ComeSaleAway

Using video for prospecting? Yes/no?

Anyone have any consistent success with utilizing video in your prospecting cadence?

If so, are you sending them:

Beginning or mid -cadence?
On Linkedin in or email?
Are you using it to convey info about your product/service, to demonstrate something about your product/service, or something else?

There's a lot of hype about video these days to stand out, just curious if anyone has any personal experience with its success.

🔎 Prospecting

👑 Sales Strategy

15 comments

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Incognito

WR Officer

Master of Disaster

Yes!! I have been doing vids on all platforms, and then taking those same videos and embedding them into emails.

Full disclosure: my demographic has a slow sales cycle and is mid market. winning five new accounts a year is a big deal.

So when I'm contacting my prospects, they're going to google me. I think of it as a "virtual resume", so they can hear me, gauge my competency and style. I have had positive feedback thus far.

That being said, there are a few accounts I follow to help your vids gain traction. If you're boring, no one will care. Finn McGinty on Insta and YouTube (the Punk Rock MBA) has some great tips on making your thumbs get clicks. For content, I'm currently loving This Is Virgina Kerr. She really breaks it down for Reels - but the advice is great for any kind of video. I used to do "newscaster" style vids, but I recently switched. The technical stuff is boring as hell. Gotta give it some flavor, as if they were really sitting in front of you!

Its also great when looking for new employment. They love that shit. Shows you're not afraid.

I've done personal vids to prospects after a meeting, but it was never received well. I'd rather just pick up the damned phone or send them a funny meme (seriously).

TL;DR - vids are a great warming tool. You still gotta call them, though.

wahmsales

WR Officer

SDR

In my last company, I cold called, but sent a custom video after I booked a demo. "Nice to connect with you today, my colleague Ross will be calling you at 9am on Monday", that kind of thing.

MrMotivation

Politicker

Sales

This is a great idea. I have always done some type of "value touch" in between booking a meeting for myself, or when an SDR books one for me. Never thought to do a video. Great call!

wahmsales

WR Officer

SDR

Oh, when an SDR books a meeting for you, I'd recommend that you also send out a video, on the day of the meeting. "Hi, it's Chris from XYZ. I just wanted to put a face to the name, and I'm excited to learn more about your company and see if we're a good fit" or something. You can make this video really generic and just send the same one out for every meeting.

smgasb92

Contributor

Senior Channel Account Manager

Yes I use vidyard (would recommend) but have used Loom as well and it works like a charm! I use it with in my flow (Email, Video and LinkedIn messages). I mostly use it to get meetings booked and closing process (showing them how to sign for example) if I can't get a called booked instead.

503AEAA

Contributor

Account Executive

I'm up for a good sesh of video prospecting and as well use it as a follow-up tool. I've particularly seen more success using video on my 2nd or 3rd attempt.

Also, after I've booked a meeting I use videos to send a friendly reminder of our meeting, and I've noticed that my prospects are more engaged and somehow there's less "awkwardness" during our initial conversation. I use it on email rather than LinkedIn.

SaaStronaut

Executive

I think there are a few questions here:
1. How good are you in front of the camera and how long does it take you to research your prospect, shoot the video, send the video?
- Charismatic and you churn them out naturally? Worth it. Not esp charismatic, takes a ton of time to produce? Prob better ways to spend your time.

2. What are you selling and who are you selling to?
- I could be wrong here, and lmk if you sell into formal or "old-school" industries/buyers and have success with videos, but my general thought is you're wasting your time and potentially even hurting yourself using video in certain contexts. However to the right buyer/industry- prob a great way to cut through the noise and get a response. Even better might be to get a celebrity to record the video/talk track through Cameo.

I think the more *you* matter to the cycle/decision/ROI, the more video is valuable, in the sense you're giving the prospect a more intimate view of what they're getting. Wrong buyer/industry- they're probably not opening it, and if they do they're probably wondering what kind of fluffy sales tactics you're going to bring to a meeting.

CadenceCombat

Tycoon

Account Executive

I only like to start connecting with video starting from the discovery call personally but I’m happy to challenged on that.

mosales

Executive

Account Executive

IMO, it depends on what you're selling. If you're going to do video, it really needs to be personalized. It can't be the same video you blast out like an outreach email campaign. So if you're in the larger deal sizes or enterprise space, I it's worth taking the time to make a personalized video but before you send it out, you should be first connecting on LinkedIn, engaging with their content, providing value through comments, and then engage via video in their LinkedIn inbox.

If they see your name enough on their content, they''ll likely take the time to watch your video and at the very least give you a response

ComeSaleAway

Fire Starter

Great input, thank you. I agree with a personalized approach rather than using it to spam in mass outreach. In general, with any cadence, the idea is to get them familiar with my name and organization through multiple touch points. Have you used video yourself with any success?

Incognito

WR Officer

Master of Disaster

I disagree. I think its the opposite. I blast my vids as a warming tactic like everything else. That way they feel more connected to me when I do call. They're super general, though, and 100% relevant to the prospect's issues. It's an attention grabber.

SalesPharaoh

Big Shot

Senior Account Executive

Use it great to put face behind the emails.

itsme_

Fire Starter

Inside Sales

We have been using VideoForm.com and it is really working well for us. We send them on LinkedIn as well as emails in the mid-cadence.

CuriousFox

WR Officer

🦊

No. It's a great way to get blocked.

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ComeSaleAway

Using video for prospecting? Yes/no?

15 comments

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