How To Make a Video Prospecting Plan
We know that prospecting can be one of the most difficult activities for any sales organization. Competition is up and so are the demands placed on our buyers’ attention, making it more difficult to get the right messages in front of the right people at the right time.
Video, on the other hand, is one of the most powerful tools in your sales arsenal, helping you to get the attention of prospective buyers by presenting sales message in the most engaging form of content available.
If your sales team isn’t leveraging video in their prospecting strategy already, consider these interesting statistics surround video usage and consumption
WE’RE READING LESS AND WATCHING MORE VIDEO
As a society, we’re reading less and less text online. In a fascinating article in the New York Times, Farhad Manjoo writes about the sharp decline in demand for text-based content online in favor of audio and visual content instead. Video is more than just on the rise; it absolutely dominates as the most popular content on the Internet. According to eMarketer, US adults spend an average of 1 hour, 16 minutes each day watching video on digital devices. This is especially true on mobile devices; YouTube reports mobile video consumption rises 100% every year.
This shift toward video is visible in business purchasing as well. According to recent findings from Google, 70% of B2B buyers are watching video throughout the sales process, while 48% are watching more than a total of 30 minutes of video from beginning to close. Not only is video consumption up, but buyers actually prefer video to text when considering purchase options. According to Animoto, 4 times as many buyers would rather watch a video than read text.
VIDEO GETS BUYERS’ ATTENTION
Buyers love video and are eager to see more of it. It’s a popular fact that just including the word “video” in the subject line of an email boosts open rates by as much as 19%. But did you know that visuals, like video, are processed 60,000x faster in the brain than text? That means that the information contained in a video is more quickly consumed, understood, and internalized than the information in a prospecting email, helping buyers to make decisions faster.
That faster relay of information increases the velocity at which deals move. According to Hubspot, 64% of buyers are more likely to but after watching a video, while including video in email increases click-through rates by 200-300%.
YOUR COMPETITORS ARE ALREADY LEVERAGING VIDEO
If you aren’t using video as part of your sales strategy, in prospecting as well as in other parts of the sales cycle, you’re falling behind. 69% of report their video budget is increasing in 2018 (Ascend2), and 76% of sales leader say video is helping them increase sales (Wyzowl). While you might be asking yourself if video really can help you improve your sales prospecting, a better question might be can you really afford not to use video any longer in your prospecting and other sales activities?
If you want your sales team to prospect better and get their messages in front of potential buyers, video is the tool for the job, increasing open rates, responses, and meetings booked while engaging potential buyers with the content that they love the most.
Ready to plan your own video prospecting strategy? Download our guide, “The Ultimate Guide to Video Prospecting,” and learn how to improve response rates and book more meetings using personalized video in your sales outreach.
Posted on March 16, 2018