To jump straight into today’s article, let’s first identify why sales prospecting is such a fundamental area in the sales pipeline.
If you’re not familiar with prospecting, the basic idea is to take your average sales lead and funnel them into a potential prospect that targets your company’s ICP. Essentially what this creates is a filter to identify the best potential customers for your product or service, allowing your sales team to target leads with a much higher chance of adoption.
One of the most valuable aspects of sales prospecting is direct communication with your lead. As important as research is, you will discover the most valuable information about a prospect by organising a meeting, talking to their key decision maker, and discovering their needs and problems that your organization can solve. Creating strong human interaction and relationships helps build your own report with the lead, and what is more human than face-to-face communication?
Video will level-up your Sales Communication capabilities
Cold-calling is still in effect, but it has started to lose the traction it once had in the sales prospecting workflow. Other systems such as reaching out via Linkedin and other email/marketing campaigns have shown to be increasing in effectiveness, with these other forms of communication having the ability to convey a message through more than just audio and speech.
Video has been shown to generate far more engagement than just text and images, with social video content being shared significantly more frequently than any other form of media. Video is more personable in part to the content targeting multiple senses and human systems at once. Combining sight and hearing together already makes video more related to a human conversation than just text, audio or images individually. In addition, our brains have evolved to be exceptionally good at recognizing faces, so much so in fact that they have their own section dedicated to that process. Having a video of a human talking to you is evolutionarily more natural than even a video of a slide or graph, which means this particular format of content is designed to target that hard-wired brain of your audience.
It’s great to know that video is more engaging than other mediums, but how can this be applied for sales prospecting? Well if we take the previous example of cold-calling, we can identify how nothing but a voice interrupting your work may be easier to dissociate than if you attended a booked video call (with cameras on) that pulls your attention. Even for first contact, embedding videos in emails, socials or web pages not only allows leads an opportunity to engage with a more meaningful communication medium, but these personable messages can be played back on demand at the leisure of the viewer. This is a game-changer when dealing with leads who are overseas and may be separated by time zones or schedules. When diving further into the conversation, video provides you the ability to record demos, Q&A’s and other informative messages that still retain the personable human interaction, even when you may not be available in real time.
In addition to communication with your leads, video is an invaluable tool when communicating with your internal team. For example, if you record your discovery call with a lead, it’s incredibly easy to share that information to your team with primary information directly from the source. No chance to miss-remember some important information, or lose some crucial data due to failure of taking notes. When using video in tandem with a video hosting service like Viostream, you can easily apply security restrictions to your video calls so they can be shared around your team, and ONLY your team, keeping sensitive data protected and secure.
Cool, but how do I actually record video?
If you haven’t yet read our article on Recording Videos for Customer Success, check out the last section there for a detailed breakdown!
Rather than regurgitating the same text, here are some key points you should identify before recording video:
- Who is the video for
- What are you trying to achieve
- What tools are available
- Do you have access to experienced video producers and editors
- When do you need the video completed
- Is it a video for internal or external communication
- What level of quality is required
Depending on how you answer some of those points, there are many ways to record video content to meet your requirements. If you don’t have experience yourself, and you don’t have access to a production team, the best way to quickly record video for communication is with the free Viostream recorder! All you need to get started is a laptop or some other device that has access to Google Chrome. Simply record your screen and either download the video immediately, or seamlessly share the video with our Viostream platform integration.
If you’re interested in creating, hosting and distributing your own video content, start a free Viostream account and share your recorder videos!