We all know one-to-one video is extremely efficient for reinforcing click-through charges and getting an preliminary response from a prospect. Whether you employ the whiteboard-and-wave webcam or display share strategy, video is confirmed to rise up to 3x the response charge and 5x extra conferences booked than boring text-based emails.
But when you’ve made that preliminary reference to a prospect, how do you proceed to make use of video by the relaxation of the gross sales cycle? And how are you going to proceed so as to add a private contact whereas additionally making good use of your time?
Here are three tips you need to use to make video an everyday half of your complete gross sales strategy—at scale.
1. Work Qualified Opportunities and Re-engage Cold Ones
Video is a good instrument for constructing relationships, so don’t cease utilizing it after the preliminary chilly prospecting section. Instead, hold an inventory of certified alternatives that you simply’ve already had contact with and keep in contact with video messages. The nice information is there are a ton of conditions the place this will come in useful.
With so many contacts to satisfy in such a short while, conferences could be overwhelming! Sending follow-up video messages is the excellent technique to solidify your new relationships and make them extra fruitful. Not solely will it present that you simply keep in mind them and worth the introduction, seeing your face will jog your contacts’ recollections and hold the dialog going additional than an e mail.
A video message can also be an effective way to remain top-of-mind after giving a demo or answering product queries. Let them know you’re considering of them, and that you simply need to know if the data you supplied was useful. Seeing your face will remind them that you simply nonetheless care, and immediate them to reply to proceed the relationship.
Depending on the scenario, your record of alternatives is likely to be very lengthy. You is likely to be considering, how will I ever discover time to make private movies for 100 alternatives? But by no means worry! This methodology is all about effectivity.
At the begin of your week, or instantly following an occasion that generated new leads, type your record of contacts alphabetically by first identify. Then create one video for every distinctive identify, maintaining the message generic sufficient that it really works for any firm.
For instance, your video would possibly say:
“Hi Ryan, great meeting you last week at ABC Con in Austin. I really enjoyed hearing about what your company is doing and how our solution might be a good fit. I wanted to follow up with a limited-time offer we’ve got going until the end of the quarter. Let’s talk.”
Send that video to all of your contacts named Ryan, after which repeat for Marcus, Sherry, Julie, and all the different names you’ve received on the record.
If you’ve nonetheless received method too many names, you possibly can create a generic message that’s particular sufficient to make the receiver really feel like the video was made only for them. This can work effectively as an occasion follow-up, however don’t really feel like it’s good to wait till you’re again at your desk–there’s nothing incorrect with sending a video out of your cell phone whilst you’re nonetheless on-site.
It may also be efficient to prioritize your record primarily based on who you recognize has engaged together with your movies in the previous. For instance, goal everyone who watched greater than 50% of one of your movies in the previous week. These individuals are extra prone to have interaction once more, transferring them one step nearer to a purchase order.
You can use this identical strategy to revisit alternatives which have gone darkish: “Hey, haven’t heard from you in a while…” Video is a good medium as a result of it reminds the prospect that there’s an actual human concerned in the gross sales course of, and that’s exhausting to disregard.
2. Reduce and Reschedule No-Shows
Reduce no exhibits by displaying your prospect that you simply’re an actual one that treats their time as priceless—and worth your individual time with one straightforward hack.
Record 5 totally different movies, every referencing a distinct day of the week with a generic assembly reminder message. You would possibly say, “Hey there, checking in before our meeting on Wednesday and I wanted to see if there are any additional resources you need prior to the call.”
Send that video to all the prospects you’ve booked for Wednesday, and repeat for the different days of the week. Adding your face to the calendar invite will encourage individuals to interact and deter them from leaving you hanging. These movies would possibly look one thing like this…
Despite your smiling face and private contact,, you’re nonetheless assured some no-shows, and you need to use video to observe up on these as effectively. With a thoughts for effectivity, you would possibly go for a generic recording like this:
“Hey, I’m just following up on our scheduled call. Wondering if something came up and hoping everything is okay? Let me know if you’d like to reschedule!”
Show them that you simply’re pleasant, approachable, and able to get to the level—and don’t neglect to make it straightforward to your prospect to re-book with you by together with a hyperlink to your calendar from the follow-up video itself, which reduces friction for the viewer. What’s their excuse now?
three. Keep Momentum and Get Stakeholder Consensus
Especially for companies with longer deal cycles, maintaining the momentum happening offers is vital to getting them over the end line. Use video to do common check-ins and actively hold your resolution high of thoughts.
For smaller accounts in your pipeline, a generic video is likely to be a great way to take care of the advantages of video whereas giving your self extra time to dedicate to creating private movies for key accounts and huge offers.
Your generic video would possibly say:
“Hi, I’m just checking in to see how things are going with your team. Let me know if there is any additional support I can provide to help you decide if this is the right solution for you.”
If there are frequent objections you encounter in your gross sales cycle, it’s price it to create a video that addresses them particularly. You could even need to tag in a topic skilled out of your firm to actually cowl your bases.
Keep the video in a shared folder as a useful resource for the relaxation of your staff to entry. When you ship that video to your champion, mix it right into a playlist with a short customized introduction video. That helps you add a private contact to a video you ship again and again.
Your intro video would possibly go one thing like this:
“Hi, I just wanted to check in with you after our initial call. One of the common things I get asked about from companies like yours is whether our product does X, Y, and Z, so I’ve included some content in the next video to addresses that. Let me know if you have any questions!”
This video, mixed with a extra educational or informational one, addresses particular considerations and could be simply shared round to different stakeholders concerned in the buy choice as they work in the direction of a consensus.
For instance, you would possibly need to ship a brief product demo video with a private introduction that your champion can simply share with their supervisor, like the one under.
Personal, one-to-one video outreach could also be key to fashionable gross sales, however the actuality is, there are occasions when a pre-recorded video will get the job achieved. Either method, utilizing video all through your gross sales course of helps to take care of a human connection whereas constructing momentum and offering assist. Be in step with video and crush your quota each time.