How to Successfully Prospect with Video: Video Presentation Tips
Most cold outreach sales emails are easy to ignore and delete.
The major issue with the average cold pitch? It reads like a copied and pasted form letter where the only personalization is the prospect’s name — if that! The rest of the content reads totally tone-deaf, prescribing a company’s solution to a problem that the salesperson can't yet verify that the prospect has.
The solution to going from immediately deleted to a set appointment?
For modern sales successes, it’s video.
A Brief Introduction to Video Prospecting
Video marketing has been an intense focus for 2018.
But marketers shouldn’t get to have all the fun! Since video is becoming a more important focus in many organizations, there are tons of new, accessible, and affordable tools to put video content to work for your specific purposes.
For salespeople, NativeVideo can bridge the gap between your Salesforce records and your email inbox. Share personalized videos with your top prospects, then determine your effectiveness with associated analytics.
Use video prospecting to spark interest and encourage a response from your very first email to a prospect. It’s hard to ignore a personalized video just as easy as it is to delete a form letter cold pitch.
NativeVideo is the perfect all-in-one tool: you don’t need to know anything about video production or editing in order to be effective.
Of course, in order for your videos to achieve your eventual goal of making sales, you must follow a few basic video presentation tips.
What to Wear on Camera
When it comes to deciding what to wear on video, there are no hard and fast rules besides this one: dress as if you were actually in a meeting with your prospect.
So even if you normally dress casually at the office, you might want to keep some props on hand for days when you plan to be on video (which could be every day). Having a nice suit jacket and a respectable shirt on hand for last-minute “costume” changes may be all it takes to get the job done. Ladies — having some makeup on hand to touch up before you’re on camera can also go a long way.
Many popular career blogs recommend wearing a full suit for a Skype job interview — even if the person on the other side will never see your lower half. The reason? It’s a confidence boost. If you dress like you mean business, it’s easier to get business done.
Of course, in terms of using live video, dressing completely for the part also means that you don’t have to worry about accidentally exposing your casual lower half if you need to stand up for some reason!
Speaking of confidence, before you press “record”, try getting in the right mindset for success with these power pose ideas:
How to Act on Camera
Most people know that what you wear can have a big impact on how your message is considered. It’s easier to take someone seriously when they take themselves seriously and put an effort into how they present themselves.
But when considering top video presentation tips, you have to be just as concerned with how you act on camera as what you wear.
First thing’s first: don’t read from a script. It can be helpful to rehearse what you’re going to say before you hit record in order to help build your confidence on video. It can also be helpful to record yourself as a test to see how you come across — perhaps also enlisting other members of your team for their feedback.
One of the most simple and effective video presentation tips is to try to look directly into the camera so that it looks to the recipient like you’re making eye contact with them. To achieve the best results, this is again where recording tests of yourself can help!
What to Say on Camera
For each step in the sales process, the goal is simply to move to the next step. It’s not usually productive to try to sell all at once — especially to a cold prospect!
So instead of trying to pitch all of the amazing things your product or service can do during an initial touch, instead use your video message to set an appointment where the goal is to learn more about the prospect.
After all, you can’t effectively sell to someone until you actually know their pains. It helps even more so to hear about these pains straight from your prospect’s own mouth by engaging in active listening.
So during your initial sales video introduction, make sure to cover things like:
The prospect’s name, so they know it’s a personal outreach attempt and to make it more likely that they’ll feel compelled to respond.
Your name, to build the human connection between you two.
Your company and the gist of what you do (without trying to make it personally relevant to your prospect yet).
A call to action to schedule an appointment. It helps to come forward with specific availability dates so that it’s easier for them to act immediately. Or, link to a calendar scheduling tool so that your prospect can schedule a call based on your mutual availability.
Final Thoughts: How to Successfully Prospect with Video: Video Presentation Tips
The right combination of how you present yourself and what you say on camera can effectively take a cold prospect to an appointment set. The right tools can make video prospecting an easy addition to your existing sales process.
What sales video presentation tips would you add to this list? Let us know in the comments!