Personal video messages are a great way to stand out and to boost response rates when prospecting new customers. To view this video please consider upgrading to a web browser that supports HTML5 Video Top sales teams are using personal video messages to boost their response rates by up to five times, and they’re doing that by creating messages that are personal, relevant, and specific to that individual. The first types of messages that we see people using today are the webcam or selfie videos. This is where you simply click record using a tool like those that Vidyard provides, on your laptop to record a quick personal message It might simply be an introductory message, like “Hi, my name’s Tyler. This works because it can create a thumbnail image for your video that gives that person a visual cue that this message is just for them, and it hasn’t come from some automated email marketing blast. And this is where you use a screen recording tool like those provided by Vidyard to record something relevant to that individual. The other thing you can try, probably not early on in your cadence and use it with discretion, is pulling up their competitor’s website to talk about how that company is doing something interesting or how you’ve helped them solve a specific problem. But what I’m doing is quickly saying, “Karen, I see that this is your role in this company. And finally, late in my sales cadence, now’s the time to pull out maybe the competitor website video or one final selfie video with a custom message to see if I can get their attention before I move onto my next prospect. So lots of different ways in which you can use personal video messages to stand out, to create thumbnails that people just can’t resist, and to boost your response rates by up to five times.
Personal video messages are a great way to stand out and to boost response rates when prospecting new customers. But to do it right, it takes more than just pressing record and reading the same old script. My name is Tyler Lessard, and in this Chalk Talk we’ll discuss the latest best practices for creating personal video messages proven to convert.
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Top sales teams are using personal video messages to boost their response rates by up to five times, and they’re doing that by creating messages that are personal, relevant, and specific to that individual. Perhaps most importantly they are creating messages that are human, that showcase that there’s a real person on the other side of that message to help create empathy with that prospective buyer. They’re not only creating the right types of messages, but they’re using different types of messages at different stages of their sales cadence to test different things and to see what may resonate best with each individual prospect.
So let’s talk about the types of messages and how you can use them at different stages of your sales cadence to maximize your response rates.
The first types of messages that we see people using today are the webcam or selfie videos. This is where you simply click record using a tool like those that Vidyard provides, on your laptop to record a quick personal message It might simply be an introductory message, like “Hi, my name’s Tyler. I’m from Vidyard. And we’re helping businesses like yours solve problems A, B, or C.” Simply having a human talking on camera as opposed to a long text-based email can help you boost response rates.
But what can help you boost it even more is by having something like a whiteboard where you can write the individual person’s name or their company name right inside a specific message. This works because it can create a thumbnail image for your video that gives that person a visual cue that this message is just for them, and it hasn’t come from some automated email marketing blast.
When somebody sees their company name or perhaps a message that simply says “Hi Joanne,” they know that I’ve recorded this specifically for them, and therefore are much more likely to respond. Now the whiteboard works really well because I can simply wipe this off, write the next name in, and record my next video. It’s a very efficient way to do highly-personalized communications at scale.
Now, you can use a webcam video to introduce yourself and the problem you’re solving, but you can also use it as a way to introduce a related resource. You may already be sending emails to introduce the new ebook your company’s released, or an upcoming webinar or a new video that you’ve launched. What if instead of just writing a text-based email telling somebody they should check it out, what if you record a quick message introducing the resource and explaining why it’s relevant to them, and why you think they may find value in it. That can be a great way to not only boost response rates to that related asset, but you might also find value in the people that engage in your video. They may not take the next action, but you know they’ve now watched it, they know who you are, and you’ve created a much better connection with them than just being one of…
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