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I’ve been such a huge fan of using video in my sales process since I first discovered Vidyard. It was a great way for me to generate tons of opportunity at the top of the funnel.
Nobody was doing it, nobody had heard of it, and I felt like I had discovered FIRE!
More importantly, I hated writing long and lengthy emails, or just sending a copy of the demo recording that I knew would never get watched.
I found ways to integrate cut content into my recaps post-discovery and demo, to help my champion do a better job of selling my solution to their internal stakeholders.
So let’s talk about ways you can use video in your sales process, and get some actionable insights on how we use it here at The Sales Doctor.
If you're looking to create a successful video outreach campaign, then you need to start by understanding your target audience - sounds simple enough right?
By identifying the target persona and industry, you can create a message that is relevant to their needs and interests both personally and professionally.
Don’t forget to take their economic climate, potential future and current state problems, and desired career goals into account.
When initiating video outreach, after your greeting, you need to loop the relevance of your solution back to your persona’s needs.
This should be done within the first 10 seconds of the video.
You can do this by highlighting your one-pager on screen and covering two of the key outcomes of your three value pillars.
You should make sure to accompany this highlight with a demo or visualization of your key points in your solution.
Finally, the last part of the video should be followed by a soft call-to-action in the final five seconds with a “thank you for watching my video” sign off.
By following this framework, you can create engaging video outreach campaigns that resonate with your target audience and ultimately drive results.
Personalized video recaps are another effective way to engage with buyers and prospects throughout the sales cycle.
After each discovery call, create a 30-second video recap of the conversation, highlighting the three things the buyer said they wanted and the three things you'll show them in the demo that align with those needs.
By doing this, you'll give the buyer a more intimate relationship with you and keep them engaged throughout the sales cycle.
Sending out proposals can be a challenging process, especially if buyers get caught up on certain points.
To address this issue, consider creating a video that breaks down the three points that people usually get caught up on.
Explain these points ahead of time, then send the proposal and ask if they have any questions.
This personalized touch will give buyers a better understanding of your offering and address any concerns they may have.
Experiment with user-friendly editing tools like CapCut and Canva to simplify the video creation process while still producing engaging and concise content.
Use CapCut to cut out unnecessary portions of your video and add a cover image made on Canva. Remember that concise editing is essential to keep your audience's attention.
Additionally, consider turning a successful email into a video by fine-tuning it with tools like Lavender. The key is to simplify the process while still creating quality content.
Video outreach shouldn’t just be used by SDRs and BDRs at the top of the funnel, but it has incredible use cases throughout the entire sales process.”
Most people aren’t leveraging video because it does take time. However, I’d rather spend an hour of my time putting together a few highly personalized video recaps for current opportunities than making 30 cold calls to go find new ones.
You need to take hold of what’s in front of you instead of always chasing something new, and do what others won’t so you can achieve what others can’t.
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