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Sales Use Case

Sell with creative --> How to use Spec Spots at scale

Written by Elijah Primero
Updated over 10 months ago

Specs Sell Spots!...but, creative teams are smaller than your sales force and strapped for resources. Spec spots, historically, have been time-consuming and costly to make.

Enter Waymark... why not empower your sellers to create specs! Our platform is built for this job, as +75% of Waymark users are media sellers. Waymark is built for speed, so you can generate unlimited specs, ready within minutes!

Using Waymark for Specs can lead to:

  1. Excited and engaged prospects → More Ad Partners

  2. Shortened sales cycles → More Campaigns

  3. Overcome objections → More Revenue

Your sales process with Waymark

Case 1: Learn about the business

  • Let Waymark AI gather key messaging or promotions using the brand's URL

  • Jot down these details from the about section of the brand tile

Case 2: Prospecting. Reach out via email/LinkedIn

  • AEs use Waymark to create a spec and send it in their outreach!

    • Use the preview links to include the spec without having to attach a file

    • Showing a prospect their brand in a video ad creates emotional buying behavior, hooking more brands during the prospecting phase

Case 3: Walk in to business prospect

  • AEs use Waymark to create a spec and show it on their device

    • Waymark is supported on mobile!

Case 4: Gather information and inspiration

  • Develop a few spec spots using Waymark AI and showcase them to the prospect

    • 3 is our recommendation!

  • Use different lengths and formats to show the different options for styles and placement

  • Whether you end up using the full Waymark video or not, feel free to grab inspiration, script ideas, etc from our platform

Case 5: Discuss goals and needs with the brand

  • Show Waymark spec spots as an example and starting point for the conversation

  • Let the prospect know these spects are fully customizable and changed can be made

  • Gather feedback on the sample ads in order to make improvements before next meetings

Case 6: Discuss creative needs?

  • Do they have specific assets they want to use?

    • Video, Font, Images, Logos are all able to be uploaded to Waymark

  • Can this be fulfilled by Waymark or does it need to be custom?

    • AEs use this opportunity to upsell from the Waymark spec to a custom creative package to increase the brands total spend!

Case 7: Outline options for linear and digital

  • Use Waymark spots to show both wide and vertical videos, increasing their interest in digital and multi-format campaigns

  • Boost your revenue by making a total video approach affordable to local businesses using Waymark spots

Case 8: Present a campaign plan

  • Showcase updated ideas to get brands excited about the plan

  • Overcome the most common objection of video production being too expensive and get more brands on air by offering a Waymark spot as an entry level package

Case 9: Discuss campaign & creative theme

  • If proposing a custom creative plan suggests using a Waymark spot as bridge creative to get client to air faster

  • Use Waymark as a way to present future ideas, options/upsells

Case 10: Winning the deal

  • Congrats! You've increase your ad revenue by using Waymark throughout your sales process!

Feel free to take a look at our formatted pdf of these use cases, attached.

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_Waymark - Sales Use Case + Process.pdf
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