How to Start Using Video Prospecting for Sales Outreach

Video prospecting tools are software that uses video to help you engage with prospective clients in a more genuine and meaningful way. Using a video prospecting tool also saves time, and they are what you use for video prospecting. Video prospecting is an innovative sales approach that uses videos created by sales teams to connect for the first time with prospects and clients. It has great results in more visibility, better engagement and ultimately a more effective sales cycle management.

Since there is a vast array of sales pitches from different brands offering the same products, your pitch must be uniquely different and captivating to stand out from these other brands. Video prospecting gives you the chance to create a sales pitch the lead won't resist, which will end up with them wanting to engage further with you and your product. And if you haven't started using video prospecting tools as a part of your sales strategy, you should start now.

Why Is Video Prospecting Important?

Video prospecting is a more genuine and personalized approach to sales. Whether you're using a real-time method or a pre-recorded clip, it gives the prospect a face and voice behind the message, and it also gives you ample time to explain the service you're rendering and its value to the prospect.

When done the right way, video prospecting is one of the most effective tools a company can use to close deals. It is usually specific to a prospect, which generates the prospect's interest and also creates awareness about the products or services rendered.

Features of video prospecting include:

• It makes your sales pitch more genuine and natural
• The face to face approach leaves enough chance to try your best on converting the prospect
• Creates a smooth, friendly yet professional interaction process
• You can answer both asked and unasked questions and clear misunderstandings about the brand and products.
• It makes you stand out from other brands.

These factors are why video prospecting results in an increase in open rates, response rates, closes more deals, and creates a competitive advantage.

How to Start Using Video Prospecting for Outreach

If you don't use this strategy effectively, then it won't work, which is why there are some things to keep in mind before you start using videos for sales enablement, they are:

Choose Your Timing

Timing is essential, if you don't send the video at the moment they are in dire need of your services, and some other brand does, it is very likely the prospect will close a deal with that other brand at that moment, and they will dismiss your sales pitch. Also, if the pitch is your first outreach, a follow-up to convince further the prospect of the one sent at the moment of dire need, you can see how the specific timing for this needs to be taken note of. Video prospecting is not about spamming people with video.

Research Your Prospect

Before you pitch to a prospect, be sure to have detailed research on the prospect, who they are, responsibilities, challenges, needs. Having an idea of who the prospect is, what he needs will help you create a pitch tailored specifically to him. This way, you can channel your pitch to provide value and on a more personalized approach.

Record Your Video

This part scares a lot of people, don't try to be perfect, be your original self. A lot of people prefer that to perfect speeches. To relax before the camera, you have to practice though, it shouldn't be necessarily perfect, but it shouldn't be half-baked either. Also, use the best lighting available for the video, ensure the sound is clear and audible, and try to avoid clutter or forms of distraction in your recording location.

Video templates created specifically for the purpose of your video can prove a great advantage to scale up the recording process. Even the best speaker can spend no less than an hour creating their first personalized video. With video templates, a 2 minutes video can be broken down into particular video frames to repeat or reproduce according to your video storyboard - leveraging storytelling all while using technology at the core.

Choose or Create an Attention-Grabbing Thumbnail for the Client

You can choose from the several templates created specifically from you or have the CSM expert team design a free customized thumbnail. That way, the client will know that the message is specifically made for them.

Write Supporting Message Copy

As effective as a video is, it requires backup. A brief introduction in the email body gives the prospect a hint of what to expect in the video. Also, using the word "video" in the subject line increases the open rate.

Include a CTA

Call to action (CTA) phrases are used to direct the prospect to respond in a specified manner to the message in the video. When you’re clear on the next steps and the value to your viewer, you’re more likely to move faster with the conversation.

Tips to Creating a Compelling Video Pitch for Your Client

Keep it Short

When it comes to video prospecting, the shorter the video is, the increased likelihood of the audience watching till the end. It also shows that you respect the prospect's time. The sales pitch should last within 30 seconds to a minute, and you should say all the necessary information within this time frame.

Dedicate Time Blocks for Video Recording

It is more efficient and stress-free to record all the videos you're using for a particular week or day within a time block. That way, you can share the videos with the prospects at the right time.

Send Out Account-Level Videos for Key Accounts Group Leads and Record One Video for Multiple Recipients

You can create a single video for different organizations with the exact needs and tailor the video message to each organization rather than creating a video for each of them.

Leverage a Folder of Pre-Recorded Videos

You don't have to be making sales videos every time for different prospects. If there's a question that many prospects ask or there's a common need that various prospects require, you can keep a record of the video in your library and send it out every time a prospect needs information in that line. This saves time and is relatively stress-free.

Focus on Providing Value

The value you provide will determine if you will convert prospects to using your services. If the service rendered is of no importance to the prospect, then there's no need for the prospect to close a deal with your company. This is why you should use your sales pitch effectively to show the prospect that your service is valuable to them.

Use Analytics for Follow-Ups

Analytical tools that assess how effective your video is if the prospect watched it, viewed it till the end, how many times they viewed it, the date and time it was viewed. It also includes the point at which they stopped viewing it or interacted using the interactive features.

This information will help you make an effective follow-up, and also videos that didn't interest the prospects can be adjusted in the future to create an effective pitch based on research tailored to the client's needs.