Now that we know what video prospecting is and how useful it can be for lead generation, let's explore how to use it for the best results. Video prospecting takes time
You need to account for time when it comes to video prospecting if you truly want to generate leads from it.
Video prospecting does take more time than adding an email to a sequence
, writing a quick direct message
, or making a phone call
. Because you are presenting your own face to the prospect in question, you want to take the time to look the part and be approachable.
If you want to take it further, you can even dress or set up according to your target. For instance, if you're selling to law firms, having some books about the law in the background could be a nice touch.
You want to make sure that you yourself look good.
This doesn't mean that you need to glam up like you're going to the Oscars!
But maybe leave behind the PJs and bed hair for just a minute once a week during your remote work. I know, I love working in my PJs too, but having an excuse to dress up and creatively think of how to connect with your prospect is also a fun challenge.
And then you have to film yourself, and ensure you have enough time to film several versions. Perfection is overrated
Take your time with your script, but don't over-obsess getting everything perfect.
So yes, film multiple versions, but there is no need to be constantly unhappy and searching for the perfect take.
You want to form a connection with your prospect, and vulnerability is great for that. So don't send something super sloppy, but don't worry about creating the perfect video.
Being yourself and talking about why your product or service is right for your prospect at this particular time should be enough. And if it is not, that is not the right prospect for you. Target who receives your videos
Just as when you target your audience for your ideal customer profile, you want to target to who you are sending videos.
In our experience, video prospecting can be a good conversation starter at the beginning of a cadence
, this is true. We are not recommending you do not
start with a video, just maybe do not do it all the time.
Adding a video later on in a sequence as a follow-up, once you know the prospect has interacted with your email or responded, can be a great way to keep the conversation going if they've already shown interest.
A great combination could be sending an email, visiting their LinkedIn profile, and once you see they've opened the email also sending them a connection request. Once they accept, then the first message could be a video. They might not have even associated your profile with the email, but you know you can reference it.
And also, do not send video prospecting to anyone that does not seem like they will be receptive. If you are working with an audience that is part of a more static industry, perhaps accounting, they might not be as receptive to receiving a video as someone in marketing. But, the reality is, you will not know until you try. Research where to send the video
To send prospecting videos to your audience, you have two options: email or LinkedIn.
You can send it, as suggested above, in combination with an email sent previously in your cadence as a message on LinkedIn. You can also send it directly on LinkedIn without necessarily adding them to an email cadence. And you can also send it as a follow-up email to anyone that has opened your first email.
The possibilities are endless, and they truly depend on what you know about your prospect.
Certain industries and generations might be more comfortable with email, and so sending it in response to an email might be the best way to get their attention. On the other hand, other industries might keep email information very safeguarded, but spend a lot of time on LinkedIn, so this would be a better bet.
Before you start making your video, you want to make sure that the prospect would be an excellent match for your product or service, and that you know how to get that video to them. It'd be awful if you make a great video that they never receive.
Some kind of response, whether that is the number of email opens or a connection request acceptance, should always be required before you start preparing for a video.