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Outreach is f@*#ing exhausting. Chilly outreach particularly so. Video prospecting might help you break via the noise, get a response, and guide that assembly.
You’ve discovered an excellent prospect. You’ve achieved your homework. Now it’s time for outreach. However find out how 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 via the noise.
That’s why he drove to one in every of 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 document on a one-to-one video message and began to eat. As soon as he was down a wing, he delivered his pitch—via laughter, tears, and near-choking.
Evidently, he booked the assembly.
In fact, video isn’t all that made Frank’s pitch stand out. His creativity and daring strategy have been an enormous consider his success (and an enormous 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 e mail, or despatched a photograph after consuming one, it wouldn’t have had almost the identical affect 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 exhausting. Chilly outreach particularly so.
Video might help you break via the noise, get a response, and guide that assembly.
Need to watch as an alternative of studying? We made a video model of this weblog with all of the video prospecting 101 suggestions you should 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 Kind of Video to Use
- 4.4 Write Your Script (or Use Considered one of Ours)
- 4.5 File Your Video
- 4.6 Choose an Consideration-Grabbing Thumbnail
- 4.7 Write Supporting Message Copy
- 4.8 Embody a CTA
- 5. What Are Some Finest Practices for Video Prospecting?
- 5.1 Maintain it Quick
- 5.2 Dedicate Time Blocks for Video Recording
- 5.3 Ship Out Account-Degree Movies for Key Accounts
- 5.4 Group Leads and File One Video for A number of Recipients
- 5.5 Leverage a Folder of Pre-Recorded Movies
- 5.6 Don’t Be Afraid to Get Inventive
Video Prospecting Definition: What’s It?
So, what’s video prospecting precisely? It’s outreach that includes video. It may be achieved by way of e 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 just a little little bit of apply.
Free Video Prospecting Instrument Simply document 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, basically) 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 Increased Click on-By—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 usually 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 fairly than writing out an extended message or including a pre-recorded video to spice up an e mail, video is an enormous time saver.
Private video permits us to showcase our persona and create that vital human connection. Not like a telephone 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 telephone 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 the case of follow-up.
Each gross sales rep is aware of how a lot timing issues. The truth is, reps who attain leads inside an hour are 7x extra prone to have significant conversations with determination makers. Video makes that simpler too. How?
A video instrument constructed for gross sales (like Vidyard) truly notifies reps when prospects have watched their movies—in actual time. Which means you’ll be able to comply with 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 find out how 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?” will 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 appears 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 all the way down to fascinated by the components of your course of that may profit most from face-to-face interplay.
In lots of instances, precise in-person conferences merely aren’t potential. Video is the proper digital substitute for face time—it builds equally robust connections, however at a fraction of the fee, time, and energy.
Video prospecting usually 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
All of it is determined by your course of, your enterprise, and your potential clients. Take a look at video in a wide range of completely different factors in your cadences to see the place it really works greatest.
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 sort of as simple 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, you should take into consideration the place it matches in your prospecting cadences. Will it’s your first outreach? A follow-up nudge? A wake-the-dead effort?
As soon as the place your video belongs within the gross sales course of, then you’ll be able to keep on with truly making it.
Professional Tip:Gross sales emails containing video despatched throughout the second and twentieth days of a cadence resulted in considerably larger 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, you should 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 duties, challenges, and ache factors?
As soon as these items, then you’ll be able to craft a pitch that exhibits how your answer helps.
This video prospecting instance from Vidyard’s Diana Huynh exhibits the ability of fine analysis. Coated in sticky notes that talk to her prospect’s ache factors, it’s clear Diana has achieved her homework.
3. Resolve What Kind of Video to Use
There are three several types of gross sales movies. Earlier than you make yours, it’s a must 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 via one thing as you’ll be able to present in addition to inform
- Playlist: Glorious for including a private intro to a pre-recorded video or curating a group of movies for a prospect to view
Various kinds of gross sales movies work effectively at completely different factors in your cadences.
Vidyard’s Gunjan Marwah grabs her prospect’s consideration with this eye-catching display 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 Considered one of Ours)
When you have a telephone script or speaking factors that you just sometimes use, this might be very easy. Don’t fear although, it’s not powerful even should you don’t.
If you have already got a telephone script, take into consideration what visible components you can add or how you can adapt it to work for video.
For those who don’t, this easy framework is an effective technique to begin fascinated by 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
- Objective: Clarify why you’re reaching out
- Subsequent Steps and CTA: Encourage them to guide a gathering
- Thank You: Present gratitude by thanking them for watching
For those who’re feeling caught, begin with one in every of 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 the way lengthy your completed video might be.
In simply 20 minutes, you’ll be able to acquire the basics to successfully promote utilizing video Enroll Free 5. File Your Video
This may really feel just like the scary half however simply 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.
For those who’re nervous, there are a number of easy issues you are able to do to get extra snug on digicam. The largest one is apply. The extra you do it, the better it turns into and the extra pure it’ll really feel.
Maintain your video conversational and pure. For those who stammer, who cares? Folks adore it if you’re your genuine self.
