“The medium is the message.”
– Marshall McLuhan
Rise of Video Prospecting
Technology has opened up revolutionary opportunities for the modern sales team. In the recent years, video prospecting has become a key part of this change. Breaking it down, video prospecting is the most modern means for reaching out to prospects & targeting accounts in a more human way.- Winning the attention – Use the term video in email subject lines & include thumbnails (the image that appears as the cover of the video) in the email body.
- Demonstrating integrity – Sales guys should give a reason to their prospects to engage with them rather than being enthusiastic to take their money.
- Personalization – From the beginning of trade smart salespeople have spent time learning about their prospects & their business and then using the information to connect with them. The same goes for video prospecting.
How to use?
Video prospecting has been in use in the B2C marketing world for a while now. Yea, it’s true that it’s easier for them since they are targeting a vast audience of list subscribers or landing page visitors at once. But as always personalization is the key to B2B marketing to get through hard to reach decision makers working in SME & corporate businesses. It’s important that you film a heartfelt, highly targeted video for the prospect or you might as well post a generic video on YouTube & see how many leads you get. You need to pull your prospect’s attention & build value on it. This is the way to turn their curiosity about what you have to say turn to interest in buying the product. The video shouldn’t be long enough that the person loses interest. It should be made sure to pick the right setting with adequate lighting & a presentable backdrop. Also, don’t forget to use props to make it more entertaining & memorable. Remember, the prospect doesn’t know who you are.How to start?
Kick start your sales with video prospecting in the following simple steps:
- Create your lists – This will help you in identifying who to target. Spend some time on it so that you don’t waste time in going back & forth between identifying prospects & creating videos at the same time. In the learning phase start with prospects you have never engaged before. This will help you to see the impact & will provide a clear picture in moving forward.
- Get the materials ready – There are few things that you will need for recording video. Free software like (ViewedIt) or (Loom), a computer with webcam & microphone (both that works) & a place to record.
- Prepare a script – Scripts in video prospecting are as much important as they are in cold call. It will help in decreasing the training time, avoiding mistakes, promote consistency & goes a long way in retaining information. Learn your scripts, role play to create effectiveness, don’t be afraid to change the script when needed & know when to go off script.
How to send?
Currently the most favored platform for marketers for video is email. It’s simple & easy to insert video into messages especially with the availability of many supercool software in the market. Moreover you are already communicating with prospects over email. But that ain’t the only platform where video prospecting can be effective. Today’s marketer should be creative enough to identify the mediums that can be taken advantage of in the war of video prospecting, comprende. It’s damn simple to send a video to a LinkedIn connection. Just upload the file to YouTube & send the link via InMail to your prospect. Most Marketers think, Facebook is just for cat memes & funny dog videos. Many are using it for professional use also. If your prospect is your Facebook friend, simply upload videos to Facebook Messenger or just record them within the app itself. Since Facebook is relatively an informal platform, marketers can use it for funny & casual messages. You can either record a video on the app or import one that’s already been created to the followers of your choice. It’s great for prospects that are following you on Twitter but haven’t responded to your emails or calls.Wanna try these techniques & create memorable marketing experiences?
Kick start by obtaining awesome marketing leads that work & design your video marketing to attract clients like never before!
Final Cut