Email is an easy way to get your message out to lots of prospective customers. Unfortunately, everyone else trying to sell something does the same thing, so those customers have to wade through 100+ emails a day just to find the ones they care about. Usually, those are the ones needed to get their jobs done, or the ones that are interesting and personal, so standing out with a product pitch can be next to impossible.
As a longtime sales veteran, I’m certainly familiar with the feeling of waiting for responses that never come. It’s not enough just to get their attention. The goal is to get a response, and that becomes much more likely when the prospect feels like they’re dealing with an actual person. That’s rarer than I’d like to think in this era of automation tools and artificial intelligence. It’s become too easy to reach a lot of people with so-called personalized pitches that they’re now anything but personal.
My own sales organization has found that using video in our prospecting gets much better results than just sending text-based emails, particularly with key target accounts. Since we started using video to humanize the sales process and change the way we connect with leads, we’ve seen our open rates quintuple and our response rates jump to an incredible 25 percent for some of our top reps.
If you’re looking for new ways to help your sales team stand out and be more personal and relevant, here are three easy ways to use video to get the attention you deserve:
1. Webcam selfie videos make prospecting more human
Short webcam videos bring the human element back to sales and allow you to speak directly to your prospect. Think of it like a video voicemail in which you can put a face on your typical impersonal email and articulate why you’re reaching out. The key with these is to be authentic and genuine. Don’t overly script these videos to the point that they appear robotic. Your viewers can tell if you’re reading from a script, which immediately ruins the personal nature of video. Jot down a few key points, practice a couple times and then go for it.
Read more at http://www.business2community.com/brandviews/salesforce/personal-video-humanizes-sales-process-boosts-response-rates-01749893#6dUQAv2jRD6YC8KC.99
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