Outreach is f@*#ing onerous. Chilly outreach particularly so. Video prospecting may help you break by way of the noise, get a response, and e-book that assembly.
You’ve discovered a great prospect. You’ve completed your homework. Now it’s time for outreach. However methods to seize their consideration? When Frank Weschler was a Gross sales Improvement Rep at Dynamic Sign, the reply was straightforward: 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 scorching wings to go. Produced from ghost peppers, the corporate’s Blazin’ wings measure in at 350,000 items on the Scoville scale.
Frank hit report 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.
For sure, he booked the assembly.
In fact, video isn’t all that made Frank’s pitch stand out. His creativity and daring method had been an enormous think about his success (and a giant a part of what netted him a coveted Video in Enterprise Award). 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 electronic mail, or despatched a photograph after consuming one, it wouldn’t have had practically the identical impression as watching him wrestle to share his pitch in real-time.
There’s a basic reality that each one gross sales reps know: Outreach is f@*#ing onerous. Chilly outreach particularly so.
Video may help you break by way of the noise, get a response, and e-book that assembly.
Watch and Be taught
Need to watch as a substitute of studying? We made a video model of this weblog with all of the video prospecting 101 ideas it’s essential to be taught extra about video as a part of your outreach.
Contents
1. Video Prospecting Definition: What’s It?
2. Why Ought to I Hassle Prospecting with Video?
3. When Ought to I Use Video Prospecting?
4. How Do I Make a Prospecting Video for B2B?
4.1 Select Your Timing
4.2 Analysis Your Prospect
4.3 Resolve What Sort of Video to Use
4.4 Write Your Script (or Use Certainly one of Ours)
4.5 Document Your Video
4.6 Choose an Consideration-Grabbing Thumbnail
4.7 Write Supporting Message Copy
4.8 Embrace a CTA
5. What Are Some Finest Practices for Video Prospecting?
5.1 Maintain it Brief
5.2 Dedicate Time Blocks for Video Recording
5.3 Ship Out Account-Degree Movies for Key Accounts
5.4 Group Leads and Document One Video for A number of Recipients
5.5 Leverage a Folder of Pre-Recorded Movies
5.6 Don’t Be Afraid to Get Artistic
Video Prospecting Definition: What’s It?
So, what’s video prospecting precisely? It’s outreach that comes with video. It may be completed by way of electronic mail, social media, and even textual content message.
Video prospecting makes use of video messages as a basic element of the outreach to seize a potential buyer’s 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 instrument, a webcam, and a bit little bit of observe.
Free Video Prospecting Instrument Simply report and share prospecting movies.
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Why Ought to I Hassle Prospecting with Video?
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, normally) 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)
Internet a Larger Click on-By means of—emails that include 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)
Acquire 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 sooner and simpler. How? Unsurprisingly, gross sales reps spend 21% of their day writing emails.
Whether or not you’re recording a fast video reasonably than writing out an extended message or including a pre-recorded video to spice up an electronic mail, video is a giant time saver.
Private video permits us to showcase our persona and create that vital human connection. In contrast to a telephone name or an electronic mail, a private video is memorable and places a face to a reputation. So even in case you do find yourself on a telephone name with a prospect, the decision is simply that a lot better.
Roger Bernardino1HuddleVP of Enterprise Improvement
However video doesn’t simply assist in the messaging part. It’s additionally a key tactic relating 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 prone to have significant conversations with choice makers. Video makes that simpler too. How?
A video instrument constructed for gross sales (like Vidyard) really notifies reps when prospects have watched their movies—in actual time. Meaning you’ll be able to observe up precisely when your prospect’s most engaged.
Join, Convert, and Shut Extra Offers Simply create and share 1-to-1 movies.
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Satisfied? Learn on to be taught extra about when and 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 take advantage of 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 seems like a pure match for video, and check, check, check to see what works.
Determining the place to make use of video prospecting comes right down to serious about the elements of your course of that might profit most from face-to-face interplay.
In lots of circumstances, precise in-person conferences merely aren’t attainable. Video is the right digital substitute for face time—it builds equally sturdy connections, however at a fraction of the associated fee, time, and energy.
Video prospecting typically works properly 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 selling content material
All of it relies on your course of, your enterprise, and your potential clients. Take a look at video in quite a lot of totally different factors in your cadences to see the place it really works greatest.
Gross sales Video Scripts and E mail Templates Use confirmed formulation to create gross sales movies that get outcomes. Get video scripts and electronic mail templates that work. Obtain Now
How Do I Make a Prospecting Video for B2B?
Creating prospecting movies is almost as straightforward as choosing up the telephone. Plus it’s simpler and extra environment friendly.
