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INTRODUCTION
Sales prospecting has become increasingly competitive in recent years as businesses are constantly seeking new ways to reach their target audience and stand out in a crowded market.
With the rise of technology and the internet, the sales landscape has changed dramatically, making it more challenging for companies to reach their potential customers effectively.
The abundance of information and easy access means buyers are better informed and more sceptical than ever. The rise of social media and other digital platforms has created a highly competitive environment for sales teams, as they have to compete with a constant stream of information, content and offers. As a result, sales prospecting has become a race to gain the attention of potential customers and stand out from the competition. This requires sales teams to be more strategic, innovative and efficient in reaching and engaging with their target market.
So naturally, you’re wondering: how do I stand out?
The short answer: leverage video in your sales prospecting.
ADVANTAGES OF VIDEO OVER TRADITIONAL OUTREACH METHODS
Take a few seconds to think about it. When was the last time you received a personalized video in your inbox? Did you take the time to open and view it? If that’s the case, do you still remember it? Do you remember the last outreach email you received? What about the last LinkedIn message you received?
We all love a bit of personalization, right? Even if we pretend we don't care, seeing our name in an email or invite makes us more likely to give it a quick glance. It's the same for prospects. When you send them a personalized video, using their name, job title and even a picture of them, it makes them feel unique and important. This increases the chances of them engaging with you. Plus, it's a great way to stand out from the crowd. Instead of sending generic messages about the same benefits to everyone, you can tailor your message to specific customers. This way, they'll remember you and your message.
In summary, video prospecting has many advantages over traditional outreach methods. Among which we can cite:
- Allowing for more engaging and personalized communication.
- Allowing salespeople to demonstrate the product's features and benefits more effectively than through text or email.
- Allows for non-verbal communication cues like body language, which can account for a high percentage of the message's impact.
- It can help build connections with prospects by showing the salesperson's personality.
- It can be used as a follow-up to a demo to remind prospects of the key benefits of the product.
More importantly, when is the last time you saw a spammer put his face to whatever they were selling? Spammers lazily send thousands of emails hoping for a reply. You’re cutting through the noise by exposing yourself, which makes you seem way more trustworthy.
Lastly, using video has been shown to increase reply rates by up to 3x, and when leveraged later in the sales process, 75% of prospects decided to buy after seeing a video.
BUT... RECORDING VIDEO TAKES TIME
Here it is. While you can write an email, customize a few parameters such as the first name and the company name, and send it to 1000s of people… replicating the same process is impossible with video.
Or is it?
With the rise of AI, new software has come into the market. And their capabilities are almost unbelievable. This is the case for a tool named Potion, which is an AI software that allows you to send individually personalized videos at scale.
They leverage intelligent parameters to modify the background for each of your prospects. They then allow you to record the first name of each prospect with your own voice and use AI to replace the relevant part within your video in which you should have been pronouncing your prospect's name.
This means that you can record a video once, for a subset of leads with a similar pain point, and then leverage the tool to create 100s of personalized videos. You’re now getting the best of both worlds, personalization AND volume.
LEVERAGE VIDEO PROSECTING AT EVERY STAGE OF THE SALES FUNNEL
With such sophisticated software, it is now easy to incorporate video selling into your outreach strategy at scale. There are many places where these videos can come in handy. For example:
- Introducing yourself and start building a connection through a cold message.
- Educating your prospect to overcome common obstacles in closing deals.
- Nurturing leads to advance within the sales funnel.
- Improving conversion rates with comprehensive explanations of proposals.
- Sending memorable follow-ups after demos.
- Reconnecting with clients who have become unresponsive.
CONCLUSION
In conclusion, the competitive nature of sales prospecting has led companies to seek new ways to stand out and reach their target audience. One effective method to stand out is using video in prospecting, as it allows for more engaging and personalized communication, effectively demonstrates product features and benefits, and can build connections with prospects by showing the salesperson's personality.
But the time-consuming aspect of video prospecting can deter some from leveraging this method. Thankfully, advances in technology, such as AI software like Potion, make it possible to personalize videos at scale, making it possible to reach prospects at scale without compromising on the individual approach.
This makes video outreach a valuable tool in all stages of the sales funnel from initial introduction to closing deals. Despite being under-utilized presently, there are many reasons to believe that video prospecting will be the standard in the near future.
