Gross sales prospecting with video is a inventive option to pique curiosity with potential clients. We’ve rounded up the highest 10 templates and concepts that can assist you get began.
To succeed at gross sales prospecting, you should attain out and join with clients in a significant means. Confidence, charisma, and resourcefulness are all great attributes to have as a salesman, however traditionally you needed to get your foot within the door with a chilly name or e mail that caught the prospect’s consideration earlier than they may study all these issues about you and wish to join.
Now that we’re residing in a digital promoting world and we now have video to work with, you may chilly “name” a possible buyer via a video and present all of them these issues at first click on.
The great thing about gross sales prospecting with video is that in slightly below two minutes, you may:
- Catch a prospect’s consideration by emailing a video customized made only for them
- Assist put a face to a reputation and present who you’re
- Rapidly reduce to the core of how one can assist a prospect with a ache level
- Present a fast demo of your product
- Contents
- 1. The Advantages of Utilizing Video in Gross sales Prospecting
- 1.1 A few of the potential advantages of utilizing video in prospecting embody:
- 2. Prime Templates for Gross sales Prospecting with Video
- 2.1 Webcam ‘Selfie’ Video (with or with out Prop)
- 2.2 LinkedIn Profile ‘Hover’ (Prospect’s Profile)
- 2.3 Related Article, Remark, or Publish ‘Hover’
- 2.4 Web site ‘Hover’ (Prospect’s Web site)
- 2.5 Profitable Buyer Profile or Story
- 2.6 Information or Milestone ‘Congrats’
- 2.7 Answer Present-and-Inform (Quick Teaser!)
- 2.8 Selling an Occasion or Webinar
- 2.9 Sharing a Content material Asset, Article, or Weblog Publish
- 2.10 Pre-Assembly (or Publish-Assembly) Video
- 3. Past the Templates–Getting Artistic
- 3.1 Go the Additional Mile
- 3.2 Don’t Be Afraid to Attempt New Issues
- 3.3 Share Your Answer to a Prospects Ache Level
- 4. Mastering the Artwork of Topic Strains and Intro Copy
- 4.1 The Artwork of the Gross sales Topic Line
- 4.2 The Artwork of Gross sales Intro Copy
- 5. Time to Get Artistic
The Advantages of Utilizing Video in Gross sales Prospecting
A few of the mostly used codecs in fashionable prospecting are cellphone, e mail, and social media. However all of these codecs, particularly e mail and social media, could be enhanced by together with video in your message. It has been confirmed that video can improve the influence of a prospecting name and enhance response charges.
Corporations throughout the globe are realizing the advantages of utilizing video in prospecting calls. In reality, the funding in user-generated or one-to-one video has elevated dramatically lately.
So how do you embody video successfully in your prospecting name? Effectively, it’s rather a lot simpler than you suppose. By buying a web based video platform and even utilizing a free device like Vidyard, you may simply document, share, and handle your movies multi function place.
Investing in instruments to your gross sales group, particularly now that many people are working from dwelling or remotely, is a should. The digital-first world is right here, and incorporating video into your gross sales funnel is a surefire means to ensure your prospecting calls are observed and reduce via the noise.
Video in gross sales conversions is on the rise due to the human connection that video can carry to an in any other case usually static interplay.
A few of the potential advantages of utilizing video in prospecting embody:
- It creates a private, human, and genuine connection level
- It may possibly leverage your persona and physique language
- There is a chance to make use of visuals
- It has the flexibility to exhibit effort and dedication
- It may possibly sample disrupt and seize their consideration
Prime Templates for Gross sales Prospecting with Video
When you get into the rhythm of utilizing video in your gross sales cadence, you’ll start to seek out out what works finest for you and your purchasers. Whether or not consciously or not, each vendor utilizing video develops templates and scripts which can be reused time and again.
Attempt to develop and evolve your personal templates and scripts based mostly in your distinctive persona, supply fashion, goal personas, and trade wants.
