To succeed at sales prospecting, you must connect with customers meaningfully. Confidence, charisma, and resourcefulness are all wonderful attributes to have as a salesperson.
Now that we’re living in a digital sales world and have video messaging to work with, you can cold “call” a potential customer through a video and show them all those things at first click.
The beauty of sales prospecting with video is that in just under two minutes, you can:
- Catch a prospect’s attention by emailing a video personalized just for them
- Help put a face to a name and show who you are
- Quickly cut to the core of how you can help a prospect with a pain point
- Show a quick demo of your product
- 1. The Benefits of Using Video in Sales Prospecting
- 2. How Do You Prospect With a Video?
- 3. How Effective Is Video for Prospecting?
- 4. 10 of the Most Effective Sales Prospecting Templates with Video
- 4.1 Webcam ‘Selfie’ Video Prospecting Template (with or without Prop)
- 4.2 LinkedIn Profile ‘Hover’ Prospecting Template
- 4.3 Relevant Article, Comment, or Post ‘Hover’ Video Template
- 4.4 Website ‘Hover’ (Prospect’s Website) Sales Prospecting Template
- 4.5 Successful Customer Profile or Story Prospecting Example
- 4.6 News or Milestone ‘Congrats’ Sales Prospecting Template
- 4.7 Solution Show-and-Tell (Short Teaser!) Video Template
- 4.8 Sales Prospecting Video Promoting an Event or Webinar
- 4.9 Sharing a Content Asset, Article, or Blog Post
- 4.10 Pre-Meeting (or Post-Meeting) Video Template
- 5. Beyond Sales Prospecting Templates–Getting Creative
- 5.1 Go the Extra Mile
- 5.2 Don’t Be Afraid to Try New Things
- 5.3 Share Your Solution to a Prospects Pain Point
- 6. The Importance of Mastering Sales Email Subject Lines and Intro Copy
- 6.1 The Art of the Sales Subject Line
- 6.2 The Art of Sales Intro Copy
- 7. It’s Time to Put These Sales Video Templates into Action + Get Creative
The Benefits of Using Video in Sales Prospecting
Sales pros across the board agree it takes more touches to reach buyers, and connecting or booking meetings with prospects is a top challenge. As such, the adoption of structured sales cadences has grown to accommodate this challenge with an omnichannel outreach approach to try and hit prospects across different channels at different times.
The most commonly used formats in modern prospecting are phone, email, and LinkedIn. But all of those formats, especially email and social media, can be enhanced by including video in your message. It’s been proven that video can improve the impact of a prospecting call and boost response rates.
How Do You Prospect With a Video?
So, how do you include video effectively in your prospecting efforts? Well, it’s a lot easier than you think. By acquiring an online video platform or even using a free tool like Vidyard, you can easily record, share, and manage your videos all in one place.
Investing in tools for your sales team, especially now that many of us work from home or remotely, is necessary. The digital-first world is here, and incorporating video into your sales funnel is a surefire way to ensure your prospecting efforts are noticed and cut through the noise.
Video in sales conversions is rising because of the human connection that video can bring to an otherwise normally static interaction.
How Effective Is Video for Prospecting?
If you’re wondering why use video prospecting, sales pros agree that video emails outperform text-based in getting higher response rates. If you’re still on the fence about adding video prospecting to your sales cadence, consider the following:
- It creates a personal, human, and authentic connection point
- It can leverage your personality and body language
- There is an opportunity to use visuals
- It has the ability to demonstrate effort and commitment
- It can pattern disrupt and grab their attention
10 of the Most Effective Sales Prospecting Templates with Video
Once you get into the rhythm of using video in your sales cadence, you will begin to find video prospecting best practices that work best for you and your clients. Whether consciously or not, every seller using video develops templates and scripts that they use repeatedly.
Develop and evolve your sales templates and scripts based on your unique personality, delivery style, target personas, and industry needs.
However, until then, you can explore a sample of some sales prospecting examples below or check out our entire library of proven prospecting templates to get you started. Or, if you want help from AI, leverage the Vidyard AI Script Generator instead.
Video message templates can be multi-dimensional compared to text-based and voicemail touches. They can include:
- The use of both webcam and screen share
- The ability to develop and use a messaging ‘script’
- Visual elements or props
- A dynamic thumbnail image
Regardless of the type of sales prospecting videos you create, there are five key points to remember when building out your talking script—introduction, value, purpose, CTA, and ‘thank you.’
Using these points as a framework, you’ll ensure the most important information touched upon in your outreach.
1. Webcam ‘Selfie’ Video Prospecting Template (with or without Prop)
The quick-and-easy-to-create webcam ‘selfie-style’ video is a great way to introduce yourself to a potential client. In this format, you can deliver a message similar to your email and voicemail scripts while spicing it up a little.
A fun and eye-catching way to start the video off is by using a prop in the thumbnail of your video. As the examples below show, many sellers’ favorite props are a small whiteboard. You can write your prospect’s name or anything else that shows them this video is for them.
Other prop examples are things like a sports jersey for a client who you know loves a certain team or a fun sunhat if they work in the travel industry.
