"Hey Alex, I wanted to show you how our gym software is helping gyms like yours run operations more effectively.
Here is how we can help you. I've included my calendar link in this video. Schedule a call at the time that works for you."
If your company sells gym software, this is your video prospecting script! Isn't it easy?
Video prospecting may look easy, but there's more to it than meets the eye. (Don't worry - It's not hard. This guide will make sure you feel that way)
Let's dive deeper....
What is Video Prospecting?
Video prospecting is a sales technique that uses video to provide your prospects with compelling information about the product or service you are selling.
It is one of the most effective ways to build relationships. In addition, it has been proven repeatedly as one of the best methods for converting prospects into paying customers.
Overall, videos are a great way to capture attention and help sales teams close more deals. Here's what videos in prospecting can do:
- Creates a visual impact
- Show your personality
- Convey information in an engaging & informative way
Businesses today are looking for new ways to reach their target audience at a lower cost & as personalized to the customer as possible.
Video prospecting offers businesses the opportunity to differentiate by providing an alternative to regular email or cold phone calls while also offering a way for businesses to build relationships with potential customers.
The idea behind this technique is that people are much more likely to buy from someone they know, like, or trust.
Therefore, you need to make a good first impression when working with potential customers. The best way is by using video as an effective sales tool to create these connections quickly and easily!
Why is Video Prospecting Important?
Prospecting video is a valuable and cost-effective way to communicate with prospects. For companies already sending out cold emails, it can be the next step in building rapport with the potential customer.
Videos are more effective than text-only emails because people don't read as much of their inbox anymore.
When you include an embedded video in your outreach emails, you're not just keeping up with modern technology but also adding substance to what could otherwise be a hollow message.
It might seem strange at first if you've never incorporated videos into your sales strategy before--but when done correctly, videos can drive home your point without having to use words alone.
Video prospecting helps bridge the gap between you and your customer by showing them what they can expect when working with your company.
When to Use Video Prospecting?
There are many ways in which prospecting video could be beneficial for any business, but it's especially great when used as a tool to establish initial contact with a new lead as a sales rep.
If someone is interested enough in one of your products or services that they reach out to learn more about what you do, then introduce them to some of the benefits through video--it may just seal the deal!
You might want to tell people about how your product can help with their problems.
You can talk about the most common types of cases and show video testimonials from past clients who used your service. If they like that, send the link for your video!
4 Types of Videos for Sales Prospecting
1. Reach Out & Offer Support
A video that can be utilized effectively for sales prospecting should not depict you as someone solely interested in making a sale!
However, sometimes you can also provide genuine guidance.
This type of video should offer possible answers to issues that your target audience may face.
Include the most recent industry trends and best practices. This not only assists your leads but also highlights your organization as a problem solver! So, rather than trying to sell, utilize videos that support!
2. Reminder Videos
A quick introductory video that informs leads of your existence could be useful in understanding who your most valuable prospects are!
Of course, your availability must be reintroduced in the video.
It must demonstrate that you are available to your customers at all times.
Show your true self & provide a brief video overview of your product with specific details your prospect may want to hear (price, benefits etc). The video should also include a way to contact you with Call to Action Buttons.
3. Share Information with Personalized Videos
This type of video can be tailored to suit the individual prospect and their needs.
For example, they can be a one-time informational video, or it could also include how your product solves problems in real-time.
4. Follow-Up Videos
This type of video is used to introduce a new product or service. You can use it for customer retention and loyalty.
A follow-up video should offer more detail on the benefits of your product, along with relevant information that will help them make an informed decision.
Using Videos in your Sales Funnel
- At the top of your funnel, video is an excellent way to capture leads. It's quick and easy for prospects to be engaged with your message in its most basic form: a talking head on a screen. Sales reps can send messages to prospects that speak directly to their pain points or interests.
- Midway down the sales funnel, use videos as part of an email campaign where you want recipients to take specific actions - like requesting more information from your website or attending one of your upcoming events. This will warm them up before they hit either the bottom of the funnel or make it there altogether!
- At the bottom of the funnel, the goal is to convert a prospect into a customer. Video can be used in several ways at this stage of the funnel, such as providing testimonials, case studies, and before/after videos that let prospects see your product or service in action.
How to Build a Framework for Video Prospecting?
You must build a framework for video prospecting even before you begin to create the video. The framework for a video prospecting script will include who, what, where, and how your business product is offered in the video.
- Who: Who is the target audience?
- What: What will you offer them?
- What: What are the benefits of your product or service?
- Where: Where can they purchase what you're offering and how much does it cost?
- How do people obtain these products/services from you, either in person or online?
The framework should be short enough so that the viewers can read through it all while watching your whole video prospecting script.
Your goal would be to keep prospects interested for a long time, so viewing your entire site isn't necessary right away.
It all boils down to this - maintain their interest long enough to get them engaged with just one call to action (CTA).
Getting Started With VideoForm
Video prospecting might seem overwhelming, but we've got your back. Here's a list of things you can do at Videoform to get started: (should take 5 minutes or less)
1. Download Videoform Chrome Extension
Get Videoform's Chrome extension
Videoform adds a video recording button inside your favorite tools
2. Record Camera, Cam + Screen
Record your webcam or webcam & screen to give better context.
Some of the tools from inside which you can record videos
We are constantly adding our video recording button inside new apps. Find our latest integrations here
3. Choose How to Share Your Video
Choose how you want to share your video. You can send Videoform in email as a video prospecting email or share video link on Linkedin Message or Social Tools
4. Analyze User Engagement with Analytics
Analyze top users engaging with your videos & know users with the highest potential to convert
8 Tips to Make Sure Your Video Stands Out
- Grab the prospect's attention with a killer subject line
- Keep your videos short - Try not to go over 1 minute - this will make it easily watchable.
- Add a compelling CTA (call to action) on your video that drives action
- Remember that those viewing videos will decide whether or not they'll buy based on how much time was spent watching them, so keep your content engaging!
- Don't forget to add your video links & a video thumbnail
- Keep in mind that video content is everywhere, so make sure your message stands out
- Use the first three seconds of the video to entice the viewers with the content they want to see and keep it brief
- Be as creative as you can be in your video to capture the attention of your viewer
4 Video Prospecting Practices to Improve Email Opens
Here is a list of best practices you need to implement in your sales strategy:
1. Keep Your Videos Short
Short videos are easier to watch; keep your video between 30 seconds and two minutes.
Include the main point in the first few sentences of a video and then use subtitles to help viewers scroll through points.
Try not to say everything at once; instead, allow for pauses to enable viewers to digest what they have just heard.
2. Study When to Use 1-1 Videos vs. Pre-Recorded Videos?
Pre-recorded videos are best when there is less urgency to get the information out and time constraints to respond immediately.
1-1 video prospecting can be more effective in cases where you want to create instant rapport or need someone's attention right away due to any number of possible reasons:
- High value customer for you
- They're swamped with work
- Don't know your brand
3. Use Custom Video Thumbnails
You can use video thumbnails to illustrate your point in the video.
You can be creative by showing something you're talking about in the video or use a still image to captivate your audience.
4. Talk About the Prospect's Interest
In the video, you can talk about the prospect's interest and customize your message to answer their possible objections.
This shows the prospect that you have gone the extra mile and have incorporated a personalized approach to your prospecting.
The Bottom Line
The tips and tricks outlined in this article are a great start to learning how you can use video prospecting as an effective sales tool.
With the power of video, you'll be able to attract more prospects with ease and close them at higher rates than ever before!
If these ideas have sparked your interest but want help implementing them into your own sales strategy, sign up here. We're here to help make sure you get the most out of every opportunity!