December 7, 2021

Video Prospecting: Top 5 Sequences Including Video, Audio, Text and Cold Calling

In this blog post, we'll share five top sequences for video prospecting, audio prospecting, text prospecting and cold calling. By incorporating one or more of these sequences into your sales process, you can see an increase in qualified leads and conversions.

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Video prospecting is a new way to generate leads for your business.  

In prospecting, you video-chat with prospects in order to get more information about their needs and then create a video presentation that they can watch from the comfort of their own home. 

It's important to have an engaging video message so people will want to communicate with you again. 

Successful video prospectors use top 5 sequences which include video, audio, text and the 'cold call' in order to maximize their chances of success. 

Find out what else these successful video marketers do by reading this extensive guide!

What are video, audio, text and the 'cold call'? Video-chatting with prospects allows them to see your face while you talk. Audio means that they can hear your voice via phone or video chat. 

Text is simply sending a message through SMS or email. The cold call is when salespeople make calls to people without any prior contact. 

The video prospecting playbook provides the top five video sequences that should be used, which include video, audio, text and cold calling.

What is a video sequence? 

Video prospectors use video sequences to make sure they cover all of their bases during video-chatting with prospects. Every successful businessperson needs to know what each step means in video sequence in order to be successful.

The first video sequence is research. Researching your prospects allows you to learn more about their needs and wants so that when it comes time for them to make a buying decision, they will choose your product or service over others on the market!

The second video sequence involves asking questions. Not only do video prospectors want to learn about the needs and wants of their prospects, they also ask them questions that can help them create video presentations.

The third video sequence is creating video content. It's important for video marketers to have a good presentation so people choose them over others!

The fourth video sequence includes engaging with your prospects during follow-up video chats. 

The prospecting playbook that you're reading about stresses the importance of video follow-up in order to maximize your chances of success.

The fifth video sequence is going back on sales calls after video chatting with prospects. This one might be a bit obvious, but it's very important! 

You need to go back on video chat after you've sent video content to a prospect in order to seal the deal.

What are the benefits of video prospecting?

There are many benefits of prospecting, which is why it's such an important tool for businesses today! 

Some of these benefits include:

- Having a personal touch when communicating with prospects

- Maximizing your video marketing efforts

- Receiving a higher conversion rate

- Being able to meet more people in a shorter amount of time, which means that you can get more leads for your business!

Video content is another term for the video presentation that video marketers create. It's important to have an engaging video so people will want to communicate with you again.

What are the different types of video content?

There are three main types of video content:

- Product Videos

- How-To Videos

- Testimonial Videos

Product videos showcase your product or service and how it can benefit the customer. How-To videos teach the viewer how to do something, while Testimonial Videos show video prospects what others have said about your product or service. All these types of video content is crucial and can be made possible with a reliable video maker.

Video Analytics is the process of tracking video-based activities and using that data for specific purposes. 

The prospecting playbook provides top five video content types, which include: - Product Videos - How-To Videos - Testimonial Videos - Engaging video content - Going back on video chat after sending video content

What are the top five video analytics tools? 

There are many different video analytics tools out there, but here is a list of some of our favorites:

Vidyard - This video analytics tool helps you track video engagement, leads and sales.

Wistia - Wistia is a great video analytics tool that helps you measure viewer engagement, optimize your videos and more.

YouTube Analytics - This video analytics tool from Google allows you to see how people are engaging with your YouTube videos.

Brightcove - Brightcove video analytics tool helps you customize video player experiences, track video engagement and more.

HubSpot Video - HubSpot video is a great video analytics tool that provides real-time data on video growth!

Video follow-up is the process of engaging with your prospects after they've watched one of your videos. This can be done in many different ways, such as by sending them an email or scheduling a call.

By engaging with your prospects after video follow-up, you're maximizing your video marketing efforts. This means that you can receive a higher conversion rate and contact more people in a shorter amount of time!

When video marketers go on sales calls after sending video content to their prospects, this is known as the 'cold call'. The goal of prospecting is to make as many 'cold calls' as possible and turn them into paying customers!

The best way to make a video cold call is by being prepared. This means that you should have all of your materials ready, such as your script, product information and more.

What is video cold calling? 

Video cold calling is the process of contacting video prospects after sending them video content, such as an email or text. 

The goal of prospecting with video follow-up is to make as many 'cold calls' possible and turn them into paying customers!

