Differentiating Your Outreach: Using Video for Sales Reps — WistiaFest 2017

Meaghan Thatcher, Sales Development Manager at Wistia, starts off by sharing some discouraging statistics in the life of a sales representative. On average, it takes 8–12 contact attempts to engage someone in a sales process. 80% of calls go to voicemail, and 90% of first-time voicemails are never returned. Furthermore, less than 24% of emails are opened. However, not all is lost. Adding video into the mix makes your sales process more engaging.

Simply adding the word “video” in your email can significantly increase your open rates. Video is a powerful tool that can be used for signatures, voicemails, and pricing proposals.

In signatures, video provides a personal touch at the bottom of your message. About 30–40 seconds of video is enough for someone to get to know you and stay engaged. If you’re not using video in your sales process, signatures are a great way to get started!

Wistia A/B tested video voicemails and learned people are excited and delighted to receive them. To replicate Wistia’s test, start small and keep it simple, only test one variable at a time, determine how much you want to test, and think about your end results.

For pricing proposals, video gives you the ability to humanize a conversation that’s often uncomfortable and less personal. You should still send out a proposal or personalized quote for people to read, but adding a visual, human concept to the sales cycle can leave a positive impression.

Watch Thatcher’s presentation to learn all about using video for sales reps to differentiate your outreach.