Reaching out to potential customers can feel like trying to catch a fish in the ocean. You need something that stands out, grabs attention, and keeps it. That’s where video prospecting comes in. It’s a powerful tool that can make your lead-generation efforts more effective and engaging.
Let’s dive into what video prospecting is and how you can use it to generate leads.
What is Video Prospecting?
Video prospecting is the use of personalized videos to reach out to potential customers. Instead of sending a generic email or making a cold call, you create a short video that speaks directly to the person you’re trying to reach. It’s personal, direct, and can be much more engaging than traditional methods.
Sales teams often find that prospecting videos are more effective in capturing the attention of their target audience and fostering a stronger connection from the outset. This approach leverages the visual and auditory elements of video to convey messages in a more compelling and memorable way.
Why Use Video Prospecting?
1. Stands Out
In a sea of emails and messages, a video is much more likely to catch someone’s eye. People are bombarded with text-based communications every day, but a video can break through the noise. The visual and auditory elements of a video make it a unique and refreshing way to communicate.
2. Builds Connection
Seeing your face and hearing your voice helps create a personal connection with your prospect. This is something text alone can’t achieve. Videos make your outreach more human, which can foster trust and rapport with potential customers.
3. Easier to Understand
Videos can simplify complex information. If your product or service has features that are hard to explain in writing, a video can make it easier for prospects to understand. You can use visuals, demonstrations, and your voice to explain things clearly.
4. Higher Response Rates
Because videos are more engaging and personal, people are more likely to respond to them. Studies have shown that video emails have higher open and reply rates compared to traditional emails. This means more potential leads for you.
What Should Be Included in a Prospecting Video?
Creating an effective prospecting video involves a few key elements that ensure your message is clear, engaging, and compelling. Here’s what your sales team should include:
1. Introduction
Start by introducing yourself and your company. Mention your name, your role, and the company you work for. This sets the stage and gives the prospect context about who you are.
Example: “Hi [Prospect’s Name], I’m [Your Name] from [Your Company].”
2. Personalization
Make the prospect feel special by personalizing the message. Use their name and reference something specific about their business or industry. This shows you’ve done your homework and aren’t just sending a generic message.
Example: “I noticed that your company [specific detail about their company], and I think we can help with [specific problem or opportunity].”
3. Purpose of the Video
Clearly state why you’re reaching out. Explain the reason for the sales video in a straightforward manner. This helps the prospect understand the relevance of your message.
Example: “I wanted to share how our [product/service] can help you [specific benefit or solve a problem].”
4. Value Proposition
Briefly explain what your product or service does and how it can benefit the prospect. Focus on the specific pain points it addresses or the benefits it provides. Keep this section concise and to the point. Pro tip: provide your salespeople and sales reps with a sales spiff to improve their close rate.
Example: “Our [product/service] helps companies like yours [specific benefit], which can lead to [specific positive outcome].”
5. Proof or Social Proof
Include a quick mention of any relevant success stories, testimonials, or statistics that add credibility to your message. This could be a brief reference to other satisfied customers or impressive results your product or service has achieved.
Example: “We’ve helped [other companies in their industry] achieve [specific result], and I believe we can do the same for you.”
6. Call to Action
End with a clear and specific call to action. Tell the prospect what you want them to do next, whether it’s scheduling a call, replying to your email, or visiting your website. Make it easy for them to take the next step.
Example: “I’d love to discuss how we can help your business. Can we schedule a quick call this week? Just reply to this email with a time that works for you.”
7. Closing
Don’t forget to teach your sales rep to wrap up the video with a friendly closing. Thank the prospect for their time and reiterate your willingness to help.
Example: “Thanks for watching, [Prospect’s Name]. I look forward to hearing from you soon.”
By including these elements in your prospecting video, you’ll create a message that is engaging, personalized, and effective at generating leads.
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How to Create Effective Video Prospecting Messages
1. Keep It Short and Sweet
Your video should be no longer than 1-2 minutes. People have short attention spans, so you need to get your message across quickly. Make sure every second counts. Introduce yourself, explain why you’re reaching out, and make your pitch concise and compelling.
