How Sales Can Triple Response Rates With Video

December 29, 2017

There is nothing worse for a gross sales rep then attempting to e book a name with a prospect and listening to “Sorry I’m slammed, my calendar is too full, let’s reschedule next week, next month, next quarter, or next YEAR!” It can derail any rep and kill momentum, leaving you questioning in the event that they have been even an excellent match, to start with.

Just keep in mind, it’s nothing private. Buyers are bombarded with as many as 2,900 messages every day. They are busy with quite a bit on the go and need to be strict with what will get time on their calendar. The solely option to course of all of it is to develop a unconscious filter for the whole lot that sounds irrelevant. Filtering permits patrons to remain sane and solely consciously have interaction with the messages that matter and make impression with them.

So what messages lower by way of the noise? Ones from associates, household, colleagues, and trusted influencers. As a gross sales rep, if you wish to break by way of that superhuman filter, and get prospects to carve out time for you then be like your purchaser’s associates and create a private connection.

There’s no higher method to do that than with video.

Video is remodeling many organizations gross sales processes and their outcomes, like Terminus who noticed nice numbers after implementing video into their gross sales cycle:

  • 40% improve in electronic mail open charges
  • 37% improve in click on charges
  • 216% increased response charges

Video is a straightforward option to flip your gross sales course of round, and drive even higher outcomes (like tripling response charges) and right here is how one can get began;

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Use Video For Sales Prospecting

When you’re freshly reaching out to a brand new lead, it’s so vital that you just stand out and get observed. Prospecting emails have to stay out in crowded inboxes. For BDR and SDR groups, the most effective alternatives to boost these prospecting emails with video are:

  • Cold Prospecting
  • Follow-Up
  • Account-Based Sales Approach

The most distinguished issues to bear in mind listed below are much like another type of prospecting: you’re attempting to seize consideration with an viewers that’s overly busy and doesn’t know you but. You’ll wish to focus your movies on:

  • Capturing consideration – Use “video” in electronic mail topic traces and embrace the thumbnail within the electronic mail physique.
  • Establishing credibility – Reps ought to give their prospects a cause to interact with them aside from to tug out their checkbook straight away.
  • Personalization – Top reps spend time studying about a person and their enterprise & then use this information to attach with leads individually.

Video isn’t only for prospecting, and it may be used effectively all through the total gross sales cycle.

Avoid The ‘Me-Centric’ Approach, Make The Message All About Them

Remember that prospects don’t care about your product till you show that you may present worth to them. So be certain that to drive the worth residence to encourage the prospect to wish to carve out time to study extra. The nice information is that video is the right channel to do that effectively.

The secret is to talk to how one can assist that particular person and group, NOT to easily inform them what you do. Video lets you shortly share what you’ve realized concerning the firm and/or contact that triggered you to succeed in out and the way you imagine that your services or products can profit them. It’s simpler to share this in a video than to pack all of it into a brief electronic mail.

Use Personalized Video Throughout Your Sales Process

A customized video is a devastating weapon for breaking by way of unconscious filters and reaching consciousness. Correctly utilized, it may:

Video is your key to getting heard by patrons with the superpower of selective listening to. With video personalization, you’ll discover that you just’re now not only one vendor amongst tens of hundreds shouting in a stadium: you’re only one, sitting nose to nose with the shopper who is aware of you’ve one thing they want.

If you’re a gross sales rep trying to study what steps you have to take to embrace video prospecting, and all through the complete gross sales course of then “How Our SDRs Tripled Response Rates with Personal Video Messaging” is the video for you!

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Hannah Cameron

Hannah Cameron

Hannah was a Content Marketing Manager at Vidyard. When she isn’t planning killer content material or capturing enjoyable movies, you’ll discover her enjoying video video games, binging true crime podcasts, or planning her subsequent highway journey!

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