Take Outreach From Cold to Bold


September three, 2020·11 min learn

Outreach is f@*#ing laborious. Cold outreach particularly so. Video prospecting may also help you break by the noise, get a response, and e-book that assembly.

You’ve discovered prospect. You’ve carried out your homework. Now it’s time for outreach. But how to seize their consideration?

For Frank Weschler, Sales Development Rep at Dynamic Signal, the reply was simple: Video prospecting.

When he was assigned Buffalo Wild Wings as a goal account, Frank knew he wanted to do one thing particular to break by the noise.

That’s why he drove to certainly one of their eating places and picked up an order of their hottest scorching wings to go. Made from ghost peppers, the corporate’s Blazin’ wings measure in at 350,000 items on the Scoville scale.

Frank hit document on a one-to-one video message and began to eat. Once he was down a wing, he delivered his pitch—by laughter, tears, and near-choking.

Needless to say, he booked the assembly.

Of course, video isn’t all that made Frank’s pitch stand out. His creativity and daring method have been an enormous think about his success (and an enormous a part of what netted him a coveted Video in Business Award). But video is the medium that allow all of that shine.

Think about this: If he’d merely written that he tried the wings in an electronic mail, or ship a photograph after consuming one, it wouldn’t have had almost the identical influence as watching him battle to share his pitch in real-time.

There’s a elementary reality that every one gross sales reps know: Outreach is f@*#ing laborious. Cold outreach particularly so.

Video may also help you break by the noise, get a response, and e-book that assembly.

  1. Contents
  2. 1.Video Prospecting Definition: What is It?
  3. 2.Why Should I Bother Prospecting with Video?
  4. three.When Should I Use Video Outreach?
  5. four.How Do I Make a Prospecting Video for B2B?
  6. four.1 Choose Your Timing
  7. four.2 Research Your Prospect
  8. four.three Decide What Type of Video to Use
  9. four.four Write Your Script (or Use One of Ours)
  10. four.5 Record Your Video
  11. four.6 Select an Attention-Grabbing Thumbnail
  12. four.7 Write Supporting Message Copy
  13. four.eight Include a CTA
  14. 5.What Are Some Best Practices for Video Prospecting?
  15. 5.1Dedicate Time Blocks for Video Recording
  16. 5.2Send Out Account-Level Videos for Key Accounts
  17. 5.threeGroup Leads and Record One Video for Multiple Recipients
  18. 5.fourLeverage a Folder of Pre-Recorded Videos
  19. 5.5Don’t Be Afraid to Get Creative

Video Prospecting Definition: What is It?

So, what’s video prospecting precisely? It’s outreach that comes with video. It will be carried out through electronic mail, social media, and even textual content message.

Video prospecting makes use of video messages as a elementary element of the outreach to seize a potential buyer’s consideration and join with them.

The idea is easy. The outcomes are highly effective. And anybody can do it—all it takes is a free device, a webcam, and somewhat little bit of observe.

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Free Video Prospecting Tool Easily document and share prospecting movies.

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Why Should I Bother Prospecting with Video?

A whopping 40% of gross sales reps say that prospecting is probably the most difficult a part of the gross sales course of. Luckily, video’s right here to assist.

Frank isn’t the one one seeing success with video prospecting. These stats show simply how far-ranging the advantages of video outreach (and video for gross sales, basically) are.

  • Improve Open Rates—gross sales groups that use video get a 16% bump in open charges (SalesLoft)
  • Get More Replies—gross sales groups that use video see a 26% improve in replies (SalesLoft)
  • Net a Higher Click-Through—emails that comprise video have 4x the CTR of emails with out (Inside Sales)
  • Close More Deals—closed offers contain utilizing webcams 41% extra usually than misplaced offers (Gong)
  • Gain a Competitive Advantage—solely 43.eight% of gross sales groups use video of their prospecting technique (Inside Sales)

But that’s not all.

Video makes sending outreach emails quicker and simpler. How? Unsurprisingly, gross sales reps spend 21% of their day writing emails.

Whether you’re recording a fast video relatively than writing out a protracted message or including a pre-recorded video to increase an electronic mail, video is an enormous time saver.

Personal video permits us to showcase our persona and create that vital human connection. Unlike a cellphone name or an electronic mail, a private video is memorable and places a face to a reputation. So even should you do find yourself on a cellphone name with a prospect, the decision is simply that significantly better.

Roger Bernardino1HuddleVP of Business Development

But video doesn’t simply assist in the messaging section. It’s additionally a key tactic when it comes to follow-up.

Every gross sales rep is aware of how a lot timing issues. In reality, reps who attain leads inside an hour are 7x extra doubtless to have significant conversations with choice makers. Video makes that simpler too. How?

A video device constructed for gross sales (like Vidyard) really notifies reps when prospects have watched their movies—in actual time. That means you possibly can comply with up precisely when your prospect’s most engaged.

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Connect, Convert, and Close More Deals Easily create and share 1-to-1 movies.

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Convinced? Read on to be taught extra about when and the way to use video prospecting in your gross sales course of.

When Should I Use Video Outreach?

The reply to the query, “When should I use video prospecting?” will be so simple as: Wherever and everytime you want a lift.

The barely extra detailed reply is: Start with part of your course of that looks like a pure match for video, and take a look at, take a look at, take a look at to see what works.

Figuring out the place to use video prospecting comes down to fascinated by the elements of your course of that may profit most from face-to-face interplay.

In many circumstances, precise in-person conferences merely aren’t potential. Video is the right digital substitute for face time—it builds equally sturdy connections, however at a fraction of the associated fee, time, and energy.

Video prospecting typically works properly for:

  • Sending chilly outreach
  • Reconnecting with a prospect
  • Leveraging current information to join with an account
  • Prospecting from one-to-many
  • Highlighting a chunk of selling content material

It all is determined by your course of, your online business, and your potential prospects. Test video in a wide range of totally different factors in your cadences to see the place it really works finest.

Sample Video Messaging: Video Scripts and Email Templates

Sales Video Scripts and Email Templates Sample Video Messaging: Video Scripts and Email Templates Use confirmed formulation to create gross sales movies that get outcomes. Get video scripts and electronic mail templates that work. Download Now