Remember Paul the MQL who requested a demo and went cold as ice? Here’s an example of how video can help you stay top-of-mind, re-engage a cold lead, and leverage existing marketing content to further qualify and convert your prospects faster. To view this video please consider upgrading to a web browser that supports HTML5 Video Dead opportunities are at least somewhat familiar with your product and typically convert faster than cold leads. Check out this example of an Account Base Video (ABV). ABVs should be based on persona, so while you’re sending the same video to multiple prospects, your messaging will always resonate: To view this video please consider upgrading to a web browser that supports HTML5 Video The idea is to create one single screen share and send the video at-scale, using video analytics to hone in on the leads that are most engaged. It’s true; no one can sell your product better than you can. Shikha, SME Account Executive at Vidyard, shows us how to enable a champion, summarizing the discovery call, addressing the resolved pain-point, and positioning herself as a trusted advisor: To view this video please consider upgrading to a web browser that supports HTML5 Video Encourage your champion to forward your video internally and use the video analytics to guide your next steps. Based on how invested your champion is, you’ll have some understanding as to how your deal will progress. Either way, find the disconnect and get it back on track, or take this opportunity to nurture the account and focus your attention on other opportunities. Summarize your proposal and be transparent with your champion and decision maker, let them know you will send a physical copy of the proposal once you see they’ve had a chance to watch your summary video.
We’ve been talking a lot about using video during the inbound/outbound sales process. But it’s time to dive a little deeper into how you can strategically use video to tighten up your sales cycle and maintain control of the buying process – at the same time, providing a seamless experience for your customers and prospects.
If you’re just starting out with video, head over to our Video Selling Institute to learn best practices for breaking through e-mail clutter, boosting response rates and booking more meetings. I also suggest you get yourself a whiteboard and check out Lauren Wadsworth’s blog: How I Get 5x More Meetings and Beat Quota Every Month (Hint: It’s Not Email or Phone).
It’s no surprise that video prospecting yields significantly higher results than traditional methods, but let’s explore some new ways video can be used throughout the entire path-to-purchase, to deliver on sales-sourced pipeline and convert your prospects from lead to customer in just the click of a play button.
Remember Paul the MQL who requested a demo and went cold as ice? You followed up with him for 20 days, 4 emails, 3 calls, 2 voicemails, a LinkedIn connection request and—nothing! New projects, minutiae and a flooded inbox had other plans for Paul.
Let’s wake the dead and turn these cold leads to warm, and then to hot.
Here’s an example of how video can help you stay top-of-mind, re-engage a cold lead, and leverage existing marketing content to further qualify and convert your prospects faster.
|
|
Dead opportunities are at least somewhat familiar with your product and typically convert faster than cold leads. Introduce a 2-minute micro-demo in a playlist to remind Paul why he was evaluating your product in the first place and try to drive urgency to re-engage.If there wasn’t a compelling enough reason before, be prepared to deliver why there is one now.
Let’s dial-in on prospecting large to mid-market, and enterprise accounts. When you’re navigating through thousands of employees to prospect, you need to scale your efforts and prioritize your time working your most engaged leads. You still need to personalize your messaging – but in this case, the personalization is your targeted research on the company.
It’s about finding the right balance between quality and quantity; account based videos save you time and deliver…
COMMENTS