Outreach is f@*#ing arduous. Chilly outreach particularly so. Video prospecting may help you break by way of the noise, get a response, and ebook that assembly.
You’ve discovered a great prospect. You’ve finished your homework. Now it’s time for outreach. However easy methods to seize their consideration? When Frank Weschler was a Gross sales Growth Rep at Dynamic Sign, the reply was simple: video prospecting.
When he was assigned Buffalo Wild Wings as a goal account, Frank knew he wanted to do one thing particular to interrupt by way of the noise.
That’s why he drove to one among their eating places and picked up an order of their hottest sizzling wings to go. Made out of ghost peppers, the corporate’s Blazin’ wings measure in at 350,000 models on the Scoville scale.
Frank hit file on a one-to-one video message and began to eat. As soon as he was down a wing, he delivered his pitch—by way of laughter, tears, and near-choking.
In fact, video isn’t all that made Frank’s pitch stand out. His creativity and daring method have been big components in his success. However video is the medium that permit all of that shine.
Take into consideration this: If he’d merely written that he tried the wings in an e mail or despatched a photograph after consuming one, it wouldn’t have had practically the identical influence as watching him wrestle to share his pitch in real-time.
A video message may help you break by way of the noise, get a response, and ebook that assembly.
The Greatest Video Prospecting Software Simply file and share prospecting movies.
So, what’s video prospecting precisely? It’s an outreach that includes video. It may be finished by way of e mail, LinkedIn, and gross sales engagement platforms like SalesLoft, Outreach, or Gong.
Video prospecting makes use of video messages as a elementary part of the outreach to seize potential prospects’ consideration and join with them.
The idea is straightforward. The outcomes are highly effective. And anybody can do it—all it takes is a free gross sales instrument, a webcam, and a little bit little bit of observe.
The Greatest Video Prospecting Software Simply file and share prospecting movies.
A whopping 40% of gross sales reps say that prospecting is probably the most difficult a part of the gross sales course of. Fortunately, video’s right here to assist.
Frank isn’t the one one seeing success with video prospecting. These stats show simply how far-ranging the advantages of video outreach (and video for gross sales, on the whole) are.
Enhance Open Charges—gross sales groups that use video get a 16% bump in open charges (SalesLoft)
Get Extra Replies—gross sales groups that use video see a 26% improve in replies (SalesLoft)
Web a Greater Click on-By means of—emails that comprise video have 4x the CTR of emails with out (Inside Gross sales)
Shut Extra Offers—closed offers contain utilizing webcams 41% extra typically than misplaced offers (Gong)
Achieve a Aggressive Benefit—solely 43.8% of gross sales groups use video of their prospecting technique (Inside Gross sales)
However that’s not all.
Video makes sending outreach emails quicker and simpler. How? Unsurprisingly, gross sales reps spend 21% of their day writing emails.
Whether or not you’re recording a fast video somewhat than writing out an extended message or including a pre-recorded video to spice up an e mail, video messages are a giant time saver.
Private video lets us showcase our character and create essential human connections. Not like a cellphone name or an e mail, a private video is memorable and places a face to a reputation. So even should you do find yourself on a cellphone name with a prospect, the decision is simply that significantly better.
Roger Bernardino1HuddleVP of Enterprise Growth
However video doesn’t simply assist in the messaging section. It’s additionally a key tactic in relation to follow-up.
Each gross sales rep is aware of how a lot timing issues. Actually, reps who attain leads inside an hour are 7x extra more likely to have significant conversations with decision-makers. Video makes that simpler too. How?
A video gross sales instrument (like Vidyard) really notifies reps when prospects have watched their movies—in real-time. Meaning you possibly can observe up precisely when your prospect’s most engaged.
Join, Convert, and Shut Extra Offers Simply file and share video messages.
Satisfied? Learn on to study extra about when and easy methods to use video prospecting in your gross sales course of.
When Ought to I Use Video Prospecting?
The reply to the query, “When ought to I exploit video prospecting?” could be so simple as wherever and everytime you want a lift.
The marginally extra detailed reply is: Begin with part of your course of that looks like a pure match for video and take a look at, take a look at, take a look at to see what works.
Determining the place to make use of video prospecting comes right down to fascinated about the elements of your course of that may profit most from face-to-face interplay.
In lots of circumstances, precise in-person conferences merely aren’t doable. Video is the proper digital substitute for face time—it builds equally sturdy connections however at a fraction of the price, time, and energy.
Video prospecting typically works effectively for:
Sending chilly outreach
Reconnecting with a prospect
Leveraging current information to attach with an account
Prospecting from one-to-many
Highlighting a chunk of promoting content material
It depends upon your course of, enterprise, and potential prospects. Take a look at video in a wide range of totally different factors in your cadences to see the place it really works greatest.
Gross sales Video Scripts and Electronic mail Templates Use confirmed formulation to create gross sales movies that get outcomes. Get video scripts and e mail templates that work. Obtain Now
How Do I Make a Prospecting Video for B2B?
Creating prospecting movies is almost as simple as choosing up the cellphone. Plus, it’s simpler and extra environment friendly.
