deserve. The video also helps the prospect put a face to the name, a more personalized approach where the prospect sees the rep as more than a stranger simply dialing for dollars.
Nancy Nardin founded Smart Selling Tools after a prestigious career in high-tech and IT market research sales. She is considered the leading expert on sales productivity tools.