In comparison with customary text-based e mail and voicemail, video message templates could be multi-dimensional. They’ll embody:
- The usage of each webcam and display screen share
- The flexibility to develop and use a messaging ‘script’
- Visible components or props
- A dynamic thumbnail picture
We’ve rounded up some confirmed methods to get began with gross sales prospecting with video and video prospecting concepts value stealing. Check out a few of these high templates and concepts and see what works finest for you!
Promoting has modified. Should not you? Get the Information 1. Webcam ‘Selfie’ Video (with or with out Prop)
The short-and-easy-to-create webcam ‘selfie-style’ video is an effective way to introduce your self to a possible shopper. On this format, you may ship a message much like your e mail and voicemail scripts whereas additionally spicing it up slightly.
A enjoyable and crowd pleasing option to begin the video off is through the use of a prop within the thumbnail of your video. Because the examples beneath present, many sellers’ favourite prop is a small whiteboard. You’ll be able to write your prospect’s identify or the rest that reveals them this video is for them.
Different prop examples are issues like a sports activities jersey for a shopper who you recognize loves a sure group or a enjoyable sunhat in the event that they work within the journey trade.
On this glorious video prospecting instance, Terminus’ Morgan Gillespie makes use of her prospect’s ardour (by having a beer as a prop) to ship a fantastic analogy with an impossible-to-resist thumbnail.
There are 5 key factors to recollect when constructing out your speaking script—introduction, worth, goal, CTA, and ‘thanks’.
Utilizing these 5 key factors to your script ensures you will have all crucial info touched upon in your outreach.
2. LinkedIn Profile ‘Hover’ (Prospect’s Profile)
A LinkedIn profile hover principally means going to your prospect’s LinkedIn profile and recording a brief screen-and-webcam video whereas hovering over their web page.
This system means that you can communicate to the truth that you’ve researched their firm, and also you’re acknowledging their position. When you’ve labored with related firms in the identical trade, tackle that in your video and let the prospect know your success story and how one can assist them transfer ahead.
Right here is an instance of a script for a LinkedIn profile hover video:
“Hello [Name], I can see out of your LinkedIn profile that you just’re chargeable for [role] at [company].
I’m reaching out as a result of I’m working with a number of different [role] who’re having a tough time [problem]. I’m serving to them [value prop].
When you’re having the same problem, can I ship you one other video to point out you the way I’m serving to?”
Kayla Cytron-Thaler from Domino Information Lab goes out of her option to study her prospects in an effort to create hyper-personalized movies that seize prospect’s consideration. On this video, Kayla visits her prospect’s LinkedIn profile to talk to his position and a few of the high priorities for folks in related positions.
3. Related Article, Remark, or Publish ‘Hover’
Much like a LinkedIn profile hover, you can too display screen document whereas hovering on an article, put up, or remark your prospect will acknowledge. When you met the prospect at a networking occasion, hover over the occasion web site in order that they keep in mind the place you met. When you each commented on an article on LinkedIn, and that’s the place you discovered their contact, hover over that article.
At all times attempt to use one thing that ties again to your message and values your prospect. Some examples:
- An article or put up that mentions them
- An article or put up they commented on or shared
- The way you simply discovered them due to their LinkedIn actions
4. Web site ‘Hover’ (Prospect’s Web site)
A simple option to present your prospect that you just’ve taken the time to do some background analysis is to document a video whereas hovering on their firm web site. Earlier than you hit document, take the time to look via the positioning, learn the “about” web page, try a few of the press releases, and have a look at the merchandise.
At all times hover over a web page that ties again to your message. It doesn’t make sense so that you can be speaking concerning the firm’s merchandise once you’re hovering over the ‘careers’ web page. Select probably the most acceptable web page for what corresponds along with your pitch.
Lou Casados from Channel Advisor visited his prospect’s web site and found an issue with their consumer journey. He took the time to provide them a free tip, utilizing the web site hover template, with the hope that they’d arrange a time to study extra.
5. Profitable Buyer Profile or Story
Have you ever labored with a buyer in the same area as your prospect earlier than? Use any success tales to your benefit and reference previous wins when making a chilly name to a brand new prospect.
