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Have You Made Your Prospecting Videos Yet?

by | 2 minute read

As you likely have heard, video can be a powerful tool in getting a prospect’s attention and forging a relationship. Hopefully, you’re on board by now and at least tiptoeing into creating your own videos. If you still aren’t convinced, Ellen Stafford’s Sales Hacker article might change your mind.

Get Their Attention

She reports that reps who use video report a 40% higher open rate, a 37% higher click-through rate, and three times the reply rate! And, she explains, you don’t need a professionally shot video to have this kind of success. “Your videos don’t have to be highly produced or scripted,” she explains. “They are simply a way to put a face to a name and grab attention where emails and phone calls fail on their own.”

Make It Personal

She highlights five ways to effectively (and easily) use video for sales prospecting. The first thing to focus on is personalizing the message. You want to make a real connection with the prospect, and the best way to do that is to deliver a clearly customized message that shows you care about them. You’ll not only engage the prospect, but also perk their curiosity and interest. You can easily add personalized touches by:

  • Saying their name! Make sure do this right at the beginning so you catch their attention right away.
  • Including a thumbnail image for your video that shows their name and/or the name of their business.
  • Being specific. Clearly outline what you can do for their business.

Another suggestion from Stafford is to have a plan. You don’t necessarily need scripted talking points (this can actually make you come across as stiff and not authentic). But you do need a rough game plan about what you want to say. Most importantly, you need a clearly defined call to action. “Even though you want to appear off-the-cuff, having a plan in place will help you feel comfortable creating and sending personalized videos,” she adds. “It will also help you come across more naturally on camera.”

These, along with her other tips, will get you on the right track to video prospecting!

Jessica Helinski

Jessica Helinski

Jessica is a senior research analyst for SalesFuel focusing on selling to SMB decision makers. She also reports on sales and presentation tips for SalesFuel and Media Sales Today. Jessica is a graduate of Ohio University.