How often have you actually enjoyed a cold-call conversation? Chances are, probably not all that frequently (unless you were having the best day ever, go you!). And while cold calls might feel slightly better than those robot telemarketers that sound like real humans, more often than not they both fall into the same category: impersonal and somewhat aggravating.
But by adding video into your sales process, you can bring that human touch back into your outreach efforts and inspire prospects to take action. Whether you’re hoping to schedule a meeting to chat about your product or service, or simply following up on a conversation you’ve already had, using video in sales can increase engagement and leave your contacts with positive vibes.
Here at Wistia, our sales team uses video to communicate with their prospects and leads every day. Let’s take a look at some of our favorite types of sales videos, along with tips for how you can make them yourself!
Video voicemails are short, digestible pieces of content that are usually made on a one-off basis. As a salesperson, you can easily establish your credibility by creating a video voicemail that provides value to your prospect or lead, while also building trust.
Check out this example from Faris, a Solution Associate here at Wistia, who uses video voicemails not only to reach out to prospects, but also to further inform customers about the value of our product.
Faris does a great job of showcasing how our Agency Partner Program can help this particular business achieve their goals with video. Putting this level of effort into an outreach email right from the beginning of the relationship conveys just how invested you and your business are in the prospect’s success.
“Putting this level of effort into an outreach email right from the beginning of the relationship conveys just how invested you and your business are in the prospect’s success.”
Plus, we’ve found that outreach emails with video voicemails have a significantly higher click-through rate than those without – 42% compared to just 10%! In the end, creating a video voicemail ensures you’re introducing yourself to a new lead or customer in the friendliest, most authentic way possible.
There’s no denying the power of a well-executed product video. When done right, it provides a bird’s eye view of your service in just a few short minutes, while highlighting what makes your business so unique. However, when it comes time to actually pitch your service to a prospect, one broad, all-encompassing marketing video won’t always do the trick.
Creating demo videos can be useful for sales professionals who work in the SaaS space, as selling a product that’s not physically tangible presents unique challenges. People often want to be able to test drive a product before committing to a plan, and if your service doesn’t operate on a freemium model, this can be a little tricky.
We’ve found that making specific, one-off demo videos that answer a question or highlight a feature is an awesome tactic for engaging with leads in a personalized, helpful way.
After having some trouble getting an actual meeting on the books, Taylor, one of Wistia’s Sales Coaches, decided to create a video that answered a question a prospect posed in an earlier conversation.
In this 2-minute video, Taylor shows exactly how you would add a lead capture form to a video with our HubSpot integration. Not only does the viewer walk away with a clear understanding of how this feature works, but also they can rest assured that Taylor is there to help them with any other questions they may have. Highly personal yet to-the-point, these videos are a must for anyone working in online sales.
Go long! It’s time to pass off that lead. Whether you’re an account executive or a sales rep, at some point throughout the sales process your lead will likely change hands. Creating a quick "hand-off" video is an excellent way to make the transition go as smoothly as possible.
“Whether you’re an account executive or a sales rep, at some point throughout the sales process your lead will likely change hands.”
Here, we have a short video from Katie and Fernando, members of the Wistia Sales team, recapping a call and closing the loop on a conversation.
- Fernando made the initial contact with the prospect.
- After Fernando’s call, Katie and Fernando held a second call together with the lead.
- Then, they created a hand-off video to thank them for their time and establish Katie as their primary point of contact moving forward.
Clocking in at a mere 20 seconds, this short and sweet hand-off video gets the message across in a direct yet distinct way. Katie also includes a CTA at the end prompting the viewer to schedule some time to talk through our HubSpot integration. Now that’s efficiency!
Remember to include a CTA at the end of your video when applicable to encourage further dialogue. Give the viewer a next step by offering an additional time to set up a meeting and chat.
Making your very own sales video might feel a little daunting if you’re not used to being on camera, but it’s important to always keep your end goal in mind. Remember that sales videos help establish credibility and trust with the viewer, so if you don’t get your take just right, don’t sweat it: you’re only human!
“Remember that sales videos help establish credibility and trust with the viewer, so if you don’t get your takejustright, don’t sweat it.”
And while practice makes perfect, we wanted to share a few tips for recording your next sales video with our free Chrome extension, Soapbox, so that you can make your video the absolute best it can be.
- Do a practice run of what you plan to say in your video before hitting “record.”
- Try to find a quiet space like a conference room to minimize background noise.
- Be sure to take a custom photo for your video thumbnail image.
- Include a CTA link at the end of your video so folks know where they can reach you.
- Trim the beginning and end of your video for a more polished and precise look.
- Customize your player color to match your brand.
Give these tips a whirl the next time you send out a video voicemail, demo, or hand-off video, then watch those positive responses trickle in!
When you’re able to put a face to a name, it’s much easier to strengthen your relationships with customers and prospects. After all, people aren’t just simply buying products any longer—they’re buying into your team, your culture, and you! So get out there and start delighting those leads with video.