Video messaging is the longer term, and companies comprehend it.
In any case, 80% of individuals would reasonably watch a video than learn textual content!
B2B professionals are slowly, however absolutely, recognizing the persuasive energy of video messages in driving pipeline development and are utilizing movies to stimulate their viewers’ visible nature in new methods. From changing extra leads into purchasers and constructing relationships with prospects, they’re producing beautiful outcomes.
Uninterested in prospecting being troublesome? Video Messaging is your reply.
And we aren’t alone in saying this—Gartner not too long ago endorsed the perks of utilizing movies for pipeline development in a current report the place they explicitly talked about video messaging as an important a part of the tech stack for pipeline development.
Merely put, personalised video, video e mail, and video campaigns are the proper catalysts to drive higher gross sales, conversions, and relationships, turning prospects into prospects.
Why is video messaging part of the tech stack?
Video messaging, an asynchronous type of communication, is an absolute necessity to construct actual and robust relationships along with your prospects. It’s the excellent antidote to nudging prospects and prospects to take the subsequent step of their buyer journey.
Think about this: all of the three previous techs talked about by Gartner are lacking an important factor. Are you able to guess? Properly, it’s the chance to ship your message with a secret weapon—your face! Sure! We people have an innate want to attach and have interaction higher with these we see face-to-face. Subsequently, it’s no shock that Gartner has recognised movies, the subsequent neatest thing to face-to-face communication, as a vital tech stack in two areas inside your gross sales course of – have interaction and qualify.
Have interaction: Neglect the intrusive cellphone calls and lackluster, text-heavy emails—video prospecting matches proper into your gross sales cadence, effortlessly. Set up belief with prospects whereas showcasing your product by way of video in a number of channels, corresponding to LinkedIn video messages, video e mail, personalised gross sales pages, and much more.
Qualify: Movies play an important position in capturing buyer intent as most well-known video platforms present video metrics to get real-time notifications of the video opens, watch charges, demographics, and a lot extra. You can even insert post-roll interactive components to establish if the viewers are resolution makers, gross sales reps, and so on., that will help you resolve on the subsequent steps of your gross sales outreach.
Why aren’t many gross sales reps utilizing video messaging to develop their gross sales pipeline?
In a world the place movies are only a click on away, gross sales representatives and companies are nonetheless hesitant and have an entire bunch of explanation why they shouldn’t use movies. The truth is, Wyzowl‘s newest survey reveals a few them.
From indecisiveness about its effectiveness (13%) to being labeled as a waste of time (23%), companies are discovered with many preconceived notions about the advantages of video. Which one are you?
So does that imply movies are ineffective? No method. Movies being one of many least used channels additionally makes it some of the profitable, thus growing your advocacy of what you say within the movies invariably larger.
Listed here are a couple of stats to vary your perspective of movies:
Take into consideration this: In the identical research by Wyzowl, 18% of video entrepreneurs mentioned they used video for the primary time in 2021. Of those, 38% mentioned it was as a result of it had change into faster and fewer time-consuming to create movies, whereas 43% discovered movies as a vital instrument to maintain up with the dynamic enterprise atmosphere.
Companies which have included movies into their gross sales cycle are reaping the advantages. The truth is, Freshworks, a SaaS Unicorn and a Hippo Video consumer, tackled dipping response charges for his or her e mail campaigns with the facility of movies. The online outcome was a 3x enhance in response charges, 200% enhance within the variety of leads, and 40% shorter gross sales cycle. To know extra on how Freshworks noticed staggering outcomes by incorporating hyper-personalized movies into their gross sales cycle, learn our case research.
Other than its apparent advantages, there are a number of use instances for your corporation as an entire. Nevertheless, let’s look into the benefits it may present in your gross sales groups.
Video messaging helps construct a world-class gross sales group
In the event you’ve ever considered movies as a nice-to-have characteristic with an leisure factor to it, you’re unsuitable. Including the phrase “video” within the video e mail topic line can enhance open charges by 6% – superoffice. Additionally they have the facility to gasoline high-performing gross sales groups whereas creating the atmosphere for higher engagement and buyer retention; subsequently being extremely efficient and assist generate leads with out breaking a sweat!
To study extra on how video emails can be utilized in every gross sales phases, do take a look at our weblog.
Shari Levitin, a famend world gross sales chief and a agency advocate of movies, as a part of our Limitless Webinar collection acknowledged:
“Video is novel. Individuals are intrigued. It’s form of superb. So once more, consider the truth that your prospects are loopy busy. They don’t need to reply their emails any greater than you do. After which impulsively there’s this video that’s shifting and catches their eye they usually’re like, whoa, that’s as novel as the phone was within the 60s.”
