Sales video is not something you can just wing. I think you’ll agree with me when I say that there are many things to consider before putting your video out there including the quality and how the audience will receive it.
Some of these considerations are:
- What is the goal?
- What should we say in this video?
- Who is our target audience?
- How do we want them to feel after watching 👀 the video?
- What's the best way for me to get this message across within one minute or less?
Unless you have all these answers, don't bother making a video yet!
So this is where I started racking my brains for answers on how to slowly implement videos in the sales process. Whether you're struggling to book meetings or just want some fresh ideas, this playbook will make sure that your videos deliver on your goals.
When to Use a Video in the Sales Process?
Video also has the potential for higher conversion rates (and therefore increased revenues).
Using a video as part of your sales process could increase your ROI by as much as 88%, according to research from HubSpot. Now that's TERRIFIC!
Research indicates that video is one of the most effective ways to generate leads and drive conversions. If done right, a video can connect you with your prospects on an emotional level more than any other medium out there 🎉.
But that’s not all; you have to slowly integrate videos into your sales process as it is much more effective than cold calling. But before baking it in your sales process, here are some best practices you must follow to see great results.
17 Tips to Win at Video Outreach
1. Block a Specific Time 🔕
Time blocking is the most crucial task you have to do before personalizing your sales email video
What is time blocking, and how does it work?
The concept of time block refers to consecutive intervals or blocks to focus on a single task. The idea behind this technique is that you can get work done when entirely focused on one task rather than multitasking.
To implement this strategy, simply set aside 15-minute chunks throughout your day during which you are only allowed access to one specific project or activity.
Let's understand with a practical example. Suppose you are using Videoform, shut everything down like notifications from Slack 🔔 and Gmail 🔔, or even avoid replying to texts from your girlfriend or boyfriend 😜.
You see, it is not ideal to get pings from various apps while you are recording an important sales video for a high-value prospect.
Just shut everything down and focus on your video only!
2. Don’t Make Videos for Every Single Prospect
When you need to send personal and custom videos, don't make a video for every person. But here’s the kicker, it's better to group your prospects into high priority (A) and low priority levels (B)(C).
Focusing on sending A-level clients 1-1 videos & record a common video for other prospects. This way you keep things interesting while making sure your workload is manageable.
This is not to say that you should stop recording videos for (B) & (C) altogether, but you can instead group similar prospects and create one video for all of them.
This will save your time and effort as well!
Remember, you don’t need to record 600 different videos for 600 prospects.
3. Send Videos without getting Filtered
With interactive sales videos, you can easily reach out to prospects inbox.
This is because there is no need to embed the video, which can get filtered.
Instead, you just need to choose a personalized thumbnail with a great headline to send a video email.
You don’t need to keep adding more focused text on video email or In-mail.
The key is that you need to use the same introduction and business-related focused content in your video and resume step one of this guide's instructions while inserting a video into it.
4. Use LinkedIn
LinkedIn is a great tool to connect with high-priority prospects by easily breaking the inbox barrier. Whenever someone accepts your connection request👋, send them a video with some quick tips as well.
You can easily customize your video content ensuring that it is more relevant to the viewer with Videoform. Once your video is ready, you can copy a shareable link and paste it on LinkedIn. Linkedin automatically unfurls your personalized video link.
5. Create Videos Using Templates
Making a video can be a daunting task. Fortunately, there are a number of tools including Videoform that make the process easier. One of the simplest is to use an existing template.
Whether you're looking to create a product demo or an educational video, there's likely a template that you can use as a starting point. Not only will this save you time and effort, but it will also ensure that your video looks professional.
So if you're feeling overwhelmed at the thought of making a video, don't worry. Just find a template that matches your brand and style, add your own content, and voila! You've got yourself a video that's sure to engage your audience.
And best of all, you didn't have to spend hours in front of a screen to make it. Now that's efficiency at its finest.
6. Add Engaging Elements In Your Sales Video
There's no question that video is one of the most engaging forms of content out there. But what exactly makes a video engaging?
In order to keep viewers hooked, it's important to add engaging elements to your videos.
Whatever you choose, make sure it's something that will hold viewers' attention from beginning to end. Otherwise, you risk losing them!
7. Use Calls To Action
The key to a successful video is all about getting your viewers to take action. And the best way to do that is by using calls to action. A call to action is simply a statement or question that prompts your viewers to do something, like subscribe to your channel or purchase your product.
Viewers love a good call to action. It gives them a sense of purpose and direction. And it's the perfect way to end your video with a bang.
So go ahead and include a call to action in your next video. Who knows? You might just get the results you're looking for.
