5 Elements of the Perfect Sales Video Pitch
A common sales pitch scenario likely unfolds similar to this:
You make a connection with a prospect through cold calls or emails, referrals, or networking event. The emails begin in full force — a back and forth exchange of meetings scheduled, meetings canceled, and meetings rescheduled. Information is gathered and notes are taken in Salesforce before crafting a multi-page proposal that outlines the who’s, how’s, what's, and why’s of a proposed solution.
Through all of this, you’re up against constraints on both your own time and the 8-second attention span of those you’re trying to sell to. If text is your only form of disseminating information, you’re trying to do a lot with a little.
Why not instead consider a video pitch?
Why You Should Create a Video Pitch
Your design team may have worked wonders on a clean, polished, data-filled template for presenting to prospects, but guess what? So have the teams of your competitors. No matter how much useful information is packed onto slides in a deck or a PDF, if your audience isn’t enticed enough to read it, the value becomes a moot point.
This is where video pitches come into play. Here are just a few reasons why you should consider creating one.
Better Customize and Personalize the Experience
When the research is done and the information is gathered, you know how valuable a conversation can be. Product aside, it’s the personal connection that has likely propelled forward discussions with a prospect.
This is where [insert client name here] templated pitches often fall flat. The personality is removed. At a pinnacle moment when customers should be making their final decisions, you shouldn’t simply be regurgitating company information with a cut-and-dry for success. You should be in front of a camera, interacting with and expressing the specific reasons why what you have to sell is an investment worth making.
Highlight Information That Matters Most
Words on paper can only say so much, especially if they’re just being skimmed over during a prospect’s search for those final cost numbers. With a video pitch, you have more control over what information to call out and when. You can even choose to expand on certain insights based on relevant prospect data and use specific examples for context in highlighting why it all matters.
With the analytics offered by tools like LeadGenVideo, you can even gauge how many times a video was played — and played until the very end. In contrast to sending text documents, this allows you to make adjustments to your video pitches as needed, increasing their effectiveness with every new recording.
Save on Time
While the thought of recording a new video every time you’re pitching a client may sound like a chore, once you have a good cadence down for how they should flow, it’ll likely become second nature. Working in sales, you already spend ample amounts of time building connections face-to-face, and a video pitch channels much of what is already needed for those interactions to be successful.
Additionally, when you no longer have to rely on graphic designers for modifications to templated designs, changes can be made more readily. With a video pitch, you control the recording from start to finish, with the ability to create and make adjustments whenever needed. Better yet, the integrative capabilities of various Salesforce video tools allow you to keep everything consolidated in one location for fast and easy access.
What Makes a Great Video Pitch
In theory, you could sit in front of a screen and ad lib a video pitch to your heart’s content. However, going in with a plan for what to include and how to address it will help you to more efficiently create recordings.
A video pitch does not have to stand alone. Instead, think of it as the cover page to those aforementioned templated PDFs and PowerPoint presentations. Your video becomes the walkthrough, highlighting and drawing attention to the information most relevant to your prospect.
This isn’t to say you should simply be reading off slides in front of a camera. Utilize the screen recording functionality of a tool like NativeVideo to shift between your face and various graphics that’ll help illustrate your points. Expand as needed and treat the video pitch as you would a conversation, anticipating prospect questions with the proactive detailing of pain points and solutions most relevant to them.
A Personalized, Engaging Story
Storytelling is essential in sales. It’s how people connect to the material they're presented with; how they envision themselves realizing the outcomes you desire.
Derek Halpern of Social Triggers breaks down one method of thinking about storytelling in sales through the B.A.B. Technique. It essentially serves as a way of framing your solution or product around the before and after of a situation, before leading into the bridge that connects them.
Use your prospect’s current state as the ‘before’, and show them (don’t tell) how they can achieve the ‘after’ using your product as the bridge between the two.
Social proof is a great way to feed into the methods of storytelling detailed above, in a video pitch. Rather than surfacing a cookie cutter case study from your company’s website, speak to the successes clients have found by using your solutions.
While statistics can help solidify impact, simply being able to intelligently speak from a first-person perspective to scenarios where your product or service served its purpose will fuel trust and believability.
A Clear Call-to-Action (CTA)
You’re not just creating a video for the sake of someone watching it. You want it to compel prospects to take action. Because of this, incorporating a clear CTA into the end of your video pitch helps lead viewers towards that desired next step.
That action could be to reference documents sent alongside the video or to schedule a follow-up call for final discussions. Whatever it may be, make it simple and well-defined.
At the end of the day, you are one of the main elements that make a perfect video pitch. Your personality and ability to connect should be front and center.
Address your prospect by name, maintain eye contact with the camera, make references to past tidbits picked up from initial conversations, be expressive, and display genuine excitement for the potential partnership in the making.
Final Thoughts: 5 Elements of the Perfect Video Pitch
Whether prospecting with video or recording the perfect video pitch, there’s something to be said for materials that haven’t just been copied and pasted from one potential client to the next. Personalize the experience from beginning to end and your sales numbers will likely be the better for it.
Eager to see video recording in action for your own sales pitch efforts? Get in touch with our team to learn more.