Adam RatajHubSpotGross sales Supervisor Mid-Market
For greatest outcomes, comply with a number of video manufacturing fundamentals:
- Use the most effective lighting accessible—if potential, sit close to a window for pure mild
- Get the clearest sound potential—individuals can forgive dangerous video, they not often forgive dangerous audio
- Select your recording location rigorously—keep away from litter and distractions
Keep in mind, it doesn’t must be excellent. Do the most effective with what you may have accessible. Generally the scrappiest options work the most effective.
Vidyard Industrial Account Govt 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 essential to select an excellent 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 or write their identify on a whiteboard. I at all times say their identify, 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 immediate rapport. It’s a surprisingly low effort on my half, but it surely has a huge impact. I’ve solely had constructive suggestions.
Michelle SuJostleAdvertising and marketing Growth Consultant
In terms of one-to-one video prospecting messages, this may imply together with one thing that highlights that you just made the video only for them. A number of reps like to make use of a whiteboard, chalkboard, or magnet board to write down the prospect’s identify.
Think about using an animated GIF—the motion is difficult to disregard. For those who’re doing this, contemplate smiling and waving initially of your video so the very first thing your prospect sees is a pleasant smiling face.
Who might resist this colourful, private, animated thumbnail? The visuals draw you in, then Candace Jue, former Vidyard Senior BDR, does an awesome job of delivering her message in solely a minute.
As with all different components of your video, take a look at what works greatest.
7. Write Supporting Message Copy
Video’s highly effective, however it may’t stand utterly alone. Remember to name consideration to it proper from the outset.
The truth is, utilizing the phrase “Video” in an e mail topic line boosts open charges by 19%, click-through charges by 65%, and reduces unsubscribes by 26%.
You’ll wish to point out your video within the message’s physique copy as effectively. Remember to embrace a short intro in your e mail copy earlier than dropping in your video thumbnail. Use this textual content to supply some context about what the video’s about so prospects know why they need to watch.
On this episode of Gross sales Stage, Vidyard’s video collection by and for gross sales reps, co-hosts Reva Pellerin and Jimmy Gagnon focus on what’s sizzling—and what’s not—in prospecting.
They debate texting prospects, spotlight some ways their groups have applied 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 apply is to write down a line or two that’ll seem earlier than and after your video.
For those who’re on the lookout for 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 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, resembling within the postscript.
And, after all, ensure you embrace some type of name to motion (CTA) and log out.
8. Embody a CTA
Each gross sales message ought to direct the prospect to take the following steps and your video prospecting is not any completely different.
Remember to embrace a CTA, each in your video and in your supporting copy. The video CTA will be so simple as you saying, “Reply to this e mail,” within the video.
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 following stage through the use of a plugin so as to add a calendar CTA so prospects can guide 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 needs to be crystal clear.
What Are Some Finest Practices for Video Prospecting?
When you’re up and operating, there are a number 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 Quick
In terms of prospecting movies, shorter is nearly at all times higher. Chilly outreach movies needs to be round 30 seconds lengthy as much as 60 seconds most.
This implies it’s a must to give attention to a very powerful a part of your message.
It’s a great way to indicate you respect the prospect’s time. Plus, individuals are extra prone to watch your whole video if it’s shorter.
Whereas 45% of individuals will watch a video during, 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 Completely 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 document movies all through the day as you want them, you’ll be rather more environment friendly if you determine what movies you’ll want that day (or week) and document 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 document 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, it is a concentrating on tip that’ll up your video effectivity.
For those who’re prospecting a gaggle of individuals throughout the identical firm, you don’t must document a private, one-to-one video message for each.
As an alternative, make a single video that’s personalized to the group (or perhaps a crew inside it) and their particular wants. Ship it to your entire contacts in that org.
It is a nice technique to preserve issues customized and private, however do it at scale.
Group Leads and File One Video for A number of Recipients
Odds are, your leads have quite a bit in frequent. Title, job perform, trade, perhaps even first identify.
For those who sit down forward of recording and group leads collectively based mostly on frequent attributes, you could possibly document 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 needs to be customized recorded proper at that second.
If you end up answering the identical query usually or operating via the identical mini-demo script, contemplate recording a model of that video which you can preserve helpful in your library.
Once I began getting the identical questions time and again, I created one video and despatched it to individuals… I ship one video fairly than drafting up a particularly advanced 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 approach, and so they’re blissful as a clam.
You may as well make the most of marketing-created movies, like explainers and demos.
This strategy means you’ll be able to ship out that pre-recorded video anytime you want it, fairly 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 most effective reactions. Prospects can’t resist replying when reps do one thing actually outdoors the field.
We attempt to at all times preserve it very actual and pure. For example, a BDR could also be taking pictures a name recap and different crew 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 crew), 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).
On this glorious video prospecting instance, Terminus’ Morgan Gillespie makes use of her prospect’s ardour to ship an awesome analogy with an impossible-to-resist thumbnail.
What are you ready for? Give video prospecting a attempt at present and reap the advantages.
Free Video Prospecting Instrument Simply document 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.
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