The Secrets to Virtual Selling for Financial Services

The Secrets to Virtual Selling for Financial Services


September 14, 2021·11 min read

Virtual selling for financial services is the key to making face-to-face connections with clients in a digital-first world. Learn how to build trust with clients through safe and secure video.

Financial services is an industry that’s on the brink of a new day. From customer service to new client contracts, everything is going digital—even selling. But in a market that’s been heavily reliant on in-person interactions to drive new business, making connections and nurturing clients can be hard in a virtual selling world.

From banking and wealth management firms to independent insurance brokerages, virtual selling for financial services is next for any financial services team looking to connect with new clients or grow existing ones.

After decades of sitting down with clients face-to-face or shaking hands to close a deal, advisors and wholesalers are now looking at a world where selling has transitioned to remote-first communication. It’s not just that they can’t sit down with clients—it’s that clients don’t want to meet in person anymore. The financial services industry is recognizing a digital change that clients have wanted for a long time.

Video has now taken the place of those sit-down meetings. We can still be face-to-face with video, look our clients in the eye, and connect with them safely and securely. It enables us to build trust—and trust stands at the heart of client relationships across many, if not all, sectors of the financial services industry.

“64% of those who transitioned to virtual selling in 2020 met or exceeded revenue targets, compared to 50% of the leaders who did not make the transition.” (HubSpot)

Keep reading to learn all about the basics of virtual selling for financial services.

  1. Contents
  2. 1.What’s the Secret to Virtual Selling for Financial Services?
  3. 2.4 Types of Videos for Financial Services
  4. 2.1Webcam Videos
  5. 2.2Screen Share Videos
  6. 2.3Hybrid Videos
  7. 2.4Video Playlists
  8. 3.Create Hyper-Personalized Videos to Excel in Conversions
  9. 3.1Ditch the (Old) Script
  10. 3.2Do the Research
  11. 3.3Play the Name Game
  12. 3.4Embrace the Playlist
  13. 4.Where to Use Video in the Sales Cycle
  14. 4.1Top of the Funnel
  15. 4.2Further Down the Funnel
  16. 4.2.1Video Calls to Action
  17. 4.2.2Video Analytics and Integrations
  18. 4.3Post-Sale
  19. 5.Why Virtual Selling for Financial Services is a Must

What’s the Secret to Virtual Selling for Financial Services?

Video is quickly becoming a critical component of virtual selling strategies across all industries, and financial services sectors are no exception.

In this new digital transformation era, embracing video as part of your selling strategy helps humanize and modernize your client outreach, stay up-to-date with current trends, and keep tabs on what customers and future customers now expect.

Clients now expect to have services delivered virtually, quickly and efficiently. The use of video in customer and sales conversations and prospecting has increased by 93% since 2019.

In 2020, the financial services industry was one of the biggest adopters of video creation, up by 129% YOY, which makes sense given that many made a move to digital-first work in 2020.

Using video for financial services ticks all the boxes and creates a more extended reach for what teams can accomplish and what sales targets they can hit. Enterprise video platforms enable financial service institutions to create and share videos compliant with all current security regulations.

We’ve laid out the basic foundations of virtual selling for financial services to help you build your book of business and close more revenue by using video.

Secure Video for Financial ServicesEasily create, share and host videos from a secure and compliant enterprise video platform.Talk to Sales