For SMBs it’s uncommon to see someone in a Business Development Role (BDR) role as typically Sale Reps themselves are responsible for prospecting. Is there any difference in the way an average Sales Rep should approach prospecting vs. someone who is a BDR?
It would be an even greater impact for someone who is a Sales Rep because they control the entire relationship.
It’s important to remember video isn’t just for prospecting, it’s a great way to humanize your approach throughout the entire sales process and is the next best thing to communicating in person with a face-face conversation.
What is the most effective way to get the greatest number of videos out when prospecting with video?
What has been the biggest barrier to getting sales teams to adopt 1:1 video technology and use in their day-to-day conversations?
Doing something new and putting themselves on camera.
A lot of teams also feel that it’s a bigger thing than it needs to be. For instance, setting up a camera coming up with a script when really it’s much easier and should be a way to talk to your audience like you would in a normal conversation.
Don’t be afraid to say things like um, because there is a level of authenticity with a raw video.
We’ve seen from our experience coaching companies that sometimes from a leadership level companies want to be able to audit 1:1 videos to make sure it is on brand. How do you walk and coach people through this?
This is something Jacob has seen with clients too.
One thing he’s seen is organizations conduct training on messaging and how the team should be using video.
There is also a software out there that integrates with GoVideo and will review the transcribed vocabulary of a video before it even gets sent out. If someone says something out of line it won’t send the GoVideo.
The more important thing isn’t auditing every video that gets sent out, but rather putting the right training in place beforehand and providing the right resources to your team.
Is there a common thing you see as a root cause of why some people don’t see success with video?
If you’re prospecting, you’re not going to see results if you aren’t personalizing or tailoring your video to your prospect.
If you aren’t getting email opens it comes back to your subject lines.
The subject line Jacob uses with a 60%+ open rate is [First name], I made this video for you. The length of the video can also impact your success.
It should be 30-45 seconds at first. Don’t feel you have to pitch your values and solutions off the bat, but just making an introduction.
The industries that are focusing on video are changing and the length of videos people are doing is cut in half.
We talk about why this was surprising and what it means. We also dive into the report about companies not leveraging the ROI of video and why we think that is.
What would you recommend marketers do to help get buy-in from the sales team on using video?
Sales reps benefit from a library of video assets that can be easily accessed to get them started. You also want to show them how they can see their prospects actions and how they can leverage it in the sales process.
You also need to show them the success that can come from it, how it can make their jobs easier and how to use it.
What does the future hold for 1:1 video and should we be worried that current tactics will soon be the norm?
At the end of the day, you can try different techniques to stand out, but what really matters most is the value you bring in the video message itself.
Video isn’t going to die out; If anything, people will need to get more creative and personalized with their efforts.
It also doesn’t hurt to still use cold calling alongside your video efforts. If you see someone is watching your video, give them a call right after. That way you can determine if they are interested or not right away instead of wasting your time.
What are some of the biggest mistakes you’ve seen that aren’t best practice in 1:1 video?
Not being aware of lighting or surroundings. Set yourself up in front of a window or good lighting and if you are in an office that is loud make sure you go somewhere quiet or have a mic that cuts out background noise.
How does GoVideo stack up against competing options in the industry and how do you stand out?
It’s really simple to use, but it's when you get into a professional level that Vidyard stands out.
Vidyard videos are on branded pages that match your site and you’re able to bring people into your ecosystem and link people back to your website.
Vidyard also integrates with several CRMs and marketing platforms. You also get a personal video coach and some of the best customer experience out there.
If you want to get in touch with Jacob you can find him on LinkedIn here. He also shared some great resources which we’ve included below, along with his calendar link for personal coaching with him.
Lastly, have a question or idea for a future episode? Let us know!
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