Videoify My Pitch Tips – Sales Outreach with Video


May 27, 2019

You know that feeling if you stroll right into a retailer and you’ll see the factor you’re pondering of shopping for? Pick it up, run your fingers over it, play with it, style it… (Well, possibly not that final one except we’re speaking grocery retailer samples.)

The level being: There’s an influence within the tangible.

But it may be robust to offer a digital product that very same tangibility. When your potential buyer can’t contact your product, what’s the subsequent smartest thing? Letting them see it. That’s the place video is available in.

At Vidyard we’re at all times curious how salespeople can study from completely different disciplines and the way they are often extra artistic of their outreach. So we gathered our tribe—extremely proficient at gross sales, advertising and marketing, and storytelling—to ideate.

In our Videoify My Pitch program, these specialists take actual e-mail templates and telephone scripts submitted by actual gross sales reps to point out how they are often reworked into participating video pitches.

The Videoify My Pitch Panel:

  • Shawn Karol Sandy, CRO at The Selling Agency
  • Ryan O’Hara, VP of Marketing atLeadIQ
  • Jamie Shanks, CEO of Sales For Life
  • Tyler Lessard, VP of Marketing at Vidyard

They provided Videoify My Sales Pitch webinar contestant Kyleigh Parks, Account Executive at EnergyReviews, some blockbuster concepts.

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THE SITUATION: Upending Up the Status Quo

EnergyReviews helps e-commerce companies enhance their gross sales by amassing and displaying consumer opinions. Customer-generated content material engenders belief and is the foreign money of on-line commerce. A large 91% of patrons search for opinions earlier than buying, stories eMarketer.

Yet firms usually assume they’re producing sufficient opinions after they aren’t. It’s as much as Kyleigh to persuade them in any other case so she might help them unlock extra gross sales.

Who are EnergyReviews’ prospects?

EnergyReviews prospects work at e-commerce firms and put on a lot of hats. They’re strapped for time and assets and infrequently solicit and document opinions manually. Many are satisfied that their DIY efforts are adequate, however solely as a result of they don’t truly know the way good it could possibly get.

What are their ache factors?

Companies lose gross sales and waste advertising and marketing dollars when their customers aren’t satisfied to purchase, and bounce. Reviews are additionally time consuming to gather, manage, and show.

What makes the gross sales rep particular?

Kyleigh is cerebral, curious, and compassionate. She’s a giant Harry Potter fan, proud mum or dad to a cat and a ferret, and loves cooking and journey.

What is she promoting?

EnergyReviews will increase gross sales by amassing, curating, and displaying on-line opinions and consumer content material.

THE ADVICE: Be Visual to Capture Attention

The crew seen straight away that Kyleigh’s prospects’ world is very visible. E-commerce is filled with photographs, banners, graphics, and bodily merchandise like footwear that may be touched and worn.

And opinions themselves are visible. Many of us implicitly belief a full bar of 5-stars. So how can Kyleigh leverage visuals and the component of belief that’s so highly effective to her clients?

Video gives loads of prospects.

“People aren’t used to getting video messages, especially in e-commerce,” says Tyler. “It’s an instant personal connection. Whatever message you send, use the wording ‘I made you a quick video’ to show that it’s just for them, just from you.”

The crew got here up with 9 completely different video pitch concepts—full with mockup movies—for Kyleigh, pitching a theoretical e-commerce shoe retailer. These are three of their favorites, with Tyler taking part in the function of Kyleigh.

Option No. 1: Grab a Prop

Make it clear proper from the thumbnail that your video is only for them by grabbing a related prop.

Perhaps the product is one thing you already personal, like a sports activities jersey. Maybe it’s low cost sufficient to purchase, like a beverage. Or possibly you Slack the workplace to see if somebody owns it, like a excessive-finish digicam, and can be prepared to carry it in.

For the hypothetical shoe retailer that Kyleigh is perhaps pitching, the crew urged holding up a shoe.

For an organization like Kyleigh’s, this strategy carries a double message. It reveals footwear, the prospect’s product, nevertheless it additionally offers Kyleigh the possibility to elucidate that on-line customers by no means get to bodily contact objects whereas searching—folks love to the touch. Retail consultants name it petting—so that they should depend on the reactions from different customers who’ve, by way of opinions.

Option No. 2: Go ‘On Location’

Your visuals may incorporate analogies. Tyler recorded one video from a shoe retailer, each to point out that he is aware of his theoretical prospect’s enterprise, but in addition to exhibit that their shoe retailer is considered one of hundreds, and the way is a shopper to decide on within the face of such overwhelming abundance?

The reply, in fact, is opinions.

Option No. three: Get Meta

Kyliegh may think about, what’s a overview, actually? It’s another person vouching to your product.

So why not mock up a overview of herself, from considered one of her clients, to exhibit that she understands the ability of opinions, is reliable, and has gone to nice lengths to enchantment to her purchaser?

Want extra inspiration? Watch all 9 movies the crew generated for Kyleigh.

When working in a digital area, video is your ally for displaying off the tangible (till we get odor-o-imaginative and prescient, that’s *fingers crossed*). Use your assets, and get on the market with a digicam!

Ready to make use of video to your gross sales course of? Let us show you how to get began with some artistic concepts for the way to use video in your outbound prospecting.

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Chris Gillespie

Chris Gillespie

Chris Gillespie is the author and founder behind Find A Way Media which helps nice companies create killer advertising and marketing content material. Based in Brooklyn, Chris spent years promoting SaaS know-how options and now helps these firms craft their content material advertising and marketing methods.



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