Even for experienced sales professionals, prospecting for new leads is a challenge. Convincing someone that they need your product or service takes significant time and effort and can often feel like a monumental task. That’s why sales interactions have evolved. In recent years, there has been a sharp increase in sales teams opting for video to level up their pitches. Did you know around 50% of sales reps currently use video when prospecting? Video is the future of sales prospecting and sales professionals who haven't jumped on this trend yet should do this quickly.
What is video prospecting?
Simply put, video prospecting is the act of using video during your sales pitch. This can be used at any stage of the sales process from introducing yourself to your prospect or carrying out a product demo.
You can use various channels to support video prospecting such as email and social media channels like LinkedIn.
Why use video prospecting?
1. Video adds human connection
Prospecting over the phone limits your ability to build a meaningful connection during your sales pitch. Most people find it easier to showcase their personalities and build a rapport on video. This is because video helps you communicate more effectively, turning your pitch into a story rather than forcing the sale. You can bring your sales pitch to life with energetic body language, a positive tone of voice, and demonstrations – all ways to make your sales pitch more persuasive.
2. Video makes your emails stand out
Your customers’ inboxes are full of sales emails that can easily blend into the background. In a world where people skim the majority of their emails, you need something to grab their attention. Video emails can be used to break through the clutter and engage your clients. Video messages are also more likely to be memorable. Studies show that people are 13% more likely to retain information from a video email than a regular email. What’s more, if your competition still sends out basic text emails, your email will be more likely to catch recipients’ attention. Stand out from the crowd by making video a key part of your email strategy.
3. Video saves time
With any purchasing decision, your client will have questions, and with that comes numerous back-and-forth emails. Waiting for a reply and drafting your own email eats into both of your time. Think about it, a video is easier to consume and helps your prospect understand information quicker, rather than having to read an email. Using video can be a great way to reduce time spent explaining your offerings and help to quickly clarify any pain points and goals the client may have. Why not record a short video answering any frequently asked questions to send to interested prospects? Alternatively, schedule a video call with your prospect to connect in real time.
4. Video personalizes your approach
Many follow-up emails follow a one-size-?ts-all approach, often only changing a few words for each client. For those who ?nd writing emails time-consuming, why not record a quick personalized video message? You can sum up your previous conversation and ask them speci?c questions about their pain points. Your prospects will appreciate you taking the time to create a pitch dedicated to their needs. What's more, your video will become memorable to your prospect amongst their cluttered inboxes of cookie-cutter-styled emails.
5. Video increases the chance of closing your sale
A sales professional's main priority is to close deals. One of the biggest benefits of leveraging video for your sales process is the increased opportunity to close your sale. In fact, emails including videos have a 96% click-through rate and over 50% of sales professionals report an increase in their close rates when using video. Think about it, if your prospect can physically see and hear you it creates a human experience that leverages a sense of trust. If the other reasons in this article haven't justified using video in your sales strategy, this one should!
Adopting a fresh approach to your sales process is vital in a fast-paced business environment. Using video allows you to stand out from the crowd, free up time and showcase your unique selling ability to your prospects. What's more, you increase the chances of closing deals, which puts a smile on everyone's faces!
Tips for Success
However, like any sales approach, you need to follow a set of guidelines to truly perfect your craft. Before you begin prospecting through video, consider the following guidelines to make the most of your efforts.
Choose your video type: First off, it's important to choose which type of video you want to use when prospecting. This could be through a webcam, screen share, or FAQ video. You need to consider which type of video would work at each stage of the sales process.
Be prepared: You need to prepare before you start your video pitch. Whether you’re pre-recording a video or carrying out a sales demo, its important to plan out how the pitch will be delivered. This is a great way to reduce any errors and work on your tone of voice.
Keep your videos personalized: Remember, your prospects are unique with different goals and pain points. This is why you should look to adapt your videos to the needs of your clients. Make sure to dive in and do some research on your prospects to find out their interests and their businesses. This will allow you to craft messages that speak directly to your recipients.
Write supporting copy: Aim to include supporting copy that both complements your video and tells the recipient what your video is about. It's also important to include an eye-catching subject line and a CTA that guides readers to take action.
Be consistent: It’s super important to stay consistent with your prospecting efforts. If one video doesn't work, don’t be disheartened – try and try again! Eventually, your face will become familiar to your prospects, which increases the likelihood of response.
About the author: Jack Allan is a passionate content writer with a flair for crafting compelling and engaging content. With a background in marketing, Jack has a wealth of knowledge in the B2B SaaS space.
