What is Video Prospecting?
Video Prospecting Definition
Video prospecting is a sales tactic that utilizes user-generated videos to reach out to potential clients to grab their attention and make a positive connection. Video prospecting is more personal than sending a plain-text email; those on the receiving end will better understand who you are, your personality, and what exactly you’re trying to sell them.
If you have the right resources, anyone can successfully integrate video prospecting as a regular sales tactic.
Does Video Prospecting Work?
If it didn’t, we wouldn’t be writing about it. Video prospecting is known across the board as being an invaluable tool in raising response rates and fostering positive external working relationships.
Not everyone uses video prospecting, so it gives you a competitive edge to help you stand out from your competition. With the right tools, you can readily personalize your messages. This makes it easier to make a connection than dismiss yet another plain, boring email that’s taking up space in their inbox.
With more people working from home and solely online, it makes sense to adapt and use the latest technology—we can’t rely on old-fashioned sales tactics anymore.
And not only is it effective for outreach, but video prospecting also makes things easier for a sales team, too. It cuts down on time spent writing lengthy emails. Instead, you can focus on making videos that summarize your pitch, grab your prospect’s attention, and go from there.
Ellie Twigger, a sales development representative at SalesLoft, uses Vidyard’s video tools as part of her standard kit while prospecting. In this case study, she explains how leveraging video helped her achieve 120% of her sales target. These numbers inevitably translate to company growth, which leads to a huge boost for their sales team.
So, what are you waiting for?
Who Should Use Video Prospecting
Anyone in an outbound sales role should be using video prospecting. It’s proven to be effective, so if you need to change things up to hit goals and objectives, land a difficult client, or just get more creative with your work, video prospecting can be used as an additional tool to complement your outbound prospecting.
When used alongside cold calling and traditional emailing, video prospecting can help boost the amount of engagement you receive, and responses from clients.
Video prospecting can be used for different types of outreach: from hyper-personalized messages to specific contacts, account-level personalization, or even general videos that can be shared across the board to break the ice.
It’s also great to prospect targeted accounts in your account-based selling programs, or following up with old leads. Again, it gives you a competitive edge and allows you to utilize creativity to show them why you’re the right one to be working with.
How to Succeed with Video Prospecting
There are six simple steps to follow to ensure you’re successful while utilizing video prospecting: