Aside from sales teams possibly being uncomfortable in front of the camera, it’s likely that your sales team isn’t convinced of the benefits of using video during the sales process. It may seem like a lot of time and effort to invest when they could be focusing their time elsewhere.
On the contrary, a little time invested in video could mean more time focused on actual selling down the road.
If you’re having trouble getting your team on board with video, here are 5 reasons your sales team needs video to convince them otherwise:
1. Make outreach more personal.
We mention this reason often, and for a good reason. Humanizing and personalizing outreach can majorly impact how a prospect responds–if they respond at all.
We aren’t advocating that every outreach needs to be personally scripted for your recipient (but if you have the time, more power to you!); we are advocating that you research who you are prospecting. Whether your research is based on a buying persona or a simple LinkedIn search, including a personal touch in your video shows you value your prospect as more than a prospect–you value them as a person. You genuinely care about solving a problem for them, their business, or their team.
2. Keep your brand top of mind.
Video builds recognition. Video makes your brand memorable. Video creates familiarity between you and your prospect.
Despite video’s prevalence in marketing, it’s not entirely common to use video in sales prospecting. An “unusual” outreach that contains video grabs attention, and keeps you top of mind. A personal touch can go a long way in the sales process. In fact, including the word “video” in the subject line of your sales email can earn you a 7-13% increase in open rates. More emails opened = more people thinking about your brand.
3. Book more meetings.
One of the great perks of creating a more personalized outreach strategy is the earned responses you get. Video can bring more responses than any other kind of outreach, leading to more conversations, and ultimately, more meetings.
A great way to book more meetings with video is by including a verbal CTA at the end of the video that directs your prospect where to go to book a meeting.
4. Spend more time selling.
While sending video is beneficial, having a strategy backed by a strong video platform helps immensely. With platforms like vidREACH, you can automate your video sends and get useful insights with comprehensive analytics (more on that in the next point).
Armed with automation and analytics to see what is working and what isn’t, you can easily scale your video efforts from a few accounts to hundreds. You can even expand the effort across your sales team to streamline prospecting, meaning your reps spend more time selling and less time worrying about the logistics of prospecting.
5. Measure success with video analytics.
A video platform allows you to measure what is most important to your sales team. Here are a few that may be helpful as you’re getting started with video:
Email Opens Rates: Are your prospects opening emails that contain video more than plain-text emails?
Response Rates: How well are your prospects responding to video emails?
CTA Clicks: If not directly responding to your email, how many prospects click the CTA button of your video?
Meetings Booked: How many meetings are you generating from video email?
Adding video to your email outreach blindly will leave you guessing. A platform with comprehensive analytics helps you measure success and pivot when needed.