Are You Missing This Sales Video Opportunity When Prospecting?

Are you using sales videos to engage and inform buyers? Sales videos can be powerful tools in getting a prospective client’s attention and influencing a sale. If you aren’t convinced that videos are worth the effort, SalesFuel’s research may change your mind.

How do sales videos help reps?

When researching vendors, B2B buyers say videos are influential, according to the SalesFuel's B2B BuyerSCAN. Specifically,

• 20% actively seek out videos when researching
• 20% say in the past year, a sales video directly influenced their consideration of the seller
• 31% tuned into an audio or video podcast relating to their business/​profession in the previous 12 months

Today’s buyers are not only influenced by videos but they also look for them when determining which sellers to engage with. This makes the format essential for sellers. And reps have a clear opportunity to integrate video into their process when prospecting.

How can sellers use video for prospecting?

Email is an easy way for sellers to integrate video. But SalesFuel found that only 12% of sales reps have sent a prospecting video by email to a prospect.

“Video prospecting cuts through the noise of cold calls and text-​heavy emails,” writes Dozie Anyaegbunam, UserGems.

“It helps you connect with buyers, hold their attention and close deals.”

Anyaegbunam points out that videos in an email can be leveraged for a variety of reasons:

• Prospecting to multiple potential buyers at once
• Introducing yourself to a new prospect or following up after initial contact
• Sharing company, product or feature updates
• Following up after a prospect engages with your email, content or LinkedIn post
• Reaching out to a target account after identifying a potential need or trigger event
• Starting a conversation with a decision-​maker at a new target account

Best practices for sales prospecting videos

To get started on adding videos to your prospecting emails, it’s important to have a plan. Following best practices allows you to get started on the right foot and make sure even your first efforts are successful.

Hook them fast

Writing for MarketingProfs, Mikita Cherkasau explains that you must grab the buyer’s attention immediately.

“Start with some kind of a hook, such as outlining the key points of your video or introducing yourself in a funny yet personal way to create an instant connection.”

Offer value

Buyers are tired of hard sells. Instead, be helpful. Explain how your solution helps and share examples of how it has solved similar challenges for other clients.

“This,” Denise Gibson, AdMall’s Director of Sales, notes, “demonstrates that you’re interested in actually helping them and don’t just see them as dollar signs.”

End with a call to action

Don’t close out the video without offering a clear call to action (CTA), i.e., a next step. Whether it’s an ask for a LinkedIn connection or a link to your calendar, make it easy for the prospect to engage with you further.

Take a look at these specific tips for adding calls to action to your videos from SalesFuel. This guidance makes it easy to include a quick yet effective CTA to each video that will get results.

Don’t forget the thumbnail

When adding your sales video to prospecting emails, pay attention to the thumbnail.

“It’s important to make it inviting to encourage prospects to click through and watch your video,” Anyaegbunam adds.

Choose an inviting thumbnail image since it appears in your outreach message and helps encourage prospects to click and watch.

Consider using a creative GIF thumbnail to spark curiosity. If writing a script is challenging, tools like SendSpark offer templates to help you structure an effective video message.

Meet buyers where they are with sales videos

Adding sales videos to prospecting emails allows you to capture buyers’ attention while also meeting their demand for this kind of engagement. By following these basic best practices, you’ll boost your prospecting strategy and find viewers ready to learn more.

Photo by Hillary Black on Unsplash