1. Select Your Timing
Earlier than you get into making your precise video, that you must take into consideration the place it matches in your gross sales prospecting cadences. Will it’s your first outreach? A follow-up nudge? A wake-the-dead effort?
Professional Tip:Gross sales emails containing video despatched throughout the second and twentieth days of a cadence resulted in considerably greater reply charges, based on SalesLoft. Take a look at to see the place within the course of video works greatest for you.
2. Analysis Your Prospect
As with every efficient outreach tactic, that you must know your prospect earlier than you ship them a prospecting video.
Who’re they? What’s their title? What degree of the group are they? What are their duties, challenges, and ache factors?
As soon as you already know this stuff, you possibly can craft a pitch exhibiting how your resolution helps.
Study From the Professionals
This video prospecting instance from Diana exhibits the facility of excellent analysis. Coated in sticky notes that talk to her prospect’s ache factors, it’s clear she’s finished her homework.
3. Determine What Kind of Video to Use
There are 4 several types of gross sales movies. Earlier than making or sharing yours, you will need to decide which one to make use of. Every is greatest suited to sure conditions:
Webcam: Excellent for introducing your self and relationship-building as your face is entrance and heart
Display Share: Nice for explaining or strolling by way of one thing as you possibly can present in addition to inform
Playlist: Wonderful for including a private intro to a pre-recorded video or curating a set of movies for a prospect to view
FAQ video:Greatest for pre-discovery to reply the highest questions you get requested again and again
Various kinds of gross sales movies work effectively at totally different factors in your cadences.
Study From the Professionals
Gunjan grabs her prospect’s consideration with this eye-catching display screen recording. Beginning on his LinkedIn and including a hard-to-ignore message of “JARROD CLICK ME!” she’s created an irresistible outreach message.
4. Write Your Script (or Use Certainly one of Ours)
When you have a cellphone script or speaking factors that you simply usually use, this might be very easy. Don’t fear, although, it’s not robust even should you don’t.
If you have already got a cellphone script, take into consideration what visible components you might add or how you might adapt it to work for video.
Nonetheless, should you don’t, this straightforward framework is an efficient solution to begin fascinated about what components to incorporate in your video script (and in what order).
Introduction: Greet them and introduce your self
Worth: Point out the relevance of your outreach
Function: Clarify why you’re reaching out
Subsequent Steps and CTA: Encourage them to ebook a gathering
Thank You: Present gratitude by thanking them for watching
Grasp Video for Gross sales Study the basics behind efficient video promoting in our free 20-minute Video Promoting Grasp Class. Take the Class
5. Report Your Video Message
This may really feel just like the scary half, however keep in mind: Small “imperfections” are what individuals have a tendency to like most about one-to-one personalised video.
Don’t be afraid to stumble over your phrases sometimes.
Should you’re nervous, you are able to do a number of easy issues to get extra snug on digicam. The largest one is observe. The extra you do it, the better it turns into and the extra pure it’ll really feel.
Preserve your video conversational and pure. Should you stammer, who cares? Individuals adore it whenever you’re your genuine self.
Adam RatajHubSpotGross sales Supervisor Mid-Market
Use the perfect lighting out there—if doable, sit close to a window for pure mild
Get the clearest sound doable—individuals can forgive unhealthy video, however they not often forgive unhealthy audio
Select your recording location fastidiously—keep away from litter and distractions
Bear in mind, it doesn’t must be good. Do the perfect with what you will have out there. Generally the scrappiest options work the perfect.
6. Choose an Consideration-Grabbing Thumbnail
Your video’s no good if nobody watches it. That’s the place your video thumbnail is available in. It entices the viewers to click on play.
That’s why it’s vital to choose a great one, one thing that catches your prospect’s eye.
To get prospects to click on on the thumbnail, I’ll name up their LinkedIn profile and have that on the display screen or write their title on a whiteboard. I at all times say their title, function, and firm in my opening. I’ll additionally attempt to reference one thing they’ve written about their function or their firm and converse to them as if I’m chatting with a buddy to construct prompt rapport. It’s a surprisingly low effort on my half, but it surely has a big effect. I’ve solely had constructive suggestions.
Michelle SuJostleAdvertising and marketing Growth Consultant
In relation to one-to-one video prospecting messages, this will imply together with one thing that highlights that you simply made the video only for them. Numerous reps like to make use of a whiteboard, chalkboard, or magnet board to put in writing the prospect’s title.
Think about using an animated GIF—the motion is tough to disregard. Should you’re doing this, take into account smiling and waving initially of your video so the very first thing your prospect sees is a pleasant smiling face.
As with all different elements of your video, take a look at what works greatest.
7. Write Supporting Message Copy
Video’s highly effective, however it could actually’t stand utterly alone. You should definitely name consideration to it proper from the outset.
You’ll additionally need to point out your video within the message’s physique copy. You should definitely embrace a quick intro in your e mail copy earlier than dropping in your video thumbnail. Use this textual content to offer some context about what the video’s about so prospects know why they need to watch.
