We are programmed to be drawn to images and videos rather than just text. When you watch a video, you remember 95% of the message, compared to only 10% when it’s in text form.
With this in mind, if you had to choose between sending a text-based email or a video message, which would you choose? It’s an easy decision.
For this reason, video prospecting is a great tool for businesses looking to generate more leads. You can interact with your audience in a more personal and impactful way, making it easier to build trust and create a connection with prospects.
What is video prospecting?
Prospecting is the art and science of reaching out to people and companies who are not familiar with your product, but you are trying to connect with them because they have shown clear signs of interest.
Since you’re probably not going to be standing outside a prospect’s office waving your arms, there are a few more realistic outreach options to consider: email, cold calling, social media, and texting. The problem is that prospects are often targeted by emails and cold calls, which are often automatically ignored.
Video allows you to take those messages and recreate them through a more engaging medium. The idea is to leverage an outreach method that stands out from the rest, simply by virtue of being unconventional. Of course, in order for prospects to go beyond clicking, your prospecting videos need to present a clear story and striking visuals. These videos should encourage your prospects to interact and connect with your message. You can send prospecting videos through any digital channel your team uses to reach out to prospects.
When to use video prospecting in sales
Video prospecting is a versatile method of communicating with people, offering a variety of use cases:
Cold approach
Make cold emails and messages more personal with engaging videos. Your personalized communication can connect directly with your prospect and set you apart from the crowd.
Recontacting
Has it been a while since you sent an email to a prospect? Send a video to rekindle the sales process. Mention improvements, new features, and other relevant information that can generate interest.
Product demonstration videos
Show what your product can do firsthand by offering an immersive video experience. Prospects will immediately identify personal use cases that can benefit their company.
Monitoring and summaries
If a prospect answers you with a key question, you can easily and thoroughly respond by recording a video and showing examples on your screen. Additionally, you can send summaries of what you’ve already discussed and what prospects can do to move forward.
Benefits of video prospecting
There are several benefits to sending personalized video messages to prospective customers. You can quickly improve B2B and B2C sales by adopting video to address your offer, pain points, and the unique needs of each prospect.
Below are just nine benefits of personalized videos in sales:
It’s more personal than an email
Let’s be honest, whether it’s a cold or warm email, most people view it as spam (or something very close to it). It’s not easy to grab someone’s attention, let alone make a meaningful connection with your prospects.
You can deliver quick, personalized videos introducing yourself and your product offering. When a prospect watches it, they’ll get a more intimate message from you rather than a standard email. Plus, seeing you face-to-face adds a personal connection.
Collaboration between sales and prospects
When you use video prospecting technology, collaborating with others is quick and easy. You can send a prospecting video with calls to action, additional notes, and more information. If the prospect has a question, they can easily interact with the video for you to answer. This creates a faster sales process and helps you improve your sales process.
Trust and credibility
If you read an email, you might trust the sender. But, if you’re like most people, you’ll spend more time investigating whether the person is real than whether their offer is worth your time and money.
As a salesperson, you also build credibility. It’s hard to fake authentic emotions in front of the camera. Whatever you capture, the prospect experiences firsthand. By introducing yourself and your offering, you convey authority in your industry, bringing you one step closer to the sale.
Simplify complex ideas
Videos are, without a doubt, the best form of media to explain complex ideas. Speaking rather than writing forces you to condense and simplify the processes and concepts you are trying to describe. The video format allows you to show and express concepts in a multi-dimensional way.
- You can draw on your screen or show slides
- Viewers can read subtitles and transcripts, and adjust the speed
- You can take advantage of numerous features that enable a holistic way of communicating complete sales presentations and value offerings.
More engaging communication
Videos make sales prospecting more personal and include many ways to collaborate. With a variety of ways to consume and adjust videos, consumers can listen to your pitch and respond however they prefer.
You can also encourage prospects to watch your video despite their doubts. Prospects get a taste of what you’re saying and will likely listen to you in a similar way to how a subject line in an email gives clues about what to expect.
Improve reach and accelerate the sales cycle
As you get better responses with video prospecting, you improve your outreach strategy. You can speed up your sales cycle with more responses and better communication.
Sales teams can save time by providing details in videos before live meetings. Prospects will be further along when you meet them in person with the additional context you’ve already shared with them.
Plus, your videos can speed up onboarding and optimize usability. Prospects get all the information they need to successfully use your product or service. It’s a resource they can refer to whenever they want to come back to it.
