How do you prospect for sales using video?

1 Choose the right platform

Depending on your target audience, industry, and goals, you may want to use different platforms to prospect for sales using video. For example, you can use LinkedIn to reach out to decision-makers and influencers in your niche, YouTube to create educational and engaging content that showcases your expertise, or Instagram to showcase your brand personality and behind-the-scenes stories. Choose the platform that aligns with your buyer persona, your message, and your strategy.

2 Create personalized videos

One of the key benefits of video is that it allows you to personalize your communication and connect with your prospects on a human level. Instead of sending generic and boring emails or messages, you can create personalized videos that address your prospects by name, acknowledge their pain points and challenges, and offer a solution that matches their needs. You can use tools like Loom, Vidyard, or BombBomb to record and send personalized videos easily and quickly.

3 Follow the AIDA formula

The AIDA formula is a classic framework for creating effective and persuasive marketing messages. It stands for Attention, Interest, Desire, and Action. You can use this formula to structure your prospecting videos and guide your prospects through the buyer journey. First, you need to grab their attention with a catchy headline, a relevant hook, or a compelling question. Then, you need to spark their interest by showing them how you can help them solve their problem or achieve their goal. Next, you need to create desire by highlighting the benefits and value of your solution, using social proof, testimonials, or case studies. Finally, you need to prompt them to take action by giving them a clear and specific call to action, such as booking a demo, scheduling a call, or signing up for a free trial.

4 Optimize your videos for SEO

If you want to prospect for sales using video, you need to make sure that your videos are visible and discoverable by your target audience. That means you need to optimize your videos for search engines, both on your own website and on external platforms like YouTube. To do that, you need to use relevant keywords, titles, descriptions, tags, and captions for your videos. You also need to create engaging thumbnails, add links and CTAs to your videos, and encourage likes, comments, and shares.

5 Track and measure your results

Like any other sales prospecting activity, you need to track and measure your results when using video. You need to know how your videos are performing, how they are impacting your pipeline, and how you can improve them. You can use analytics tools like Google Analytics, YouTube Analytics, or Wistia to monitor metrics like views, watch time, retention, engagement, click-through rate, conversion rate, and revenue. You can also use CRM tools like HubSpot, Salesforce, or Zoho to track and manage your leads, prospects, and customers.

6 Test and experiment

Finally, you need to test and experiment with different types of videos, platforms, formats, lengths, styles, and messages to find out what works best for your sales prospecting. You can use tools like SplitTestMonkey, Optimizely, or VWO to run A/B tests and compare the performance of different video variations. You can also use tools like SurveyMonkey, Typeform, or Qualaroo to collect feedback from your prospects and customers and learn more about their preferences, needs, and expectations.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?