1. Select Your Timing
Earlier than you get into making your precise video, it’s essential to take into consideration the place it matches in your prospecting cadences. Will or not it’s your first outreach? A follow-up nudge? A wake-the-dead effort?
As soon as you recognize the place your video belongs within the gross sales course of, then you’ll be able to keep it up with really making it.
Professional Tip:Gross sales emails containing video despatched inside the second and twentieth days of a cadence resulted in considerably increased 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, it’s essential to know your prospect earlier than you ship them a prospecting video.
Who’re they? What’s their title? What stage of the group are they? What are their tasks, challenges, and ache factors?
As soon as you recognize this stuff, then you’ll be able to craft a pitch that reveals how your answer helps.
Be taught From the Execs
This video prospecting instance from Vidyard’s Diana Huynh reveals the facility of fine analysis. Coated in sticky notes that talk to her prospect’s ache factors, it’s clear Diana has completed her homework.
3. Resolve What Sort of Video to Use
There are three several types of gross sales movies. Earlier than you make yours, it’s important 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’ll be able to 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
Several types of gross sales movies work properly at totally different factors in your cadences.
Be taught From the Execs
Vidyard’s Gunjan Marwah 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 telephone script or speaking factors that you simply usually use, this will likely be very easy. Don’t fear although, it’s not powerful even in case you don’t.
If you have already got a telephone script, take into consideration what visible components you might add or how you might adapt it to work for video.
When you don’t, this easy framework is an effective solution to begin serious 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
Goal: Clarify why you’re reaching out
Subsequent Steps and CTA: Encourage them to e-book a gathering
Thank You: Present gratitude by thanking them for watching
When you’re feeling caught, begin with one among our gross sales script templates and fill within the blanks to your distinctive answer, worth prop, and advantages. Then, use our free video script timer instrument to learn how lengthy your completed video will likely be.
Grasp Video for Gross sales In simply 20 minutes, you’ll be able to achieve the basics to successfully promote utilizing video Join Free
5. Document Your Video
This may really feel just like the scary half however simply bear in mind: Small “imperfections” are what folks have a tendency to like most about one-to-one customized video.
Don’t be afraid to stumble over your phrases sometimes.
When you’re nervous, there are a couple of easy issues you are able to do to get extra comfy 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.
Maintain your video conversational and pure. When you stammer, who cares? Folks find it irresistible once you’re your genuine self.
Adam RatajHubSpotGross sales Supervisor Mid-Market
For greatest outcomes, observe a couple of video manufacturing fundamentals:
Use the perfect lighting obtainable—if attainable, sit close to a window for pure gentle
Get the clearest sound attainable—folks can forgive unhealthy video, they hardly ever forgive unhealthy audio
Select your recording location rigorously—keep away from muddle and distractions
Keep in mind, it doesn’t should be excellent. Do the perfect with what you could have obtainable. Generally the scrappiest options work the perfect.
Be taught From the Execs
Vidyard Industrial Account Government Alana Couzelis nails the video manufacturing fundamentals on this A+ prospecting video instance.
6. Choose an Consideration-Grabbing Thumbnail
Your video’s no good if nobody watches it. That’s the place your thumbnail is available in. It entices the viewers to click on play.
That’s why it’s crucial to select 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 all the time 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 good friend 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 Improvement Consultant
In relation to one-to-one video prospecting messages, this could 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 write down the prospect’s title.
Think about using an animated GIF—the motion is difficult to disregard. When you’re doing this, think about smiling and waving firstly of your video so the very first thing your prospect sees is a pleasant smiling face.
Be taught From the Execs
Who may resist this colourful, private, animated thumbnail? The visuals draw you in, then Candace Jue, former Vidyard Senior BDR, does an important job of delivering her message in solely a minute.
As with all different elements of your video, check what works greatest.
7. Write Supporting Message Copy
Video’s highly effective, however it could actually’t stand fully alone. Remember to name consideration to it proper from the outset.
Actually, utilizing the phrase “Video” in an electronic mail topic line boosts open charges by 19%, click-through charges by 65%, and reduces unsubscribes by 26%.
You’ll need to point out your video within the message’s physique copy as properly. Remember to embrace a short intro in your electronic 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 Be taught
On this episode of Gross sales Stage, Vidyard’s video sequence by and for gross sales reps, co-hosts Reva Pellerin and Jimmy Gagnon focus on what’s scorching—and what’s not—in prospecting.
They debate texting prospects, spotlight some techniques their groups have carried out just lately, and share a few of the outreach they obtained that caught their consideration.
Take into consideration the place your video thumbnail belongs in your message too. Finest observe is to write down a line or two that’ll seem earlier than and after your video.
