They say a picture is worth a thousand words. Well, in the world of prospecting, a video is worth a million!
Video has proven to be a game-changer when it comes to reaching out and interacting with leads. It's engaging, personal, and can make a lasting impression like no other medium.
In this article, I'm going to be your video prospecting guru, sharing everything you need to know to boost your prospecting results.
We'll dive into video prospecting, explore why it's a crucial element in today's landscape, learn how to implement it effectively and uncover the best practices to make your videos stand out from the crowd.
Let’s get to it!
Video Prospecting Explained
Imagine being able to convey your message with facial expressions, gestures, and a touch of personality.
That's the power of video prospecting!
For example, say you're reaching out to a potential client using your typical cold email methods.
Instead of sending a plain text email, you record a short video introducing yourself, your company, and explain how you can help solve their challenges.
You get to showcase your enthusiasm, build rapport, demonstrate your product/service, and create a genuine connection that does far more than a written message.
Video adds a personal, more human touch to your cold outreach efforts. Instead of being just another faceless sender in a sea of emails, you become a real person with a voice and a personality.
Moreover, video prospecting allows you to stand out from the competition. Not many people are using this approach yet, which gives you a unique advantage.
By leveraging the power of video, you can differentiate yourself and leave a memorable mark in your prospect's mind. But don't just take my word for it. Let the numbers speak for themselves!
Data from Salesloft has shown that incorporating videos in your prospecting efforts can boost open rates by 16% and reply rates by 26%.
And if you need further proof, HubSpot did a video prospecting experience where they quadrupled their sales opportunities. That's the kind of impact video can have!
So, with the evidence and success stories backing it up, let's dive into the nitty-gritty of how to actually implement video prospecting and get real results.
How to Do Video Prospecting Right
Step 1: Research and Understand Your Prospect
When it comes to video prospecting, knowledge is power. That’s why it’s imperative you create a buyer persona that covers everything about your prospect's goals, challenges, industry, job title, and more.
Then you can build a profile for them that looks something like this:
The more you know, the more power you'll have to tailor your message and approach specifically to that prospect.
To dig up usable info, social media platforms like LinkedIn are your best friend.
Take a deep dive into your prospect's profiles, posts, and connections. You'll uncover tidbits that will help you understand their professional background and interests.
Then you can throw in data enrichment tools to help fill out what you’re missing.
Step 2: Choose Your Video Type
There's a whole world of video possibilities out there, so you’ll need to decide what type of video you want to do.
Let's explore some of the typical options:
- Personalized Greetings: Ah, the classic personalized greeting. This is where you step in front of the camera to introduce yourself and make a warm, friendly connection with your prospect. It's all about building rapport and showing them the real person behind the email or phone call. Trust me, a little face-to-face interaction goes a long way in leaving a lasting impression.
- Testimonials: Here's where the power of social proof comes into play. If you have some happy clients who are willing to vouch for your company on camera, testimonials are gold. They provide real-life examples of satisfied customers singing your praises. Seeing and hearing others' positive experiences can be a game-changer for winning over prospects and building trust.
- Product/Software Demo: Time to showcase your offering in action! A product or software demo video allows you to demonstrate the value and capabilities of what you're offering. By giving prospects a glimpse of how your product/service can solve their pain points, you'll grab their attention and leave them wanting more.
- Animated Videos: Sometimes, a little creativity can go a long way. Animated videos can be a fantastic way to engage your prospects and make complex ideas or concepts more digestible. They add a touch of fun and visual appeal, making your message stick in their minds.
And these are just a few types. You can do an FAQ where you answer top questions. Or you can create a playlist that does a greeting, testimonial, and demo.
Remember, the key here is to choose the video type that will resonate most with your prospects. Think about their preferences, industry norms, and what will capture their attention.
Don't be afraid to get creative and experiment with different formats. The goal is to stand out from the crowd and leave a lasting impression that sparks curiosity and interest.
Step 3: Get Your Script (Template)
OK, since you’ve decided on your video, it’s time to get the script together.
Now, I know what you're thinking: "Do I have to create a brand new script for every single lead?"
Not to worry! While personalization is key, having a master script that you can tweak and personalize for each lead will save you time and effort.
Let's break it down into five essential parts:
- Introduction: Start things off by introducing yourself and extending a warm greeting. Remember, first impressions matter, so be friendly, approachable, and let your personality shine through. Make sure your prospect knows right from the start that this video is tailor-made just for them.
- Purpose: Next, clearly explain why you're reaching out to them. Is it to address a specific pain point, offer a solution, or present an opportunity? Be concise and to the point, capturing their attention and keeping them engaged.
- Value Proposition: This is where the magic happens. Showcase how your product or service will benefit the prospect. Highlight the unique features, advantages, and the impact it can have on their business or personal goals. Make it clear why they can't afford to miss out on what you're offering.
