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The Benefits of Using Explainer Videos in Sales Demos


A man giving a sales demo with an animated video in an office

The year 2023 marks a continued evolution in sales strategies. At Purely Imagined, we specialize in transforming complex ideas into visual narratives, particularly in the context of sales. As leaders in the animation industry, we recognize the impact explainer videos can have on sales demos.


Explainer videos, carefully tailored to introduce products and convey value propositions, have become indispensable tools in the sales process. Whether utilized before setting up a meeting to educate potential clients or integrated into a presentation, these videos serve as a conduit for clear and engaging communication.


In this blog post, we will analyze the synergy between explainer videos and sales demos, shedding light on the best practices, ideal length, and strategic implementation. Through our extensive experience and deep understanding of visual storytelling, we'll guide you on how to leverage these tools effectively to create more informed customers and successful sales interactions.


What is a sales demo?


A sales demo, or sales demonstration, is a presentation of a product or service that is meant to showcase its features and benefits. Typically conducted by a sales representative, a sales demo aims to educate potential customers about how a product or service works and why it might be a good fit for their needs.


The goal is to help the potential customer understand the value of the product or service and how it could solve a particular problem or meet a specific need they have. Sales demos can be conducted in person, over the phone, or online via webinars or video conferencing.


Sales demos can be particularly important for complex products such as software, where it might not be immediately clear how the product functions.


What are the elements of a good sales demo?


Creating a compelling sales demo requires careful planning and execution. Here's an overview of the elements that often contribute to a successful sales demo:


  1. Understanding the Audience: Tailoring the demo to the specific needs and pain points of the potential customers will make it more relevant and engaging.

  2. Highlight Key Features and Benefits: Concentrate on the most important aspects that demonstrate how the product or service can solve the audience's specific problems.

  3. Demonstration: If possible, show the product or service in action. Seeing something in use often has a greater impact than just hearing about it.

  4. Call to Action: Conclude the demo with a clear and compelling call to action, guiding the audience on the next steps if they are interested.


The benefits of using an explainer video in a sales demo:


Explainer videos serve as a powerful pre-engagement tool. By sending an explainer video before setting up a meeting, potential customers receive a quick and efficient introduction to the product. This not only piques their interest but also sets the stage for a more insightful and productive conversation once the meeting takes place.


The use of visuals and clear narration within an explainer video enables it to highlight key features and benefits in an engaging way. It makes complex ideas more accessible, enhancing comprehension and leaving a lasting impression. This visual engagement helps get the value proposition across quickly, ensuring that the messaging is both memorable and easy to understand.


When customers walk into a meeting after viewing an explainer video, they are more informed about the product. This foundational understanding leads to more in-depth discussions and meaningful questions, enabling a more fruitful dialogue between the sales representative and the potential client.


The flexibility of explainer videos also adds to their appeal. They can be sent before a meeting to prepare the customer or after the meeting to reinforce key points. Their consistency ensures that the same clear and concise message is delivered to each potential customer, maintaining the integrity of the product's branding.


Explainer videos also have a global reach, allowing for easy translation or subtitling, and they enable analytics and tracking for insights into customer engagement. Overall, the use of explainer videos in a sales demo can lead to a more engaging, efficient, and effective sales process, resulting in better-informed and potentially more receptive customers.



How long should an explainer video be?


The sweet spot for an explainer video is generally around 1 minute. This length provides a delicate balance, allowing enough time to introduce the product, explain key features and benefits, and get the value proposition across without overloading the viewer with information.


A 1-minute duration aligns well with the viewing habits of mobile users. People often consume content on their phones during short breaks or while multitasking, so keeping the video concise ensures that viewers can engage with the content fully without it feeling like a significant time commitment.


A shorter video also helps in retaining the viewer's attention. With a plethora of information and entertainment available at their fingertips, mobile users' attention spans can be quite limited. A video that gets to the point quickly is more likely to keep the viewer engaged until the end, allowing the core message to be effectively delivered.


While the 1-minute mark is a good general guideline, it's essential to ensure that the video's content aligns with its length. It should be long enough to cover the key points but short enough to remain engaging. The focus should be on clarity, conciseness, and a compelling presentation of the product or service.


A great example of an Explainer Video:


Pistil Data helps take the guesswork out of purchasing and pricing decisions. We worked with Pistil Data to create this explainer video about their service offerings for retailers. Check out the video below!




Explainer videos vs product demos:


Explainer videos and product demos serve different purposes and can be employed at various stages of customer engagement. Here's an explanation of when to use each:


Explainer Videos

These are designed to give an overview of a company's services or the overall functionality of a product. They are typically broad in scope, encompassing the core values, mission, and primary offerings of a company. Explainer videos are particularly useful in the early stages of customer engagement when you want to introduce your brand or product to a new audience. They provide a high-level view, helping potential customers understand what the company is about and what it offers.


Product Demos

Product demos, on the other hand, are more focused and specific. They zoom in on one product or feature, providing a detailed breakdown of how it works. These short animations are very effective for software developers or tech companies that need to illustrate complex services or functionalities to customers. Product demos are often utilized later in the sales process when a potential customer has expressed interest in a particular product or feature. They help to clarify exactly how that specific product or feature functions and can solve the customer's problem.


The choice between an explainer video and a product demo depends on the context and the objectives:

  • Use an Explainer Video When:

    • Introducing your brand or a new product to a wide audience.

    • Providing an overview of your company's services or value proposition.

    • Engaging potential customers at the top of the sales funnel.

  • Use a Product Demo When:

    • Presenting a specific product or feature to an interested customer.

    • Breaking down complex functionalities, especially in software or technical products.

    • Guiding customers through the particular aspects of a product they are interested in purchasing.


Working with an animation studio


Working with a professional animation studio like Purely Imagined offers unparalleled benefits. Our expertise ensures high-quality, aesthetically pleasing animations that effectively communicate your message. Collaborating closely with clients, we create customized solutions that resonate with the target audience.


Utilizing advanced tools and technology, Purely Imagined delivers visually stunning results in an efficient manner, meeting even tight deadlines without compromising quality. Their ability to strategically align animations with marketing goals, maintain consistent branding, and offer full-service capabilities makes them valuable partners.


Conclusion


In the world of sales and marketing, the strategic use of visual tools like explainer videos and product demos plays a pivotal role in engaging and educating potential customers. While explainer videos serve as the gateway, introducing a brand or an overarching concept, product demos take the audience deeper into the specific features and functionalities of individual offerings.


The art of crafting a compelling explainer video, kept to the sweet spot of around a minute, ensures that even the mobile viewer's fleeting attention is captured and retained. Meanwhile, product demos, often vital for software developers, allow for a more targeted focus, breaking down complex services into digestible visuals.


Choosing between these two tools isn't a matter of one being superior to the other; it's about alignment with the stage of customer engagement and the objectives at hand. Whether you're laying the groundwork with a broad overview or diving into the fine details of a specific product, the right visual approach can make all the difference.


In an era where visual content is king, leveraging these tools effectively can be a game-changer in connecting with your audience. By understanding when and how to utilize explainer videos and product demos, businesses can create a more informed and engaged customer base, paving the way for successful sales and lasting relationships. Whether you are introducing your brand to the world or breaking down a software's intricate features, the visual narrative will be your strongest ally in communication and conversion.


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