Today’s Tip #7 is from Ryan Frampton about utilizing video in sales outreach.
What do you do to warm up your cold outreach? Whether that’s cold calls, cold emails or any other outreach you’re doing to prospects that don’t know who you are yet?
Join the discussion below and book a time with Ryan to talk about how to use video as a sales strategy.
Scott Ingram: You’re listening to the Daily Sales Tips Podcast, and I’m your host Scott Ingram. Today’s tip comes from Ryan Frampton at Vidyard. To make his point, Ryan even recorded this tip outside on a cold day in Canada. Check it out:
Ryan Frampton: So when I started my career I actually got a job at Vidyard where I still work today, but before I was a BDR and when I first came into the role it was super exciting. I was really wanting to make a big impact on the organization, but it was quite intimidating to start going after these c-level executives. Trying to get with the VP of marketing, the Vice President of sales, and what not, and what I started trying to do was just do normal cold calls and text-based emails all day. And what I found is that it wasn’t very effective at all. So then I started trying to practice what we preach here at Vidyard and by utilizing video in sales outreach as you’re often going out super cold so any way that you can warm up your outreach per se is fantastic. Especially when I’m living here in Canada, so anytime I can warm up anything, I’m on board. Now, what video allows you to do and how it helps your outreach to start booking more sales opportunities is it helps you convey body language, convey tonality, which as we all know there are two sides of the sale. There’s the emotional side, and then there’s also the logical side. The logical side is what we all pretty much have down pat as sales individuals but in terms of the emotional side. That’s what’s really going to drive a deal forward and a lot faster. So whenever you can bring that in through tonality and body language it makes a huge impact. It helped me break records in my first month here at Vidyard on how many meetings I booked and got the SQO for and now I’m recently promoted to an account executive where I’m continuing to use video in not just my self-gen prospecting, but now also walking through proposals. Being able to speak more clearly to what exactly the solution we’re solving for our potential client and then even being able to revive dead opportunities as we get notifications. You understand how much of the email per se are they reading knowing the percentage of the video that they’ve watched. This way you can reengage opportunities that you might have thought were dead when they watch your video, but then also you have a clearer picture on who’s most engaged, and not only that, how can you make them more engaged?
Scott Ingram: Of course Ryan also sent me a video version of this tip and I’d encourage you to check that out at Daily Sales Tip 7. That’s also where you can answer today’s question of the day which is: What do you do to warm up your cold outreach? Whether that’s cold calls, cold emails or any other outreach you’re doing to prospects that don’t know who you are yet?
Ryan is also being super generous and has offered to spend a few minutes with anyone who’d like to talk about using video in their own sales efforts. On that tip page, you’ll find a link to book time with Ryan and talk directly with a guy who achieved 1400% of his first month’s quota as a BDR before he got promoted into his current Account Executive role.
Then come back tomorrow for a tip on motivation from Carole Mahoney.