In this episode you will hear Aleks Gollu’s take on how the video calling landscape is changing rapidly for a better customer experience. For an increasing sector, the forms and calendars to reach a company are a deal breaker. Potential buyers are getting more educated about the products before buying and need an easy channel where they can interact with the provider and finalize the transaction. 11Sight brings a solution to this time gap where all the customer engagement life cycle is covered with video calling as a first point of contact. 

Key takeaways in this episode:

• The current video calling tools provide an excellent solution to daily interactions but not for a shopping experience. 
• Potential clients need shortcuts where they can access in one click, the real source, and interact directly with the provider. With so many online resources out there, this is hard to accomplish.
• Technology allows you to connect with the world, but you also need to be as available and accessible as possible to them. 
• Interacting through video calls indicates a stronger buying intention and it tends to close more deals as a first interaction than chatbox and phone calls. 

A totally new sales approach.

It was very clear for Aleks that video was going to be a good means to conduct business. And although Zoom, Skype and Whatsapp were already in the market with certain video features, there was not an efficient way for companies to interact with their customers immediately. For specific segments, the traditional approach of filling out a form then getting back to the customer to schedule a meeting and talk to them within the next 5-10 days is a deal breaker. Especially in those high velocity sales where the customer is already educated about the product and  willing to buy but still has some questions that must be answered and needs to contact the provider/vendor. After reviewing the statistics, it was found that 30% of the scheduled meetings are no-shows and the other 70% buys from the first vendor they talk to. This context allowed 11Sight to come into the surface and provide a whole new sales approach. 

Removing the noise and obstacles.

The strategy is simple but powerful: By removing obstacles such as downloads, landing pages, social media accounts or calendars, or any other platform restrictions and directing the customer to interact to the vendor with just one click, 11Sights provides the potential customer with the ability to go directly to the source and address the customer’s needs in real time through video calling. 

Your backyard is around the globe:

After several decades doing business, Aleks has been able to witness the big change technology provides to connect transactions. Even though the standard business one-on-one elements are always there (such as validating your product in the market, being customer-centric, etc.), what has changed enormously is the reach of the company. The very fact that you can have a business meeting in the morning with someone in Canada and another sales meeting in the afternoon with someone in Austria leaves it very clear that the world is accessible to everyone and there should be no restrictions whatsoever to close deals. But it is crucial to understand that in the same way there is a world accessible to you, you also have the obligation to be as accessible as possible to them.

How the video calling world is evolving. 

Aleks envisions that video will become more mature in the sales and marketing space since it is not moving vertically. The type of video interaction 11Sight provides is one where the SDR can have a call card on the side, a script, the client’s information or data coming from the CRM while he or she is having the video interaction with the potential customer. The feedback customers are sharing is that a video call as an initial contact is three times more likely to result in a sale than any other internet tool.  It has also been shown that a potential customer holding a video interaction is more serious about his purchase than one interacting with a chatbox. This opens a big window of opportunities to improve the video calling experience.