“Use video in your prospecting to stand down and get attention, but be creative in the thumbnail images for your videos to get their attention. ” – Tyler Lessard in today’s Tip 894
Are you using video when you are reaching out and communicating with your prospects and customers?
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The Visual Sale
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today you get 3 tips for the price of one from Tyler Lessard based on some listener feedback. Tyler is the Chief Video Strategist at Vidyard, author of The Visual Sale, and host of the Creating Connections show. When he’s not thinking about new ways to use video in sales and marketing, he’s either sleeping or playing with one of his amazing kids. Here he is:
Tyler Lessard: A big shout out to Steve, an Account Executive at the Minnesota Vikings, who asked for more ideas on how others are using video in their sales process. Tyler Lassard from Vidyard here and I wanted to share with you a few tips on how to be successful with video in today’s World of Digital-First Sales. In fact, for those of you watching, I’ve got my trusty whiteboard here with three tips for your consideration.
Now, first of all, is to use video as part of your outbound prospecting work when trying to get in front of new leads, to get their attention, and to create a response, so you can get into the conversation you’re looking for. Now when using it as part of your outbound prospecting, the real power of video is to help you stand out and to earn their attention and then to create that personal rapport that makes them want to, no, no, no that makes them need to follow up with you to hear more. Now, there’s a couple of quick ways to do that.
First and foremost, make sure that when you send your email with your video, you’re smart with your subject line to get them to open it in the first place. The highest performing subject lines we see when sending a video are things like, name made you this video or their name plus your name video for you. A subject line like that catches their interest piqued their curiosity and makes them more likely to open. Then once they do, make sure that your video has a compelling thumbnail image in that email, something that they can relate to, something that they’ll recognize and that proves to them in a matter of a second that you made this video just for them. Somethings we often see sellers doing are making screen share videos with their prospect’s website up on the screen, or their LinkedIn profile up on the screen or something else that they know they will recognize and that will scream out that you really did make this just for them. So that’s a really important piece to getting their attention, earning that engagement as part of your outbound prospecting.
Now, the second tip that I want to give that we’ve heard from lots of different sellers is using video throughout your sales process to explain key ideas, to walk through different information, or even to show a quick demonstration of how it is that you can help. Now, the power of doing this is part of a recorded video, even though it’s something you may be able to cover in a live call or through a text-based email, is that when you take the time to record a short video, to explain something to them clearly, to do a screen share to walk them through your service or the opportunity in front of them, not only can it be more clear to them and not only can they watch it on their own time asynchronously without having to book a call, but it also becomes more shareable for others in their team that may have to be a part of the decision-making process. And by the way, when they forward that short video around to somebody else on their team to watch, when they do, they not only get to hear the answer themselves, but they get to see you. They get to hear you. They get to meet you as a salesperson. You build rapport, you earn trust without ever having met that person in a live call experience. So think about some of those new ways to use recorded videos to answer common questions, to walk through and demonstrate how you can help, to walk through pricing, or to address topics that may be traditionally you would have waited until a live call to talk through.
Now, finally, and it goes along with those other two points, is tip number three, which is to be consistent in your use of video as you’re reaching out and communicating with your prospects and customers. Because if you’re that one salesperson that keeps showing up in their inbox, as a real human, if they keep opening your emails and they see your face, they hear your voice, you’re going to become more familiar. You’re going to become more memorable. And ultimately you’re going to become that person that they choose to do business with more often than not, because they’ve gotten to know you consistently as a real person and you’ve shown you’re willing to put in the effort of doing something above and beyond, like recording and sending them videos, as opposed to those other salespeople who are just hiding behind their keyboards.
So those are some tips from my side. Use video in your prospecting to stand down and get attention, but be creative in the thumbnail images for your videos to get their attention. Use it to explain ideas, demonstrate things, or to walk through key concepts and finally be consistent so that you show up in their inbox as the most familiar and most memorable and interesting person that they’ve ever seen. Good luck with those tips. Thanks for asking again, Steve, and go Vikings.
Scott Ingram: If you’ll click over to DailySales.Tips/894 right now we’ve got links to a ton of great resources for you. There’s Tyler’s new book, The Visual Sale. Of course, a link to install Vidyard for free so you can start sending videos of your own, and finally you can binge on the free Video Selling Master Class where you’ll find more tips on how to crush it with video. All at DailySales.Tips/894.
After that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!