2. Personalize Your Message
Personalization shows you care about the person you’re reaching out to. Use the prospect’s name and mention something specific about their business or needs. This shows you’ve done your homework and aren’t just sending a generic message. It makes the prospect feel special and more likely to engage with your message.
3. Be Genuine and Enthusiastic
People respond to authenticity. Show your passion for what you do and how you can help them. A little enthusiasm goes a long way. If you believe in what you’re offering, your energy will be contagious and your message more convincing.
4. Focus on the Prospect’s Needs
Instead of talking all about your product or service, focus on how it can solve the prospect’s problems. Make it about them, not you. Explain how your product or service can make their life easier or help their business grow. When prospects see that you understand their needs, they’re more likely to be interested.
5. Include a Clear Call to Action
End your video with a clear next step. This could be scheduling a call, visiting your website, or replying to your email. Make sure it’s easy for the prospect to take action. A clear call to action guides the prospect on what to do next and keeps the momentum going.
Video Prospecting Best Practices
1. Plan Your Script
Before you hit record, plan what you’re going to say. Write a short script to keep your message clear and focused. Having a video script helps you stay on track and ensures you cover all the important points without rambling.
2. Use a Professional Background
Ensure your background is clean, tidy, and professional. A cluttered or distracting background can take away from your message. If possible, use a plain background or a setting that reflects a professional work environment.
3. Maintain Eye Contact
Look directly into the camera, not at the screen or your script. This mimics eye contact and helps create a stronger connection with the viewer, making your message feel more personal and engaging.
4. Use Captions
Adding captions to your videos can help ensure your message is understood, even if the prospect watches the video without sound. Many people check emails and social media in environments where they can’t turn on the sound, so captions ensure they still get your message.
5. Optimize for Mobile Viewing
Ensure your sales videos are optimized for mobile viewing. Many prospects will watch your videos on their smartphones, so they need to be easily viewable on smaller screens. Check that the text is legible and that important visual elements are clear on mobile devices.
6. Use Animated Elements
Incorporate subtle animations or graphics to highlight key points. This can make your video more engaging and help emphasize important information. However, avoid overdoing it—keep animations simple and relevant.
7. Be Consistent with Branding
Include your company’s branding in your videos. This could be through your attire (e.g., wearing company-branded clothing), background elements (e.g., a company logo in the background), or by using branded intro/outro segments in your videos. Consistency in branding reinforces your company’s image.
8. Practice Good Lighting
Ensure your face is well-lit. Natural light is best, but if that’s not an option, use a ring light or other lighting sources to illuminate your face evenly. Good lighting makes your video look professional and helps viewers see you clearly.
9. Keep Your Energy Up
Maintain a high level of energy and enthusiasm throughout your video. Your tone and body language should convey excitement and confidence about what you’re offering. A positive demeanor can be contagious and help engage your prospect.
10. Test Different Approaches
Experiment with different types of videos and messaging styles to see what resonates best with your audience. Try varying your approach, content, and call to action to determine what generates the best response rates.
11. Track Engagement
Use tools that track how prospects engage with your videos. Platforms like Vidyard, Loom, or BombBomb offer analytics on who watched your video, how long they watched it, and if they took any action. This data can help you refine your approach and follow up more effectively.
12. Follow Up with a Text Summary
Along with your video, include a brief text summary of the key points. This gives prospects the option to skim the text if they can’t watch the video immediately and ensures your message is still communicated.
13. Show Your Screen
If relevant, incorporate screen sharing to demonstrate a product feature or walk through a process. This can make your explanation more tangible and easier to understand for the prospect.
14. Include a Thumbnail
Choose an engaging thumbnail image for your video. A thumbnail that shows your face in a friendly expression can encourage more people to click and watch your video.
15. Test Your Equipment
Before video recording, test your camera, microphone, and any software you’re using. Ensure the audio is clear, the video quality is good, and there are no technical issues that could distract from your message.