Watch and Study
On this episode of Gross sales Stage, Vidyard’s Reva Pellerin, and Jimmy Gagnon chat with SalesLoft promoting celebrity Ellie Twigger. Ellie spills the tea on how she’s utilizing video to get the perfect leads to her prospecting efforts.
Take into consideration the place your video thumbnail belongs in your message too. A greatest observe is to put in writing a line or two that’ll seem earlier than and after your video.
SalesLoft analyzed greater than 134 million emails to see what labored should you’re searching for a jumping-off level. They discovered that groups who place movies after the primary 10% of e mail copy however earlier than the midway level see the largest improve in replies.
There was additionally a bump for reps who included the video on the very finish of their message, similar to within the postscript.
And, after all, be sure you embrace some form of name to motion (CTA) and sign-off.
8. Embrace a CTA
Each gross sales message ought to direct the prospect to take the subsequent steps, and your video prospecting is not any totally different.
You should definitely embrace a CTA, each in your video and in your supporting copy. The video CTA could be so simple as you saying, “Reply to this e mail,” within the video.
Or, take issues to the subsequent degree by utilizing a plugin to add a calendar CTA so prospects can ebook a gathering immediately out of your video.
And don’t overlook to reiterate your subsequent steps in your video’s supporting message copy. The motion you need prospects to take subsequent must be crystal clear.
What Are Some Greatest Practices for Video Prospecting?
When you’re up and working, you are able to do a number of easy issues to make sure you get probably the most bang to your buck out of video.
Preserve it Quick
In relation to prospecting movies, shorter is nearly at all times higher. Chilly outreach movies must be round 30 seconds lengthy as much as 60 seconds most.
This implies you will need to focus in your message’s most essential half.
It’s a great way to indicate you respect the prospect’s time. Plus, individuals are extra more likely to watch your total video if it’s shorter.
Whereas 54% of individuals will watch a video during, no matter size, simply over 60% will stick round to the tip if it’s lower than 60 seconds lengthy, based on analysis from our Video in Enterprise Benchmark Report.
Common Engagement for Totally different Lengths of Video
Whereas it’s completely okay to file movies all through the day as you want them, you’ll be way more environment friendly if you determine what movies you’ll want that day (or week) and file all of them in a single time block.
This lets you set your recording spot up as soon as and helps you get intothe video-making zone. When you’re warmed up, it’ll take no time to file dozens of movies concurrently.
Should you’re prospecting a gaggle of individuals throughout the similar firm, you don’t must file a private, one-to-one video message for every one.
As an alternative, make a single video that’s personalized to the group (or perhaps a staff inside it) and their particular wants. Ship it to your whole contacts in that org.
It is a nice solution to hold issues customized and private, however do it at scale.
Group Leads and Report One Video for A number of Recipients
Odds are, your leads have quite a bit in widespread. Title, job operate, trade, possibly even first title.
Should you sit down forward of recording and group leads collectively primarily based on widespread attributes, you might be able to file one video that works for a number of individuals whereas nonetheless feeling personalized to their distinctive wants.
Leverage a Folder of Pre-Recorded Movies
Not each single video you ship as a part of your gross sales course of must be customized recorded proper at that second.
If you end up answering the identical query typically or working by way of the identical mini-demo script, take into account recording a model of that video that you could hold helpful in your library.
Once I began getting the identical questions again and again, I created one video and despatched it to individuals… I ship one video somewhat than drafting up a particularly complicated e mail that’s going to be revised a number of instances after I reread it and reread it. Or I might simply clarify it on a fast video, ship it their manner, and so they’re glad as a clam.
Adam RatajHubSpotGross sales Supervisor Mid-Market
You may as well reap the benefits of marketing-created movies, like explainers and demos.
This method means you possibly can ship out that pre-recorded video anytime you want it, somewhat than capturing it recent every time. It’s an enormous time saver and the kind of factor that’ll actually allow you to scale your video efforts.
Don’t Be Afraid to Get Inventive
Inventive movies are usually probably the most attention-grabbing and sometimes get the perfect reactions. Prospects can’t resist replying when reps do one thing really exterior the field.
We attempt to at all times hold it very actual and pure. As an example, a BDR could also be taking pictures a name recap, and different staff members will do a fly-by; photobomb into the body to say ‘hello’. It helps prospects put faces to names and to really feel warmly welcomed.
Eric SimmonsMediaValetVP of Gross sales
This may be so simple as holding up a product from the prospect’s firm (in the event that they make bodily merchandise), visually aligning your self with some curiosity of theirs (for example, by carrying a jersey from their favourite sports activities staff), or wishing them a cheerful birthday/vacation/and so on. with some form of prop.
It may also be as elaborate as carrying some kind of costume, altering places, or scripting a little bit of a narrative to your video. We all know one rep who dressed up as Sherlock Holmes and one other who recreated the outsized message card scene from Love Truly (sure, it labored).
What are you ready for? Give video prospecting a attempt in the present day and reap the advantages.
The Greatest Video Prospecting Software Simply file and share prospecting movies.