So right here is how one can incorporate movies into your group’s on a regular basis gross sales course of:
1. Prospecting – Seize your prospect’s consideration
For the primary interplay with a prospect, one would historically go for a text-based e mail. However do you know solely 23.9% of gross sales emails are opened and your prospects are uninterested in sending your emails to the trash? It’s excessive time gross sales groups spend money on applied sciences that assist them discover extra patrons and enhance each the amount and high quality of these contact factors.
Movies to the rescue! A prospecting video permits the prospects to see you, thus creating a sense that they know you personally. With personalization, you may transfer farther from mainstream personalization specializing in their first title, firm title, and so on., and curate a customized 1:1 video message on set off occasions. Ship messages after they obtain your content material, attend a webinar, have not too long ago obtained a collection of funding, and so forth. Briefly, allow them to know you took the effort and time to conduct sincere analysis on them and that you’ve a strong plan laid out to deal with their ache level(s). Additionally, nobody may have the center to ship a customized video message to trash. 🙂 For extra personalization suggestions, take a look at this resourceful weblog.
2. Comply with-ups – Make your follow-ups memorable with video
Neglect the run-of-the-mill e mail that goes like this: “Hey [name], it’s been some time since we final spoke. I simply needed to ensure you obtained my e mail.” Predictable and lifeless, isn’t it? Spruce up your emails with the magic contact of movies and nudge lifeless offers again to life by partaking them in the fitting method. Start by figuring out prospects that watched your video (by checking the video analytics) however haven’t responded but. Ship them a follow-up e mail after 2 days, reiterating your worth factors and asking in the event that they want any clarifications. Attaching further sources as a video carousel, inviting them to an upcoming occasion and even asking them to register for a free trial to get a really feel of your product are among the methods to get a constructive response.
3. Demo – Add worth to every demo with video
Nonetheless conducting a demo utilizing the normal video conferencing methodology? 4 in 5 customers consider demo movies are helpful in serving to customers perceive complicated services and products. As a substitute of taking on your prospect’s useful time, ship them brief demo movies of your services or products to allow them to be guided into the product by you and never should learn a bunch of texts or sit by means of an extended video name. They save time for each the events and in addition assist them take an knowledgeable subsequent step. Your prospects can revisit the video at their comfort and share it with others concerned within the decision-making course of.
4. Assembly requests – Ask with a video message
Prospects obtain a tonne of emails with assembly requests. Similar to you, a whole lot of gross sales reps could be focused on displaying their merchandise to them by way of e mail. To face out from the gang, use props corresponding to a whiteboard with their title on it, or customise your video background with their social community profile corresponding to LinkedIn profile. It will get them to take discover and settle for your request. Additionally, connect acceptable CTAs so it’s handy in your prospects to ebook a slot in your calendar.
5. Assembly abstract – Reiterate your worth factors with video
A post-meeting video abstract helps you iterate the important thing factors and lay out the subsequent steps, all whereas including a humane contact to them. With 90% of data transmitted to the mind being visible, a video helps them retain key details about the assembly greater than texts do. One other profit is the convenience with which a video might be shared with key resolution makers. This permits extra individuals within the group to get the essence of the assembly first-hand. If prospects’ are in want of further info based mostly on the dialogue, add it as a carousel beneath the video. This fashion they will get further info that helps them make an knowledgeable resolution.
6. Onboarding – Implement heat handoffs with video
Implementing a heat handoff will guarantee your prospects have a clean transition from gross sales consultant to the designated buyer success supervisor. Ditch the introduction by way of text-based e mail and reassure the brand new prospects with a heat welcome by sending them a video e mail to allow them to see you face-to-face; this calms down any inhibitions they could have.
7. No exhibits decreased – Ship prospects a gathering reminder with video
Have you ever scheduled a gathering or a demo with a prospect? As a substitute of hanging round ready for them and losing time, file a fast video as a pleasant reminder at the very least an hour earlier than the scheduled name. It will make it easier to reiterate the advantages of the assembly and what they stand to realize from it. You might additionally embody a fast reference to an organization you helped obtain large success along with your product. With the trouble you’ve put in, it should make them really feel accountable to point out up.
8. Contract clarification – Overview proposals in depth with video
Handhold the prospects by means of every clause within the proposal and iterate the worth they’re getting from the deal. You might additionally current the doc as a video whether it is fairly in-depth. This reassures them that there is no such thing as a potential for sticker shock sooner or later. Additionally, a video proposal provides you the chance to hammer residence a key characteristic your organization actually shines in.
Conclusion
Video is an integral a part of existence. Interval. In the event you’re nonetheless reluctant to embrace the facility of a customized video message, there are various methods it may kill your outdated B2B methods. One factor companies have realized from the pandemic is to embrace digital transformation, because the world is rapidly reeling in direction of a digital trajectory and people who are ready now will face imminent peril.
So take the trace and embrace the magic that video messaging will carry to your buyer interactions, one video at a time.
