Best Practices for Video Prospecting

“There are no shortcuts to success” is an adage we have all come across at some point in our lives. It might sound cliche and boring. However, the quote has stood the test of time for a reason. It emphasizes the eternal truth that silver bullets to success are nothing but myths.

The same applies to sales prospecting with videos as well. It is not an elixir that will guarantee skyrocketing sales and tons of money. Yes, video prospecting does stand tall amongst its contemporaries like blogs, landing pages, podcasts, etc. However, with great power comes great responsibility.

You need to execute your video sales prospecting skillfully rather than expecting it to reap dividends without a semblance of effort from your side. Before we look into the best practices for video prospecting, let’s discover what video prospecting is.

What is Video Prospecting?

Video prospecting is nothing but reaching out to your prospects through videos. Basically, it is video outreach. We all know that face-to-face communication has an extra layer and dimension that is irreplaceable. However, in today’s digital world, it is not feasible to have a face-to-face conversation every time.

The next best solution is to arm yourself with video prospecting. Now that we have established what video prospecting is, let’s find out the best practices for video prospecting.

Best Practices for Video Prospecting

Video prospecting is bound to ensure better results provided you execute it in the right manner. Do not worry as with our list of best practices, you can do it without breaking a sweat.

1. Research the Prospect

Do thorough research on your prospect. It is imperative for your sales prospecting videos. Try to glean information about their job profile, pain points, and expectations beforehand so that you are prepared before you dive into the process of making a sales prospecting video. 

Research is going to be the foundation of your video prospecting strategy. It is critical that you know your prospect down to the T.

2. Decide the Timing

Ask yourself the following questions at the outset of creating your video for sales prospecting.

“Is it my first ever outreach to the prospect?”

“Is this video going to be a reminder to the customer about our previous interaction?”

“The prospect seems to be a no-show. Will a sales prospecting video bring us back on his radar?”

The preceding questions will help you decide on your approach to the customer and the type of video you will make for your prospect. 

3. The Format of Video for Sales Prospecting

There are three prominent types/formats of videos for prospecting. They are given below:

1. Screen Sharing: By sharing your screen, you can communicate with your prospects while explaining how your product can benefit them. You will help your viewers gain a lot of clarity about what you are selling to them. 

2. Webcam Video: Sit in front of the video and make your prospect feel you are having a heart-to-heart conversation with them. If done well, this will build a great connection with your prospect as there is nothing like a good old fashioned one-to-one conversation.

3. Playlist: Have you already prepared and curated a playlist of generic videos? Do not worry, you can make it personalized. All you have to do is add a personalized video right at the beginning of your playlist and add a personal touch to the playlist.

4. Write a Script

If research lays the foundation of your videos for sales prospecting then scripts are the pillars that strengthen your sales prospecting with videos. A spontaneous video is going to look haphazard. You will get on the wrong foot with the prospect if you look all over the place in your video.

A script will structuralize your videos and will help you to make your video smoothly without any hiccups. Do not forget to personalize your script according to the prospect.

5. Make it Personalized

Personalized videos help you form an instant connection with a prospect. Your prospects will feel valued as soon as they witness a video tailor-made to cater to their needs and wants.

In fact, 35% of your conversions can be attributed to personalized videos.

6. Have a Great Subject Line

In most cases, you are bound to send your video by email. Come up with a captivating subject line to ensure that your video for sales prospecting does not add to the number of unread emails in your customer’s inbox. You need to. For example:

Hello John, Watch How You Can Solve Your Video Hosting Problem

Your prospect probably receives a barrage of emails daily. Make sure that your subject line catches your prospect’s eye. 

7. Include a CTA

The CTA is what will give an identity to your videos. Without a CTA, your video will not have any direction and will fail to carve a place for itself in the consumer’s mind. You will end up throwing the audience for a loss.

Your CTA should be a clearcut proposition for your audience to follow.

For example: Visit this page for a demo.
Fill out the form to get a free trial.

Do not fail to include a CTA, as without one. Your video will just be another video that your customer came across. 

8. Have a Captivating Thumbnail

Have a thumbnail that draws your prospects’ interests and makes them click the play button at the drop of a hat. It can be a thumbnail addressing your customer’s pain points with their name on it.

Example: Hello John, Say Goodbye to Your Video Hosting Problems by Hitting the Play Button!

The video thumbnail is a window that gives your prospect a peek into your video. It shows what you can offer to them. 

9. Use Good Equipment

We understand that this sounds obvious. Who in the right mind wouldn’t shoot with the right equipment? Right. Wrong. You would not believe the astonishing amounts of botched attempts at making videos.

Check whether you have the following video-making equipment in good condition:

1. Camera: Duh! You obviously need a good camera to make a good video for sales prospecting. You want your script to translate well on screen. Having a good quality video camera will help you to achieve that. 

2. Mic: It is an audio-visual medium, and good quality audio is the best ally to your video. So get your hands on a good quality microphone and start shooting!

10. Share Your Videos 
We use case studies, customer stories, and testimonials all the time. However, we seldom marketize videos made for sales prospecting. Watching a human being with similar pain points, wants, and needs are definitely going to make your videos more relatable.

Empathy is the best marketing tool you can ever ask for. And if the story of your fellow marketer creates empathy in the hearts of your other prospects. There is nothing like it.

But do not forget to ask for your customers’ permission before sharing the videos!

Roundup

Well, if you thought that a prospect will roll out the red carpet for you as soon as he lays his eyes on a video for sales prospecting then you are absolutely wrong! However, videos are the most reliable when it comes to prospecting if they are executed properly. In fact, if they are combined with the right video hosting platform they can take your business to places.