I don’t must let you know that video is a necessity; I’m certain you’ve already gathered that.
What I can let you know from first-hand expertise is there isn’t a mixture extra highly effective than video and your sales team.
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Using video in every stage in the sales process is important, but it surely’s most important throughout your “join” section. That is once you attain out to individuals who have requested extra info, or prospects who’re attainable good suits.
If prospecting is your accountability, you have to be welcoming video with open arms.
Our crew, and people we coach, have discovered it not solely makes each interplay extra significant but additionally makes closing extra environment friendly.
With that mentioned, beneath I will share 4 methods you possibly can extra successfully use video in your gross sales prospecting.
However wait, why do you want video?
Why does video make a distinction relating to prospecting?
Effectively, general, video makes your introductions extra human. It permits somebody to see your mannerisms, hear your voice, and really feel like they’ve “met” you with out ever really doing so.
Positive, the particular person you are speaking to is aware of you are a human on the opposite finish of the telephone line or electronic mail too, however seeing somebody over video will be as highly effective as assembly somebody in particular person.
This additionally units the expectation of video within the gross sales course of proper off the bat and units us as much as establish trust with the prospect a lot faster.
Suggestions for utilizing video in gross sales prospecting
1. Make use of a gross sales video instrument
You doubtless have a video instrument in your pc and naturally your telephone has a digicam, however we have discovered it is useful to make the most of a instrument constructed for gross sales.
There are fairly a couple of on the market, like Wistia or Biteable, however our private favourite is Vidyard.
Via Vidyard, you are capable of document immediately in your browser, share your display, and drop a video thumbnail proper into emails or LinkedIn,
Vidyard makes recording and sharing video even simpler than typing out an electronic mail. (And what salesperson would not like effectivity, am I proper?)
You may also use the Vidyard dashboard to monitor analytics like how a lot of a video individuals are watching, and the way many individuals are clicking via to your assembly hyperlink. One other superior function of Vidyard is the notification you get when somebody watches a video.
Be aware: The free model of Vidyard caps the variety of views you possibly can monitor at 15, however this ought to be sufficient for many gross sales interactions.
All-in-all, you desire a video instrument that’s going to make it straightforward so that you can ship movies and monitor your efforts so you possibly can proceed to enhance your video outreach.
2. Stroll via the worth you possibly can carry
In his HubSpot Pipeline Generation Bootcamp, Dan Tyre focuses on find out how to finest make the most of video to get a prospect‘s consideration and get a join name scheduled.
It is vital that your first video interplay would not come throughout too salesy, so Dan suggests you present the prospect the distinctive worth you possibly can carry to them. This preliminary video ought to be the place you present some recommendation and fast wins for the prospect — based mostly on the ache level they is perhaps going through.
Doing this exhibits the experience and worth that you simply carry to the desk so you possibly can start constructing a relationship with them.
Utilizing advertising and marketing companies for instance, Dan suggests doing a video display share of the prospect’s web site and declaring a few areas for enchancment, and a few fast wins they will implement.
From there, allow them to find out about your organization and why you might be within the place to offer them that recommendation.
GIF from an instance with my IMPACT teammate, Mike
One other instance is to tug up the prospect’s LinkedIn.
You have got a restricted period of time to maintain your lead’s consideration. With this strategy, they’re going to see you may have their web page pulled up within the video thumbnail and be intrigued to look at and work out why.
GIF from an instance with me
It is best in case you can showcase your worth in a minute or much less. (Sure, it’s doable.) Simply hold your video to the purpose and keep away from filler phrases and fluff.
One other means we coach purchasers to make their movies stand out is discovering one thing you may have in frequent, or one thing you possibly can point out, to indicate you took the time to be taught slightly bit about them.
For instance, in case you went to the identical faculty or converse the identical languages.
Lastly, don’t forget to offer them a call-to-action (CTA) in your video.
You wish to make it straightforward for them to take motion — like guide a gathering in your calendar immediately. With Vidyard, Wistia, and different instruments, you possibly can embody a CTA to make sure you make it a seamless subsequent step.
3. Incorporate a whiteboard
As you would see within the LinkedIn instance above, one way to really ensure someone watches your video is to make sure the thumbnail stands out.
To perform this, we suggest incorporating a whiteboard.
This exhibits prospects you are not sending out a mass video to an inventory of contacts, however that you simply really took the time to document a video only for them.
In your whiteboard, attempt to all the time put the prospect’s title. That means they know instantly the video was recorded particularly for them.
You might also wish to embody a ache level, which exhibits them you realize what they’re going through and also you’re in all probability about to speak about it within the video.
How do I match all of that right into a small whiteboard area? I might suggest getting a two-sided whiteboard to be able to flip between the 2 messages.
That is excellent once you create a GIF along with your video thumbnail so instantly your lead can see each messages.
4. Embrace ‘video’ in your message topic line
If somebody sees a video in an electronic mail they’re very more likely to watch it.
In reality, an preliminary electronic mail with a video can see a click-through enhance of as much as 96%, however in fact, you could get them into that electronic mail within the first place.
Getting folks to open emails right this moment is a science, however there’s a simple system to observe: Always include somewhere in the subject line. Easy as that.
On common, together with the phrase “video” within the topic line elevated open charges from 7% to 13% on average in keeping with SwitchVideo. Generally folks simply have to know there’s one thing to look at and they’ll!
Bonus tip: Do not restrict this to only electronic mail
Being in gross sales, I am certain you might be no stranger to using social media to prospect, especially LinkedIn.
We have discovered that, in case you aren’t capable of join via electronic mail, sending a request to somebody on LinkedIn and together with the video you recorded within the message is a good way to get seen.
Take into consideration the variety of messages you get on LinkedIn — are you able to depend the variety of video messages you’ve got acquired on each fingers? Most likely not.
This tip will provide help to stand out considerably from the competitors and convey much more which means to the connection you make.
Video is the key to extra profitable gross sales prospecting
Video can appear daunting at first, however it’s in all probability one of many best issues you are able to do to drive extra enterprise.
The good factor is you will not must provide you with new materials to document many of those movies. You recognize out of your gross sales conversations what folks discover priceless, frequent ache factors, and methods you possibly can assist.
What will take slightly work is determining find out how to seize all of it in a brief video and personalizing it to resonate with the prospect at hand.
Long run, it should prevent time from the mundane process of writing gross sales emails, however it should even be the factor that makes you stand out out of your competitors.
These straightforward suggestions as soon as carried out can have you in your approach to successfully incorporating video in your prospecting and join calls.
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