A technique to take action is to display screen document a LinkedIn profile of one among your clients who has the same title to your prospect. Use this web page to begin your story about the way you helped this buyer with the same ache level and the way you could possibly/would do it once more.
Instance script: “Hello [Name], I do know this isn’t YOUR LinkedIn profile up right here. In reality, that is [customer name] who can also be a [role].
I’m working with them and several other different [role] to [value prop], and I’d like to…”
Professional Tip: When you have earlier advertising supplies or testimonials from previous success tales, make a playlist of these movies so you may ship the playlist to prospects in an organized and easy-to-access means.
6. Information or Milestone ‘Congrats’
Everyone knows why a information or milestone ‘congrats’ message can be seen in a optimistic mild—who doesn’t love slightly recognition from time to time. Present your prospect you’ve made an effort to maintain up with their achievements and congratulate them on their successes. Hopefully, you could be part of that success sooner or later.
Use the identical 5 key factors from the primary template to construct out your speaking script.
7. Answer Present-and-Inform (Quick Teaser!)
Rapidly present and inform how your answer works in a video so the prospect can visualize what you’re providing. This template works finest in case you hold it brief. Hit them with the high-level content material and present sufficient to pique curiosity and make them wish to hop on a name.
Instance script: “Hello [Name], I do know your time is extraordinarily useful, and I genuinely suppose I can assist.
So I took the freedom of constructing this brief video to provide you a transparent sense of precisely what we achieve this you may share along with your group…”
Professional Tip: The most effective acronym to maintain in your toolbox will all the time be KISS: Preserve it Quick, Vendor!
Arthur Castillo took the time to document a fast show-and-tell demo of the Chili Piper product in order that his prospect would know precisely what to anticipate. A bonus of the show-and-tell methodology is that Arthur’s prospect can now share this video with fellow group members to get everybody on board.
8. Selling an Occasion or Webinar
Use a video to ask your prospects to an upcoming occasion or webinar and reap the benefits of the chance for digital networking. It doesn’t must be an occasion that you just’re internet hosting; it might simply be an trade occasion or webinar that you just suppose they could get pleasure from or discover helpful that you just’re additionally attending.
Doing so is an effective way to construct private rapport with out asking for a gathering. It lets them know that you just’re considering of them and in addition reveals that you just worth connections and development.
Professional Tip: File customized movies to your Tier 1 prospects that you just wish to personalize the video for. File one generic video for all others that you could simply share on social media or through e mail.
9. Sharing a Content material Asset, Article, or Weblog Publish
Gross sales prospecting isn’t all the time easy. Generally your foot within the door is earned by gaining belief via a shared expertise or thought.
When you discover an article, weblog, or content material asset that you just discover attention-grabbing and also you suppose could be related to your prospect’s position, don’t be afraid to share it with them. Present a brief recap and your perspective on the content material asset, weblog put up, or current report in a brief video. Bear in mind, shorter is often higher—you’ll hold over half of your viewers till the tip of your video if it’s one to 2 minutes lengthy. That jumps to 62% if it’s underneath a minute.
Contextualize the article to your particular prospects or a key persona and movie a video for every grouping. For instance:
- File customized variations for Tier 1 prospects
- File one generic model for all others
- Publish to your LinkedIn profile and tag prospects who may get pleasure from it
10. Pre-Assembly (or Publish-Assembly) Video
So that you’ve lastly booked that discovery assembly with a prospect! The following step is to make sure they present up and maximize the time by sending a pre-meeting agenda video.
Within the video, let the prospect know what you intend to speak about. This might be a selected product, ache level, or if it’s only a ‘get to know you’ kind of assembly.
This can be a smart way to make sure clear expectations are set for the assembly, so everybody is aware of what can be on the desk.
A post-meeting video could be despatched as a round-up or assembly minutes to seize all the things mentioned. This can be a good factor for everybody to have on file in case you ever must look again on it for a refresher of what was mentioned or determined.
Instance script: “Hello [Name], I hope you’re wanting ahead to our video name tomorrow to debate [topic]!
