Why You Should Be Using Video in Prospecting
Prospecting is one of the most difficult activities in the sales process. It involves a lot of cold outreach, which means you can expect a lot of people to flat out reject your offer or ignore you all together. But it doesn’t have to be that way.
Using Video in Prospecting Gets Results
Using video in prospecting is a powerful way to break through the barriers buyers place between themselves and those trying to sell them something. Video prospecting is more engaging and more effective than cold calling and emailing because it puts a face and a voice to an otherwise anonymous seller, humanizing them in the process and helping to build a connection that translates to sales.
Sales prospecting videos are the perfect addition to your prospecting emails. Using video in sales emails makes your sales messages stand out from the long-winded, impersonal, text-based message buyers are used to seeing in their inboxes. By sending a video, you both better engage your buyer as well as differentiate yourself from the competition.
Buyers Want to See More Video
Year over year, we’re reading less and less text. Text has long been on the decline while visual communication is now on the rise. 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.
That why video’s so engaging: it makes use of both visual and audible elements to create a message that has more meaning and carries more impact. We consume more video every year. 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.
Video Drives Buying Decisions
Video plays a powerful role in the purchasing decision of buyers. Google found in a study that 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 do buyers love watching video; they want 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%, which makes using video in prospecting even more appealing.
Your Competitors Already Use Video
Now for some FOMO: your competitors are already creating their own video as part of their sales strategy. That means if you’re not, you risk getting left behind and losing potential buyers to other companies that are using video in sales emails and outreach.
69% of companies report their video budget is increasing in 2018 (Ascend2), and 76% of sales leader say video is helping them increase sales (Wyzowl). Given buyers’ video consumption is going up, this means that more sales will go to sales teams that use video prospecting in the future.
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 July 20, 2018