5 Reasons for Using Video for Sales Prospecting

Learn How to Use Sales Videos to Outreach to Leads and Improve Prospecting

Prospecting is often one of the most challenging parts of the sales process. Many sales executives consider it to be the hardest part.

But what makes it so? Because modern markets are highly competitive and you’re always fighting for attention as a sales rep. Your prospecting strategy should, therefore, be efficient, engaging, and outcome-driven to make a true impact.

Simple text-based messages and emails often fail to meet this mark because it can be difficult to condense all the required information into a small, easy-to-read message. Likewise, cold calling has its limitations as a prospecting strategy.

A solution that promises much better results in this context is video prospecting. Video messages are captivating and engaging and can convey large amounts of information in seconds. While using videos to contact leads might seem like a stretch at first, it can help you build a cold-outreach strategy that produces results.

Read our piece on outreach strategies to learn why effective outreach is important for sales.

In this article, we explore the concept of video prospecting and identify ten reasons why you should incorporate it into your sales strategy.

What is Video Prospecting?

Video prospecting is a sales technique that uses videos to reach potential customers and get them interested in what you're selling. It typically comprises an elaborate product pitch containing all the ideas that are too difficult to convey through spoken or written text. The greatest advantage of video prospecting is that it allows you to hold your lead’s attention much better than traditional outreach methods.

You can include different types of videos as a part of your video prospecting campaign. They include:

Personalized Videos: These are videos that you create specifically for one prospect using their name, company, and other details to make it feel extra personal. This type of video is great for building one-to-one connections through solid research.
Product Demos: If you're selling a physical product, a demo video can be a great way to showcase its features and benefits. You can demonstrate how it works, highlight its unique selling points, and give your prospect a better understanding of what they'd be buying.
Animated Explainer Videos: If your product or service is complex or abstract, an animated explainer video can be a great way to break it down into a simpler and more engaging format. You can use graphics and voiceovers to explain how it works and why it's valuable.
Social Media Videos: Finally, don't forget about the power of social media for video prospecting. You can create short videos for platforms like LinkedIn, Instagram, or TikTok that showcase your personality and help your audience get familiar with your brand.

Here are a few tips to keep in mind while creating videos for prospecting and marketing purposes.

Keep them short. The average adult’s attention span has dwindled to a mere 8 seconds. If you aren’t able to capture your lead’s attention within this time frame, they’ll probably close the video and forget all about it.
Focus on your strengths. Given the short time span available, it is best to cut to the chase right away and focus on what you or your company does best and what makes it stand out from the competition.
Personalize as much as possible. If your video is too vague or general, it may not connect with your target audience adequately. If necessary, break up your video into smaller sections relevant to different businesses and industries. You can then splice these sections together to make separate versions for different lead groups.
Shoot in a good light with crisp audio. These video elements help make you come across as competent and professional, which is crucial for social marketing. Prospects always want to engage with brands that are professional in all areas of operation.

5 Reasons Video Boosts Sales Prospecting

There are several compelling reasons for using videos to up your sales prospecting game. Here are five of them:

1. Stand Out from the Crowd

With so much noise on LinkedIn and other social media platforms, it can be tough to get your message noticed. Videos give you a much better chance of standing out from the crowd. Not only are videos more eye-catching than plain text or static images, but they also allow you to showcase your personality and build deeper connections with your audience.

For instance, let's say you're a sales rep for a SaaS company that specializes in project management software. You could either send a standard InMail message to a prospect or create a short video introducing yourself, explaining why your product would be a good fit for their company, and inviting them to learn more. The latter approach is far more likely to catch their attention and interest them in what you have to offer.

2. Build Rapport and Trust

Videos allow you to build rapport and trust with your audience faster than other forms of communication. When you put a face and a voice to your message, you become more than just another salesperson - you become a real person who cares about their needs and wants to help them succeed.

If you’re a financial advisor on LinkedIn, for instance, you can create a video that showcases your expertise, shares a few tips for managing cash flow, and demonstrates your commitment to helping your clients achieve their goals. By showing your face and sharing knowledge, you're much more likely to establish a sense of trust and credibility with your prospect.

Read our piece on sales development representative tips to learn how to sell better on LinkedIn.

3. Show, Don't Tell

Another advantage of video for sales prospecting is that it allows you to show your product or service in action rather than just describing it in words. This is especially powerful if you're selling something complex or technical.

For instance, if your business provides 3D printing services, you can create a video that shows the printer in action and highlights its speed, precision, and versatility. Being able to demonstrate the product in action gives your prospect a better sense of what they'd be getting if they decided to buy from you. Such an approach promises much better results than sending out lengthy and probably confusing emails.

4. Save Time and Increase Efficiency

Prospecting can be a tiring process if you have to reach out to a large number of potential customers. Videos, on the other hand, will not only save you time but also increase efficiency by letting you create a single message that can be sent to multiple prospects. Given its higher response rate and effectiveness, sending prospecting videos in bulk can help you generate high-quality leads at scale.

For instance, you can create a brief video that introduces yourself and your company, explains the benefits of your product or service, and invites prospects to schedule a demo. You can then use a tool like LinkedIn Sales Navigator to identify a list of potential customers and broadcast your video message to all of them at once. This simple yet effective prospecting strategy can help you kickstart your LinkedIn lead marketing process.

5. Increase Social Presence and Credibility

A strong social media presence is crucial for building trust and credibility with potential customers. Video is one of the most effective ways to capture attention and engage with your audience on social media. According to Forbes, video content generates up to 1,200% more social shares than text and image combined.

Creating and sharing videos on social media platforms like LinkedIn helps you establish yourself as an expert in your field and build a following of potential customers who trust and value your insights. This will enable you to stand out from your competitors and make it easier to connect with potential customers.

In addition, sharing videos on social media can help you attract new followers and expand your reach to new audiences. When people see your videos shared on LinkedIn or other platforms, they are more likely to follow you or share your content with their own networks. This can help you grow your audience and increase your visibility on social media, which can ultimately lead to more sales opportunities.

Improve Your Video Prospecting with CoPilot AI

At CoPilot AI, we are committed to helping our users win more leads and increase sales. Our cutting-edge automation capabilities help you automate your video prospecting for even better results. CoPilot AI gives you the edge you need to differentiate yourself from other video tools and craft truly effective lead-gen campaigns.