When you’re in search of a jumping-off level, SalesLoft analyzed greater than 134 million emails to see what labored. They discovered that groups who place movies after the primary 10% of electronic mail copy however earlier than the midway level see the most important improve in replies.
There was additionally a bump for reps who included the video on the very finish of their message, comparable to within the postscript.
And, in fact, be sure you embrace some type of name to motion (CTA) and log out.
8. Embrace a CTA
Each gross sales message ought to direct the prospect to take the subsequent steps and your video prospecting isn’t any totally different.
Remember to 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 electronic mail,” within the video.
Be taught From the Execs
Adam Rataj, HubSpot Gross sales Supervisor Mid-Market, demonstrates an efficient in-video CTA on this fast recording that he sends to individuals who’ve signed up for HubSpot’s free product.
Or, take issues to the subsequent stage by utilizing a plugin so as to add a calendar CTA so prospects can e-book a gathering instantly out of your video.
And don’t neglect to reiterate your subsequent steps in your video’s supporting message copy. The motion you need prospects to take subsequent needs to be crystal clear.
What Are Some Finest Practices for Video Prospecting?
When you’re up and operating, there are a couple of easy issues you are able to do to make sure you get probably the most bang to your buck out of video.
Maintain it Brief
In relation to prospecting movies, shorter is sort of all the time higher. Chilly outreach movies needs to be round 30 seconds lengthy as much as 60 seconds most.
This implies it’s important to concentrate on an important a part of your message.
It’s a great way to point out you respect the prospect’s time. Plus, persons are extra prone to watch your whole video if it’s shorter.
Whereas 45% of individuals will watch a video all over, no matter size, simply over half will stick round to the top if it’s lower than 60 seconds lengthy, based on analysis from our 2021 Video in Enterprise Benchmark Report.
Common Engagement for Totally different Lengths of Video
Chart by way of the 2021 Video in Enterprise Benchmark Report.
Dedicate Time Blocks for Video Recording
Whereas it’s completely okay to report 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 report all of them in a single time block.
This lets you get your recording spot arrange as soon as and helps you get you within the video making zone. When you’re warmed up, it’ll take no time in any respect to report dozens of movies at a time.
Ship Out Account-Degree Movies for Key Accounts
Whether or not your organization does account-based advertising and marketing or not, this can be a concentrating on tip that’ll up your video effectivity.
When you’re prospecting a bunch of individuals inside the identical firm, you don’t have to report a private, one-to-one video message for every one.
As an alternative, make a single video that’s custom-made to the group (or perhaps a workforce inside it) and their particular wants. Ship it to your whole contacts in that org.
This can be a nice solution to hold issues customized and private, however do it at scale.
Group Leads and Document One Video for A number of Recipients
Odds are, your leads have quite a bit in widespread. Title, job perform, business, perhaps even first title.
When you sit down forward of recording and group leads collectively based mostly on widespread attributes, you might be able to report one video that works for a number of folks, whereas nonetheless feeling custom-made 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 operating by way of the identical mini-demo script, think about recording a model of that video that you would be able to hold helpful in your library.
Once I began getting the identical questions again and again, I created one video and despatched it to folks… I ship one video reasonably than drafting up a particularly complicated electronic mail that’s going to be revised a number of instances after I reread it and reread it. Or I may simply clarify it on a fast video, ship it their approach, they usually’re joyful as a clam.
Adam RatajHubSpotGross sales Supervisor Mid-Market
It’s also possible to benefit from marketing-created movies, like explainers and demos.
This method means you’ll be able to ship out that pre-recorded video anytime you want it, reasonably 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 Artistic
Artistic movies are typically probably the most attention-grabbing and infrequently get the perfect reactions. Prospects can’t resist replying when reps do one thing really outdoors the field.
We attempt to all the time hold it very actual and pure. For example, a BDR could also be taking pictures a name recap and different workforce members will do a fly-by; photobomb into the body to say ‘hello’. It helps clients 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 (as an example, by sporting a jersey from their favourite sports activities workforce), or wishing them a cheerful birthday/vacation/and so forth. with some type of prop.
It can be as elaborate as sporting 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 Really (sure, it labored).
Be taught From the Execs
On this glorious video prospecting instance, Terminus’ Morgan Gillespie makes use of her prospect’s ardour to ship an important analogy with an impossible-to-resist thumbnail.
What are you ready for? Give video prospecting a strive at present and reap the advantages.
Free Video Prospecting Instrument Simply report and share prospecting movies.
Get It Free
This put up was initially revealed on January 23, 2019. It was up to date on March 2, 2022.