My objective for this assembly is [goals], and also you’ll have the ability to stroll away with [expectations]. The one massive factor that may actually assist to make sure you get probably the most worth is to [what they need to prepare]…”
Past the Templates–Getting Artistic
Our templates are actually only a slice of framework to assist get you began. When you’ve discovered one which fits your wants, try it out and tailor it to what works finest for you. Get inventive and transcend simply what we’ve proven you right here. Use your expertise within the trade, your humorousness, or your means to movie a video in a singular location. Actually, it may be something that units you aside to assist make a singular video that stands out.
Listed here are a couple of great examples of gross sales reps who’ve used video for gross sales prospecting in a enjoyable and inventive means.
Frank “No matter it Takes” Weschler has eaten the most popular wings to e-book conferences.
His creativity and daring strategy are an enormous think about his success (an enormous a part of what earned him a coveted Video in Enterprise Award). However video is the medium that lets all of that shine.
Don’t Be Afraid to Attempt New Issues
When Chris van Praag was at BabelQuest, he created (and edited) one-to-many movies the place he teaches himself new methods…and wow, did they get consideration.
Share Your Answer to a Prospects Ache Level
Matt Corridor at Woodway UK reveals his prospect a really clear drawback they’ve at this time and highlights how he can assist remedy it.
Take into consideration this: If Frank, Chris, or Matt described what they did in writing as a substitute of displaying it, do you suppose it could have the identical influence?
Mastering the Artwork of Topic Strains and Intro Copy
You would create probably the most superb gross sales prospecting video, however with no nice topic line and intro copy to ship your video, your prospect might by no means watch it. Making a topic line to catch and pique a prospect’s consideration is an artwork kind. And the intro copy is simply as essential. Nonetheless, generally it will get forgotten after we are enthusiastic about delivering and sharing a video. That’s why we’ve rounded up some ideas that can assist you grasp the artwork of topic strains and intro copy.
The Artwork of the Gross sales Topic Line
The topic line is arguably crucial a part of crafting an e mail. It’s what your prospect sees first and what determines whether or not they click on to open the e-mail or click on to ship it to the trash.
It’s crucial that the topic line is obvious. It must also point out that you just’re sending a video within the message because it isn’t apparent earlier than the recipient opens it. The promise of a video can open up new alternatives along with your prospect—gross sales emails containing the phrase “video” within the topic line can assist enhance open charges.
Many gross sales reps wish to put “[VIDEO]” proper at the start of the topic line, then comply with it with a brief worth prop or hook.
In case your prospect was a referral, it’s a fantastic thought to place the identify of your mutual contact within the topic line. For instance, “[VIDEO] Mandy mentioned we must always chat!”
When drafting a topic line, keep in mind to:
- Give attention to sample disrupting and piquing curiosity
- Embrace the phrase ‘video’
- Get inventive and be distinctive!
Listed here are examples of topic strains for prospecting Rebecca at Acme:
- “Acme + Vidyard | Video for You”
- “Rebecca made you this video: Stand out!”
- “54 seconds that might change your life :)”
- “Video about Acme, response charges, & 2021”
- “Rebecca, seeing is believing – made you this video”
The Artwork of Gross sales Intro Copy
The intro copy is a vital a part of a gross sales prospecting e mail. It’s the place you may give your prospect slightly extra details about your video. Particularly, why you’re contacting them and why they need to watch it.
Attempt to pique their curiosity and (subtly) tackle potential considerations like:
- Why are you sending a video?
- Is that this protected to click on?
- How lengthy will this video be? What’s the time dedication?
- Will this truly be useful?
Instance for prospecting Rebecca at Acme:
“Rebecca, as somebody who’s promoting each day, you know the way tough it may be to get the eye of prospects. So I made you this 54-second video to obviously present how I can assist you and others at Acme enhance your response charges. And also you received’t consider the way it ends!”
Use confirmed formulation to create gross sales movies that get outcomes. Get video scripts and e mail templates that work. Obtain Now Time to Get Artistic
Now it’s your flip to check out the templates. Put them to make use of in your gross sales prospecting and discover what video format works finest for you. Take our concepts and run with them, and higher but, tell us what works and join with us on LinkedIn.
