Video Prospecting: Make Sales Outreach More Effective
One of the most challenging tasks in a sales job is finding new prospects and getting a response. Unanswered emails and calls delay the sales cycle and force sales teams to repeatedly follow up. That’s why organizations are turning to video prospecting and video email to complement their current sales strategy. Just by including the word “video” in your subject line, open rates increase by 19%.
Using video in sales emails helps you stand out in the inbox and humanizes the sales process by putting a face to a name. These characteristics are often omitted when sending regular emails and communicating over the phone.
What is prospecting in sales?
Prospecting in sales is typically the first stage of the sales process. It involves identifying potential customers that would be a good match for your product or service. Then, sales reps rely on different forms of communication such as email, phone, text, social media, and in-person meetings, to connect with prospects. The end goal is to gather an ongoing list of potential prospects and convert them into paying customers.
What is video prospecting?
Video prospecting is a method where a sales rep will record and send a short, personalized video for a prospect. Then, prospecting videos are typically sent via email, but can also be shared through text or as a private message on LinkedIn or other social platforms. The goal here is to replace traditional, boring plain text emails with something that’s more eye-catching and engaging. With video email prospecting, your message remains the same – it’s just being delivered in a different format.
Since prospecting videos are one of your initial interactions with potential customers, these videos are kept short and to the point. Sales reps should briefly introduce themselves, explain why they are reaching out, and share how they can help. We encourage you to keep prospecting videos between 30 seconds to 1 minute. The shorter length increases the chance your prospect will watch the entire video and hear your message in full. Video prospecting brings a number of benefits including standing out the inbox, differentiating yourself, humanizing the sales process, and more. Let’s take a closer look at the value video email brings and how to get started with video prospecting software.
Why prospect with video?
By using video for sales prospecting, you stand out amongst all the plain text emails and break through the noise of a crowded inbox. Not only are you getting creative with your sales outreach, but using video in sales emails makes your message more engaging and memorable. Video prospecting increases your chances of connecting with your target audience and creates a positive customer experience.
Your first impression has the potential to make or break a deal. Video prospecting creates a positive impression from the first interaction someone has with your brand. Start with a smile and add some enthusiasm so your recipient is immediately engaged. In addition, video allows you to establish trust and credibility with a prospect. Not only are you building familiarity by putting a face to a name, but video helps people empathize with what they see and hear. When you offer solutions to simplify their problems, you’ll demonstrate that you understand their pain points.
The stats behind using video in sales emails
Don’t just take our word for it – using video for sales prospecting has proven success. Take a look at some advantages and benefits of video email prospecting.
- Increase open rates – Emails that include video see a 16% boost in open rates. When sending a video sales email, always include the word “video” in the subject line to increase open rates even more.
- Get more replies – Prospecting with video leads to a 26% increase in response rates.
- Close more deals – Opportunities are 127% more likely to close when video is used at any point in the sales process.
- See growth with personalization – On average, 69% of buyers are willing to pay more for a more personalized experience. Video prospecting is the best way to personalize the customer experience from the first interaction.
Experience the power of a sales video firsthand. Try out our software – Start a free trial.
Best practices for sales prospecting videos
So, how do you start your video prospecting efforts? Sales emails will become much more effective with this small addition. We’ll cover some best practices to keep in mind for video prospecting.
Keep sales prospecting videos short.
Keep these videos short and sweet; introduce yourself, and explain why you’re reaching out. If possible, we encourage you to keep sales prospecting videos between 30 seconds and 1 minute. This increases the chance that your prospect will stay engaged and watch your entire video. If you’re new to video prospectin and need to re-record your video 2-3 times to get the hang of it, that’s okay, but remember these don’t need to be perfect, just authentic.
Personalize your message when video prospecting.
When recording sales prospecting videos, it’s important to add a touch of personalization. This will help you stand out in the inbox and increase open, click-through, and response rates. We recommend using a whiteboard or piece of paper, write your recipient’s name on it and hold it up at the start of your video. This adds a touch of personalization and intrigues prospects to watch your video when they see it was made specifically for them.
Always include a call-to-action in a sales video.
When video prospecting, always end your video with a strong Call-To-Action so your audience knows what to do next. If you’re using software like Covideo, customize your CTA buttons so they match your CTA in your sales video. For best results, guide your prospects directly to that button by saying something like, “To schedule a call, click that button below this video and pick a date and time that works best for you.”
Strategize your subject line when using video in sales emails.
Your subject line is the first indicator of whether a not a prospect will open your email. When sending video email, always be sure to include the word “video” in the subject line. This increases open rates by 19%. We also like to include our prospect’s first name in the subject line for an extra touch of personalization. For prospecting videos, a few subject lines we frequently use are:
- Video for Sarah at Company
- Sarah, here’s a video for you
- Video for Sarah – Thank You!
- Video for Sarah: Virtual Introduction
Add some text, but not too much in video prospecting emails.
When video prospecting, you’ll still want to add some text to the body of the email. Introduce yourself, let your prospect know that you recorded a video specifically for them, and encourage them to click and watch. However, don’t give away too much information in the text – you still want your prospect to view your video!
In the example below, we have put some of our best practices for video prospecting into action. This gives you an idea of what a video email looks like in your prospects’ inbox! A few key items to note: a touch of personalization in the subject line, using the whiteboard method, and adding a bit of text in the body of the email.
Use the right video prospecting tool
Prospecting all day is no easy task, but using a tool designed for sales outreach makes the job a whole lot easier. Covideo, video prospecting software, allows you to record personalized videos to send via email, text message, or on social media.
When sending out sales prospecting videos, you can choose to get notifications when your video has been viewed, letting you know the instant someone watches it. You’ll also have access to analytics that provide insight into how many times someone watched, how long they watched, and if they interacted with any of your call-to-action. This allows you to prioritize your leads, putting those most interested at the top of the list. Try Covideo today to see firsthand how to make a prospect video and how it improves your sales.
Switch up your sales prospecting methods
Just to be clear, video prospecting isn’t the only tool you’ll use for reaching out to new opportunities. Rather, consider Covideo as a sales tool in your toolbox. Our inboxes are crowded, and getting your message to stand out isn’t always easy. Video prospecting gives you another avenue to help break through that noise, connect with your prospects, and get more responses. Combine video with these additional examples of sales prospecting techniques and you’ll have the ultimate sales prospecting approach.
Start with free video prospecting software
If you’re wanting to hit and exceed your sales goal, video email prospecting is a must. Give it a try with a Start a free trial of Covideo’s software – that way you can see for yourself before having to commit. No credit card required.