The most important part about making a video cold call is being prepared. This means that you should have all of your materials ready, such as your script, product information and more.

What Is the Importance of Video Prospecting?

Video is a sales technique that allows you to speak with leads or prospects face-to-face via video – either live or via a pre-recorded clip – and explain the value of your product or service to them.

Prospecting is one of the first steps in the sales process. Audience segmentation, awareness creation, and interest generation are the main objectives here. 

When done correctly, prospecting may make all of these tasks easier and more productive.

In a nutshell, prospecting consists of the following steps:

  • Gives your pitch a sense of genuineness and spontaneity.
  • Puts you in front of the lead so you can start converting them right away.
  • Allows you to interact with others.
  • Allows you to clarify any misunderstandings and respond to questions.
  • Sets your company out from the competition.

It's effective! According to a Bombbomb study, including videos in cold emails increased response rates by 56 percent for corporate sales agents.

Before you start using video prospecting, there are four things you should do.

It makes no difference whether you embed video in email as part of a lead prospecting strategy or use video in general in your content marketing. 

Even before you push the record button on a video camera, there are a few things you should do. Here are four things you should be aware of.

1. Decide when you want to send the video.

Video transmit timings are the simplest of the bunch, but they're also the most significant. 

To have the greatest impact, your promotional material must reach the lead at the time when they are most receptive to it. If you don't, they'll probably ignore your email and, by extension, your brand.

According to Hubspot, the optimum times to distribute promotional content for lead generation are 10 a.m., 1 p.m., and 6 p.m. on weekdays. 

These findings are understandable given that this is when most people read their morning emails, have lunch, and end their workday.

You can use a variety of automated email scheduler systems to ensure that your material is delivered at the optimal moment. 

Aside from assuring optimum visibility, getting your movies out at a specific time ensures consistency.

2. Do some research about your client

Do away with the one-size-fits-all approach whether you're trying to convert one or a smaller group of promising leads. Take the time to learn about your customers so you can position yourself and your product in an appealing way.

You can accomplish this in a variety of ways. Take a look at their social media pages. LinkedIn is especially beneficial. 

You're sure to locate your prospect there because it's the largest professional networking platform. Take a look at their website. You might be able to find a list of employee bios on their website.

Create a persona based on your hypotheses about pain sites. Consider how you'd handle those issues if you were dealing with a consumer in person.

Prior research provides you with information on your prospects' product or service preferences, trouble issues, and previous experiences. It also gives you suggestions for the appropriate tone and manner for the video pitch.

These research findings can be used to structure the video's content, language, and presenting style.

3. Develop a script and film the video

This is when the entire procedure is put into action. Your video's quality can make or break your entire pitch. You must ensure that the content is of high quality, from video quality to audio, substance, topic composure, and engagement.

The video pitch process would not be complete without scripting. This is your chance to demonstrate your understanding of your product, the market in general, and the prospect.

Column Five Media recommends that you ask yourself the following questions before writing your script:

What motivates me to make the video?

What is my point of view?

Who is going to be watching this?

What do you think people should take away from this?

Why should they be interested in this storey?

What kind of benefit will this bring?

After you've answered those questions, make a list of bullet points that your script should include. Make a paragraph out of them.

We may now move on to filming the video. Invest in a modern DSLR camera and a tripod if you can. You'll be able to record sharp, high-definition videos with the camera. On the audio side, clip-on mics produce outstanding results.

4. Include the message copy as well as a strong call to action.

Because you'll almost certainly be delivering the videos as emails, the copy that goes with them is crucial to the content's overall success. 

Aim for a copy that is clean, crisp, and concise. When it comes to prospecting, this is the most effective method. The wording should encourage the reader to click and watch the video.

When composing email copy, tone and writing style are also crucial concerns. People nowadays prefer a more informal, laid-back tone. Don't overdo it with the formality. Your potential customers will be unable to relate to you.

Conclusion

When done correctly, prospecting may be a marketing gold mine. Videos, in contrast to other content marketing channels that are more static, are more dynamic. They provide a more concrete glimpse into the personality of your brand to the prospect.

To engage your leads, take advantage of the added authenticity that prospecting provides. Demonstrate the value of your product or service.

However, before sending out a video, double-check that it meets all of the content and quality requirements. 

Always keep in mind that video can be a double-edged weapon. If done correctly, it can provide your brand a positive image. When done incorrectly, however, it can betray its own purpose.

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Heba Arshad

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