Thursday, September 24, 2020

Stop Being Scared of Video

Put your hand up if you have ever had an SDR reach out to you. Keep your hand up if you got a generic email, with a generic subject line, and generic content. Keep your hand up if the email actually made you want to buy what they were selling. Anyone? Yeah I didn’t think so. I’m going to let you in on a secret, when you send the same outreach to 100 accounts, they probably aren’t going to want to talk to you. So, if you actually want to see results from outbound sales you need to find a way to make your outreach stand out and resonate with people. One great way to do this is through personalized video.

Personalized video will make prospects look twice at your email, create a deeper connection between you and the prospect, and increase your chances of booking a meeting. This is some of the great advice that Stephanie Cox, VP or Marketing and Sales at Lumavate, had to share at Tenbound’s recent virtual event. Here are some more tips Stephanie has on why personalized video works, and how you can implement it into your sales process.

We Like to Be the Center of Attention

Whether we want to admit it or not, everyone likes to be the center of attention. Whether that means having all eyes on you, or having a conversation about the things you like. We like it when people are focused on us. So why should we treat outreach any differently? Instead of just sending an email that looks like it could be automated, or so generic it can relate to every person in the world, send a video of yourself talking to one specific person. And let them know this video was made specifically for them. Do your homework and learn what they are interested in, what they like to tweet about, if they have spoken at any recent events, who their favorite sports team is, etc. Then when you make the video, include those in the video. The more personal you make it, the more the video will resonate with them and the closer they will listen.

Practice, Practice, Practice

I know that video can be scary, and I am not going to sit here and tell you that I’m always comfortable on video. But the more you practice, the easier it will get. At the Tenbound event, Stephanie mentioned how the magic number for video is 100. After someone records 100 videos of themselves, that is when it starts to feel like second nature. That is where you want to be because these videos start to sound more natural, like you are having a conversation with the prospect face-to-face, and your personality starts to shine through. So while it may feel awkward, the only way to get better at videos is by practicing and recording a ton of videos.

Make Video a Staple in Outreach

Once you have video down, it is time to make it a staple part of your outreach efforts. There are many ways you can do this, and don’t be afraid to get creative. After you have made a call or sent an email, try following it up with a video. In the video tell them about the product and what you can offer them, but also use it as an opportunity to start forming a real relationship with the prospect even though it’s not in person (we should all be masters at making virtual introductions at this point). After you have sent the initial video, think of creative ways to incorporate video that will catch people’s attention. For example, here at Lumavate we paired a video with a direct mail campaign. Before the direct mail went out, an unboxing video was filmed and sent out to prospects to show what was in the box. Not all videos have to be a sales pitch!

When it comes to personalized video, the opportunities are endless. Yeah, it might sound like a lot of work in the beginning, but it drives great results and will make people remember you and your company. If you have never used video in your sales in marketing strategy, it is time to start. Stop being afraid!