8. Surprise Your Prospects (in a Positive Way)
With so many distractions available on the internet, it can be difficult for people to engage with email messages these days.
Video emails are a great way to catch your prospects' attention.
Video interrupts pattern & is different! Video grabs readers' attention and intrigues your prospects.
All while allowing you to connect with their emotions authentically & they'll remember long after reading your message. For example, this is what CEO Ryan thinks about VideoForm:
9. Build Relationships With Potential Clients
When it comes to sales, building relationships is key. And, one of the best ways to do that is through email.
Email allows you to connect with your prospects and customers in a more personal way than other channels like social media or advertising. Plus, it gives you the opportunity to build a relationship with them over time.
Videoform is the easiest platform for video personalization. The standard benefits of using a personalization service are that it can help increase open rates, clicks through to content, and conversion rates.
Result: Prospect will be intrigued!
10. Don’t Make The Thumbnail About You
If you want to make your customers feel special, attract their attention, sell them your product, and create a customized thumbnail to suit the prospects.
People like to talk about themselves, so you need to make them feel special by talking about them and not your product or service.
For example, start by using a whiteboard with the prospect’s name written on it. How cool is that? Talk about what makes THEM unique, like using their name in the thumbnail of a video email.
Instead of being generic with your marketing materials by repeating "our company" repeatedly, try incorporating words/phrases specific to each prospect's interests, so they know there is someone out there worth listening to.
11. Do Something to Catch ⚽ the Prospect’s Attention
There are plenty of ways to catch a prospect's attention.
One way is by using an eye-catching headline that attracts the reader and creates intrigue, such as "This Will Blow Your Mind." But the one that always works in video outreach is talking about the prospect.
Hey Steve, stop wasting time on mindless work😵!
Hey Jane, do you remember me😁?
Hey John, crazy Invitation, I am going to buy you lunch🍲🍻...
Hey Ryan, are you free this Thursday at 12 PM PST🕛?
12. Don’t Go With the Default Name For Video
If you’re already sending VideoForm to prospects, it can be easy to fall into a pattern of using the default setting for naming your videos.
However, before sending the video to your prospect, make sure to name that video. For example, “John, I called you at 7 🕖 can we talk?”
13. Keep Your Video Relevant
When you're creating video content, it's important to keep your videos relevant to your brand. This means creating content that is on-brand and aligned with your company's values, mission, and goals. It also means creating videos that will appeal to your target audience and help you achieve your marketing goals.
While planning the video content, think about what topics would be of interest to your target audience. What kinds of videos would they want to watch? What would help them learn more about your brand? Once you have a few ideas, you can then start personalizing the videos.
14. The First 15 Seconds Video Rule
You know the saying, "you never get a second chance to make a first impression?" Well, the same can be said for videos.
As a result, you only have a few seconds to hook your viewer's attention before they move on to the next video. That's why it's so important to make use of the first 15 seconds of your video. This is your chance to introduce your topic, give a quick overview of what the video will be about, and set the tone for the rest of the content.
15. The Last 15 Seconds of the Video Rule
The last 15 seconds of the video is crucial because after connecting your product with their problem, you need to end it so that they would want to go on and take the next step.
Here the first step is to put the prospect in the position of control.
“Hey, I would appreciate it if you reply. You have come this far, so you either love it or not”
The worst thing that you can do when trying to initiate a meeting is push it. It's old-fashioned way, but if they're interested, then they will respond, and the two of you can have a call at your convenience.
16. Do the Work For Your Customer
To be successful in any negotiation, you need a plan. A long proposal can make the customer lose interest and stop reading before even getting into your idea. Even worse is if they don't finish it at all - both of these outcomes are bad.
But guess what - I realized just in the nick of time, when sending a proposal, make sure to film your proposal.
This way, instead of the customer having to read 3 or 5 pages' worth of text, you can share an informative video that includes your voice and offer them insight into why it is better for them than anything else they could choose.
In addition, it will help you close more deals as there's no room left for confusion or misunderstanding.
The Bottom Line
Video outreach is a powerful sales strategy that can help you build awareness and increase conversions. The key to success with video outreach is understanding the psychology of your audience, which means knowing what they want from an online experience.
Overall, the above video playbook will be handy if you are ready to incorporate videos into your outreach strategy. Make sure to use effective templates, surprise your prospects and remember the first and last 15 seconds rule.
Also, make sure to include a compelling call to action button at the end where viewers have something tangible waiting for them on your site or to get a response. These simple guidelines should give you everything you need to get started with successful sales video outreach campaigns.
Have questions? Book a meeting with our expert & you will be on your way to winning. Book a time here