In this excellent video prospecting example, sales pro Morgan Gillespie uses her prospect’s passion (by having a beer as a prop) to deliver a great analogy with an impossible-to-resist thumbnail.
2. LinkedIn Profile ‘Hover’ Prospecting Template
LinkedIn video prospecting is a super effective touchpoint to add to your overall sales outreach mix. A LinkedIn profile hover means going to your prospect’s LinkedIn profile and recording a short screen-and-webcam video while hovering over their page.
This technique allows you to acknowledge that you’ve researched their company and are acknowledging their role. If you’ve worked with similar companies in the same industry, address that in your video and let the prospect know your success story and how you can help them move forward.
Here is an example of a script for a LinkedIn profile hover video:
“Hi [Name], I can see from your LinkedIn profile that you’re responsible for [role] at [company].
I’m reaching out because I’m working with several other [role] who are having a hard time [problem]. I’m helping them [value prop].
If you’re having a similar challenge, can I send you another video to show you how I’m helping?”
Using a LinkedIn Profile Prospecting Template, your prospect is front and center. Seeing their profile on a video thumbnail might just pique enough interest to get them to click play.
3. Relevant Article, Comment, or Post ‘Hover’ Video Template
Similar to a LinkedIn profile hover, you can also screen record while hovering on an article, post, or comment your prospect will recognize. If you met the prospect at a networking event, hover over the event website so they remember where you met. If you both commented on an article on LinkedIn, and that’s where you found their contact, hover over that article.
Always try to use something that ties back to your message and values your prospect. Some examples:
- An article or post that mentions them
- An article or post they commented on or shared
- How you easily found them because of their LinkedIn activities
A Recent News Cold Outreach Template shows your prospect you’ve done your research.
4. Website ‘Hover’ (Prospect’s Website) Sales Prospecting Template
An easy way to show your prospect that you’ve done some background research is to record a video while hovering on their company website. Before you hit record, take the time to look through the site, read the “about” page, check out some of the press releases, and look at the products.
Always hover over a page that ties back to your message. Talking about the company’s products doesn’t make sense when you’re hovering over the ‘careers’ page. Choose the most appropriate page for what corresponds with your pitch.
5. Successful Customer Profile or Story Prospecting Example
Have you worked with a customer in a similar field as your prospect before? Use any success stories to your advantage and reference past wins when making a cold call to a new prospect.
One way to do so is to screen record a LinkedIn profile of a customer with a similar title to your prospect. Use this page to start your story about how you helped this customer with a similar pain point and how you could/would do it again.
Example script: “Hi [Name], I know this isn’t YOUR LinkedIn profile up here. In fact, this is [customer name] who is also a [role].
I’m working with them and several other [role] to [value prop], and I’d love to…”
6. News or Milestone ‘Congrats’ Sales Prospecting Template
We all know why a news or milestone ‘congrats’ message will be seen in a positive light—who doesn’t love a little recognition now and then? Show your prospect you’ve made an effort to keep up with their achievements and congratulate them on their successes. Hopefully, you can be a part of that success in the future.
Here’s an example of a script for a milestone video:
“Hi there, my name is [your name] reaching out from [your company].
I noticed on [prospect’s website, social media, etc.] that [recent news, award, funding, or another event]. Congratulations! I imagine that [the impact of news, award, funding, etc.], you’ll see more [problem that your company solves], and that’s why I’m reaching out.
At [your company], we help companies like [cite a few similar successful customers and list 2-3 ways you can help with that relevant problem mentioned earlier], and I want to share some ideas for how we can help you do the same.
I’d love to get your perspective on [problem you mentioned earlier]. Feel free to reply directly to this email or book a meeting at the end of this video [be sure you add a calendar CTA at the end of your video message].
Hoping to hear from you soon. Thanks!”
7. Solution Show-and-Tell (Short Teaser!) Video Template
Quickly show and tell how your solution works in a video so the prospect can visualize what you’re offering. This template works best if you keep it short. Hit them with high-level content and show enough to pique interest and make them want to hop on a call.
Example script: “Hi [Name], I know your time is extremely valuable, and I genuinely think I can help.
So I took the liberty of making this short video to give you a clear sense of exactly what we do so you can share with your team…”
Arthur Castillo took the time to record a quick show-and-tell demo of the Chili Piper product so that his prospect would know exactly what to expect. A bonus of the show-and-tell method is that Arthur’s prospect can now share this video with fellow team members to get everyone on board.
8. Sales Prospecting Video Promoting an Event or Webinar
Use a video to invite your prospects to an upcoming event or webinar and take advantage of the opportunity for virtual networking. It doesn’t have to be an event that you’re hosting; it could just be an industry event or webinar that you think they might enjoy or find useful that you’re also attending.
Doing so is a great way to build personal rapport without asking for a meeting. It lets them know you’re thinking of them and shows that you value connections and growth.
9. Sharing a Content Asset, Article, or Blog Post
Sales prospecting isn’t always straightforward. Sometimes your foot in the door is earned by gaining trust through a shared experience or thought.