16. Practice Makes Perfect
Don’t worry if your first few videos aren’t perfect. The more you practice, the more comfortable you’ll become. Practice helps you refine your delivery, improve your confidence, and make your videos more natural and engaging.
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When Are the Best Times to Use Video Prospecting?
Video prospecting can be a powerful tool for engaging potential leads, but its effectiveness can depend heavily on timing. Here are some of the best times to use video prospecting to maximize impact on your sales process:
1. When Introducing Yourself
- Initial Contact: When making your first contact with a prospect, a video can help you stand out from the sea of text-based emails. It’s personal and engaging, making a strong first impression.
- Personalization: Introduce yourself and explain why you’re reaching out. Mention specific details about the prospect to show that you’ve done your homework.
2. Following Up After a Meeting or Event
- Post-Event Follow-Up: After meeting someone at a networking event, trade show, or conference, send a video follow-up. It reinforces the connection and helps them remember you.
- Meeting Recap: After a sales meeting or call, send a video to recap key points and next steps. It’s a great way to ensure everyone is on the same page and maintains momentum.
3. When Responding to Inquiries
- Quick Responses: If a prospect has shown interest by visiting your website or downloading content, a quick, personalized video response can capitalize on their interest.
- Answering Questions: Use video to respond to specific questions or concerns. This can be more effective and personal than a written response.
4. During Key Stages of the Sales Cycle
- Proposal Submission: When sending a proposal, include a video that walks the prospect through the key points. It adds a personal touch and helps clarify any complex information.
- Check-Ins: Use video to check in at key stages of the sales cycle, such as after a demo or during contract negotiations. It keeps the engagement high and shows you’re attentive.
5. When You Want to Re-Engage Cold Leads
- Rekindling Interest: For leads that have gone cold, a video can reignite their interest. A personalized video message can remind them of your offering and show you’re still interested in working with them.
- Special Offers: Announce special offers or updates in a video to entice cold leads to re-engage.
6. To Highlight Important Information or Updates
- Product Updates: If there are new features or updates to your product or service, a video can effectively communicate these changes.
- Industry Insights: Share relevant industry news or insights through a video. It positions you as a thought leader and provides value to the prospect.
7. To Thank or Appreciate
- Gratitude: Sending a thank-you video after a meeting, purchase, or referral can go a long way in building and maintaining relationships.
- Customer Appreciation: Use video to show appreciation to your customers, which can lead to more referrals and continued business.
Best Practices for Timing
- Time of Day: Early mornings (8-10 AM) and late afternoons (4-6 PM) are often good times to send videos, as people are more likely to check their emails during these times.
- Days of the Week: Mid-week (Tuesday to Thursday) is generally the best time to send prospecting emails, as people are more likely to be settled into their work week.
The best times to use video prospecting are those moments when a personal touch can make a significant impact. Whether introducing yourself, following up after meetings, responding to inquiries, or re-engaging cold leads, video adds a layer of personalization and engagement that text alone can’t achieve. By strategically timing your video outreach, you can enhance your prospecting efforts and build stronger connections with your leads.
Final Thoughts on Video Prospecting
Video prospecting can be a game-changer for your lead-generation efforts. It’s personal, engaging, and can set you apart from the competition. By keeping your videos short, personalized, and focused on the prospect’s needs, you can build stronger connections and generate more leads. So, encourage your sales reps to grab their phone or webcam and start creating those videos!
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Growth Hackers, an award-winning video production company, specializes in fast, sustainable, and scalable growth. We leverage personalized video prospecting to engage potential leads, from initial contact to follow-up and re-engagement. Our high-quality, professional videos are crafted to catch the eye, provide immediate and impactful responses, and reignite cold leads. By timing sales strategy and utilizing advanced analytics, we ensure your message resonates and your growth is measurable.
Contact Growth Hackers now to get an edge over your competitors and watch your business grow higher, faster, and smarter.
