Through Vidyard, you're able to record directly in your browser, share your screen, and drop a video thumbnail right into emails or LinkedIn,
Vidyard makes recording and sharing video even easier than typing out an email. (And what salesperson doesn't like efficiency, am I right?)
You can also use the Vidyard dashboard to track analytics like how much of a video people are watching, and how many people are clicking through to your meeting link. Another awesome feature of Vidyard is the notification you get when someone watches a video.
Note: The free version of Vidyard caps the number of views you can track at 15, but this should be enough for most sales interactions.
All-in-all, you want a video tool that is going to make it easy for you to send videos and track your efforts so you can continue to improve your video outreach.
It's important that your first video interaction doesn't come across too salesy, so Dan suggests you show the prospect the unique value you can bring to them. This initial video should be where you provide some advice and quick wins for the prospect — based on the pain point they might be facing.
Doing this shows the expertise and value that you bring to the table so you can begin building a relationship with them.
Using marketing agencies as an example, Dan suggests doing a video screen share of the prospect's website and pointing out a couple of areas for improvement, and some quick wins they can implement.
From there, let them know about your company and why you are in the position to give them that advice.
GIF from an example with my IMPACT teammate, Mike
Another example is to pull up the prospect's LinkedIn.
You have a limited amount of time to keep your lead's attention. With this approach, they'll see you have their page pulled up in the video thumbnail and be intrigued to watch and figure out why.
GIF from an example with me
It's best if you can showcase your value in a minute or less. (Yes, it is doable.) Just keep your video to the point and avoid filler words and fluff.
Another way we coach clients to make their videos stand out is finding something you have in common, or something you can mention, to show you took the time to learn a little bit about them.
For example, if you went to the same college or speak the same languages.
Lastly, do not forget to give them a call-to-action (CTA) in your video.
You want to make it easy for them to take action — like book a meeting on your calendar directly. With Vidyard, Wistia, and other tools, you can include a CTA to ensure you make it a seamless next step.
On average, including the word “video” in the subject line increased open rates from 7% to 13% on average according to SwitchVideo.Sometimes people just need to know there's something to watch and they will!
We've found that, if you aren't able to connect through email, sending a request to someone on LinkedIn and including the video you recorded in the message is a great way to get noticed.
Think about the number of messages you get on LinkedIn — can you count the number of video messages you've received on both hands? Probably not.
This tip will help you stand out significantly from the competition and bring even more meaning to the connection you're making.
Video is the secret to more successful sales prospecting
Video can seem daunting at first, but it is probably one of the easiest things you can do to drive more business.
The great thing is you won't have to come up with new material to record many of these videos. You know from your sales conversations what people find valuable, common pain points, and ways you can help.
What will take a little work is figuring out how to capture it all in a short video and personalizing it to resonate with the prospect at hand.
Long term, it will save you time from the mundane task of writing sales emails, but it will also be the thing that makes you stand out from your competition.
These easy tips once implemented will have you on your way to effectively incorporating video in your prospecting and connect calls.
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