- Call-to-Action (CTA): Every great video needs a powerful and compelling call-to-action. What action do you want your prospect to take after watching the video? Do you want them to reach out to you, schedule a meeting, visit your website, or take any specific next step? Make your CTA clear, concise, and irresistible, driving them to take action.
- Sign Off: End your script with a friendly sign-off. Express your appreciation for their time and consideration. Let them know that you're looking forward to connecting further and offering any additional assistance they may need.
Here’s a template you can use that puts it all together:
Hey there, [first name]!
I'm [your name], and I've got something special for you - a personalized video just for you!
I've been hearing through the grapevine that [address a challenge your prospect is experiencing]. Trust me; you're not alone. Many [ICP or persona] struggle with this too. But fear not, because I've got a solution that can make a real difference.
Here's the deal: [your value prop]. It's a game-changer that can [highlight the specific benefits or outcomes they can expect].
Now, I don't want to leave you hanging. Let's take this conversation to the next level. I'd love to hop on a call and dive deeper into how we can help you overcome [the challenge]. You know, a good old-fashioned brainstorming session! What do you say?
Looking forward to chatting with you soon and finding the best path forward together!
Thank you!
Of course, you can edit and tweak this to your liking, but it gives you a sound basis for drafting a solid script.
Remember, your script is the backbone of your video. It's your roadmap to success. But don't be afraid to inject your own personality, humor, and creativity into it.
Make it relatable, engaging, and fun. And most importantly, be genuine and authentic throughout.
Step 4: Lights, Camera, Action!
This step pretty much speaks for itself – you’re reciting your script and recording. Here are some tools that make this process much easier:
Vidyard
With Vidyard's handy Chrome extension, you can start recording from your webcam with just a click of a button. But that's not all! Vidyard goes the extra mile by allowing you to create custom buttons and pages to accompany your video. Plus, it provides valuable insights into whether your video has been viewed.
Bonjoro
Looking for an all-in-one video platform that can truly elevate your prospecting game? Bonjoro is your answer. It simplifies the process of creating personalized videos and offers branded templates for different use cases. Record your screen and webcam, edit the footage together, and easily share a video link or embed videos directly into your emails. It's like having your own production studio at your fingertips.
Loom
Loom brings video creation to any device with its convenient Chrome extension. Record your video, generate a shareable link, and you're ready to go. Your recipients can view the video without the need to log in or create an account. And to add an extra touch, they can leave time-stamped comments and emoji reactions directly onto the video.
Vidu
Need to create personalized videos at scale? Vidu has got your back. With this tool, you can create customized videos in a matter of minutes. All it takes is recording one video, and from there, you can generate personalized videos for each prospect, saving you valuable time and effort.
Remember, originality is key. Make sure each video you create is fresh, genuine, and tailored specifically to each prospect.
Video Prospecting Best Practices
Now that you've mastered the essentials of video prospecting, let's dive into some best practices that will take your videos to the next level. Here are five golden rules to keep in mind:
- Don’t Shoot a Movie: Time is precious, so aim to keep your videos concise. I recommend aiming for around 30 seconds – capping out at 60 seconds. Focus on the most important parts of your message. By respecting your prospect's time, you increase the chances they'll watch your video from start to finish.
- Segment Prospects: Group your prospects based on common attributes like job title or industry. Create a video and script that can be tailored to address their specific needs. This personalization demonstrates that you've taken the time to understand their unique challenges and makes your message more impactful.
- Maintain Eye Contact: When recording your video, keep your eyes on the camera. It may feel a bit unnatural at first, but maintaining eye contact helps the prospect stay engaged and holds their interest. It creates a sense of connection and authenticity.
- Craft Compelling Surrounding Copy: Don't let your video do all the heavy lifting. Pay attention to the message that accompanies the video. Make sure your surrounding copy, whether it's in an email or on a landing page, is compelling, clear, and engaging. It should complement and enhance the impact of your video.
- Be Your Authentic Self: Remember, you're not an actor. Be true to yourself. Authenticity always resonates with people. Let your genuine personality shine through in your videos. Be confident, friendly, and approachable. Your prospects will appreciate the real you.
Level Up Your Video Prospecting Game with Verified Email Addresses
Congratulations, you’re ready to be a video prospecting superstar!
From understanding the importance of video prospecting to crafting personalized videos and leveraging the right tools, you're well on your way to connecting with prospects like never before.
But wait, there's one more ace up my sleeve: Findymail. Take your video prospecting to new heights by ensuring your videos get seen by the right people. With Findymail's verified email addresses, you can have confidence that your messages reach your prospects' inboxes.
Sign up for Findymail today!