If you find an article, blog, or content asset exciting and relevant to your prospect’s role, don’t be afraid to share it with them. In a short video, provide a quick recap and your perspective on the content asset, blog post, or recent report. Remember, shorter is usually better—you’ll keep 56% of your viewers until the end of your video if it’s one to two minutes long. That jumps to two-thirds if it’s under a minute.
Contextualize the article for your specific prospects or a key persona and film a video for each grouping. For example:
- Record custom versions for Tier 1 prospects
- Record one generic version for all others
- Post to your LinkedIn profile and tag prospects who might enjoy it
10. Pre-Meeting (or Post-Meeting) Video Template
In the video, let the prospect know what you plan to discuss. This could be a particular product, pain point, or if it’s just a ‘get to know you’ type of meeting.
The pre-meeting video message is a great way to ensure clear expectations, so everyone knows what will be on the table.
A post-meeting video can be sent as a round-up or meeting minutes to capture everything discussed. The re-cap video is a nice thing for everyone to have on file in case you ever need to look back on it for a refresher of what was discussed or decided.
Example script: “Hi [Name], I hope you’re looking forward to our video call tomorrow to discuss [topic]!
My goal for this meeting is [goals], and you’ll be able to walk away with [expectations]. The one big thing that would really help to ensure you get the most value is to [what they need to prepare]…”
Beyond Sales Prospecting Templates–Getting Creative
These sales prospecting video templates are just a framework to help get you started. Once you’ve found one that suits your needs, test it out and tailor it to what works best for you. Get creative and go beyond just what we’ve shown you here. Use your industry experience, sense of humor, or ability to film a video in a unique location. It can be anything that sets you apart to help make a unique video that stands out.
Here are a few wonderful examples of sales reps who have used video for sales prospecting in a fun and creative way.
Go the Extra Mile
Frank “Whatever it Takes” Weschler has eaten the hottest wings to book meetings.
His creativity and bold approach are huge factors in his success (a big part of what earned him a coveted Video in Business Award). But video is the medium that lets all of that shine.
Don’t Be Afraid to Try New Things
When Chris van Praag was at BabelQuest, he created (and edited) one-to-many videos where he teaches himself new tricks…and wow, did they get attention.
Share Your Solution to a Prospects Pain Point
Matt Hall at Woodway UK shows his prospect a very clear problem they have today and highlights how he can help solve it.
Think about this: If Frank, Chris, or Matt described what they did in writing instead of showing it, do you think it would have the same impact?
The Importance of Mastering Sales Email Subject Lines and Intro Copy
You could create the most amazing sales prospecting video, but without a great subject line and intro copy to deliver your video, your prospect may never watch it. Creating a subject line to catch and pique a prospect’s attention is an art form. And the intro copy is just as important. However, sometimes it gets forgotten when we are excited about delivering and sharing a video. That’s why we’ve rounded up some tips to help you master the art of subject lines and intro copy.
The Art of the Sales Subject Line
The subject line is arguably the most important part of crafting an email. It’s what your prospect sees first and what determines whether they click to open the email or click to send it to the trash.
The best sales email subject line must be clear. It should also indicate that you’re sending a video in the message since it isn’t obvious before the recipient opens it. The promise of a video can open up new opportunities with your prospect—sales emails containing the word “video” in the subject line can help boost open rates.
Many sales reps like to put “[VIDEO]” right at the beginning of the subject line, then follow it with a short value prop or hook.
If your prospect was a referral, it’s a great idea to put the name of your mutual contact in the subject line. For example, “[VIDEO] Mandy said we should chat!”
When drafting a subject line, remember to:
- Focus on pattern disrupting and piquing curiosity
- Try including the word ‘video’
- Get creative and be unique!
Here are examples of subject lines for prospecting Rebecca at Acme:
- “Acme + Vidyard | Video for You”
- “Rebecca made you this video: Stand out!”
- “54 seconds that could change your life :)”
- “Video about Acme, response rates, & 2021”
- “Rebecca, seeing is believing – made you this video”
The Art of Sales Intro Copy
The intro copy is an important part of a sales prospecting email. It’s where you can give your prospect a little more information about your video. Specifically, why you’re contacting them and why they should watch it.
Try to pique their interest and (subtly) address potential concerns like:
- Why are you sending a video?
- Is this safe to click?
- How long will this video be? What is the time commitment?
- Will this actually be valuable?
Example for prospecting Rebecca at Acme:
“Rebecca, as someone who is selling each and every day, you know how difficult it can be to get the attention of prospects. So I made you this 54-second video to clearly show how I can help you and others at Acme boost your response rates. And you won’t believe how it ends!”
It’s Time to Put These Sales Video Templates into Action + Get Creative
Now it’s your turn to try out the templates. Put them to use in your sales prospecting and find what video format works best for you. If you haven’t already, sign up for Vidyard Messages(it’s free to get started), take these template ideas, and run with them.
And, if you’re looking for ways to automate your prospecting efforts, consider trying Vidyard Prospector to generate leads and create outbound email sequences for you with the help of AI.
This post was originally published on April 29, 2021. It was updated on Oct 2, 2023.