Remote work is the new normal in today’s world. Experts predict that even after the pandemic, remote selling is here to stay. This change means that it’s become more difficult than ever for sales reps to get a prospect’s attention, resulting in the methods they use to sell and attract new business needing to change as well. Now is the time for salespeople to take advantage and use personalized sales video messaging to keep their sales pipeline full.
It’s no secret that the sales team at LeadIQ loves using video to sell and reach prospects. Especially on LinkedIn, we’ve been killing it with engagements with prospects over video. Video can be a serious gateway to start conversations with people, and a really fun tool to use to prospect.
There are two main functions that sales videos serve. First, it’s a value prop you can send to prospects over cold email to get a meeting. Secondly, it’s something of value you can share on social media to reach many prospects at once. Creating videos can help your sales team stay in touch with current customers, show that they care during this uncertain time, and reach new prospects in a more personalized matter.
Live videos provide a way for people to connect and engage in a more personable, scalable, and entirely digital way. According to LinkedIn reports, LinkedIn Live videos get on average 24 times more comments and 7 times more reactions than native videos produced by the same brand. Going live on LinkedIn brings a ton of positives, from community-building to brand awareness.
Some facts and best practices for the LinkedIn Live feature:
Sales videos allow prospects to immediately bond with your sales rep, because they feel like they are getting a real-life first impression. A live video allows the viewer to interact more fully with the presenter through facial expressions and other personality pointers, leading to a more organic feeling introduction than a voice-only or email conversation.
Here is an example of a video a LeadIQ rep has sent to a prospect or two that isn’t entirely personalized to one single persona, but still a personalized prospecting video.
Here is yet another example of a video she has sent to a prospect that is personalized for one specific person. This type of effort demonstrates that you really value your prospect, by going above and beyond and making it clear that they’re not just an email on a list.
Video is the most engaging type of content you can post. Like personalized prospecting videos, posting videos on LinkedIn gives the same type of natural and more connected feeling for the viewer. LinkedIn videos have the potential to help you become an influencer in your field and get the most ROI from your LinkedIn content.
Educational and inspirational videos get the most engagement. Using LinkedIn videos to share your experiences and lessons you’ve learned will be the most valuable for your following. Offering value gets people interested in working with you.
Here are a few things you can do to improve the quality of your sales videos.
There are a few things to know about filming techniques before recording your video for LinkedIn, such as your background and lighting. Hootsuite recommends taking the following factors into consideration:
LinkedIn allows you to post videos up to 10 minutes long. However, you should keep your videos as short as possible. Around 2-3 minutes is the sweet spot. LinkedIn users are busy professionals, so get right to the point and keep your message concise.
Video enables you to let your personality shine and for you to form personal connections with your viewers. While it’s helpful to have a script handy that covers basic guidelines for what you want to cover, don’t feel obligated to rigidly adhere to it. Leave some room for improvisation, allowing your natural self to flow through. This relaxed posture will register with viewers, and also save you the time you’d spend treating the performance as an acting gig.
LinkedIn research shows that attention that wanes after the first few seconds, and will typically drop off after the 10 second mark. Therefore, you should plan to share your message or show your audience what you want them to see early on in the broadcast.
Using video in your prospecting is a great way to connect on a more personable level, especially during this new remote era. People crave human interaction. You do not want to appear as a robot behind a screen. Connect with your prospects, be personable, and make your content valuable and engaging. Leave your prospect smiling.