Video prospecting tools, examples and best practices to boost sales

In today’s rapidly digitizing business landscape, the methodologies we employ for client engagement are undergoing significant transformations. One such paradigm shift is the emergence of video prospecting. This isn’t just another buzzword; it’s a strategic evolution in the realm of business communication. Recent analytical data underscores the efficacy of video in outreach campaigns. Video content, with its dynamic visual and auditory elements, garners higher engagement metrics compared to traditional text-based communication. This is further facilitated by the surge in sophisticated video prospecting tools that offer functionalities ranging from video analytics to integration capabilities.

In this blog, we’ll discuss video prospecting, showcasing some stellar video prospecting examples and highlighting the best tools to get you started. Whether you’re a seasoned pro or just starting off with video prospecting, there’s something here for everyone.

What is Video Prospecting?

Video prospecting is the way of sending personalized video for sales messages instead of traditional cold emails or phone calls to prospective clients. In other words, you make a short video to introduce yourself, your product, or service and send it to your potential customer. Take an example of a B2B software sales scenario. A quick explainer video can demonstrate how the software solution solves a specific problem for a business, making it easier for prospects to visualize the benefits.

Video prospecting is now a modern sales strategy where sales representatives create short, customized video clips to send to potential clients or customers. Unlike traditional cold emails or calls, this approach leverages the power of video to capture attention and convey messages more effectively. The videos can range from introductory messages and product demonstrations to follow-ups or even thank-you notes after a meeting.

The Components of Video Prospecting

Personalization – The video is often tailored to the specific prospect. Your goal is to talk to the person, not at them.

Concise – These videos are not long-winded lectures but short and engaging clips. They get straight to the point and are usually under 2 minutes.

CTA (Call to Action) – Each video should have a clear next step for the viewer, such as scheduling a call, signing up for a demo, or visiting a webpage.

Relevance – The content of the video should solve a problem or answer a question that you know the prospect has.

Professionalism – While you can show personality, it’s important that the video is professionally made to maintain credibility.

Limitations of Traditional Prospecting Methods

Traditional prospecting methods and video prospecting each have their own advantages and disadvantages. Below, we have outlined some of the limitations of traditional prospecting methods compared to video prospecting.

Time-Consuming – Traditional prospecting often involves cold calling, sending emails, or even door-to-door visits, which can be time-consuming.

Low Engagement – Cold emails and calls often have low engagement rates as they can be easily ignored or forgotten.

Limited Personalization – It’s difficult to convey personality or build a relationship through text-based communication like emails.

Resource Intensive – Traditional methods may require more manpower for less return, especially for activities like cold calling.

Lack of Visual Elements – Traditional methods usually don’t incorporate visual elements, making it harder to capture attention or explain complex topics.

No Immediate Feedback – With methods like email, it’s hard to get immediate feedback or gauge the prospect’s reaction in real-time.

Geographical Limitations – Traditional prospecting methods like door-to-door visits are limited by geography.

Criteria	Traditional Prospecting	Video Prospecting
Time Required	High	Low
Engagement Level	Low	High
Personalization	Limited	High
Resource Intensity	High	Low
Visual Elements	Limited	Available
Immediate Feedback	Rare	Possible
Geographical Limitations	Yes	No
Versatility	Limited (specific platforms)	High (multiple platforms)

Why Video Prospecting is the Future of Sales

Higher Engagement Rates

Statistics show that emails with videos receive a 300% higher click-through rate compared to standard emails. People are more likely to engage with a video than read a lengthy email. Studies indicate that people retain 95% of a message when they watch it in a video compared to 10% when reading it in text. This higher retention rate can translate to better engagement and a more educated prospect.

Builds Trust Faster

A video lets you showcase your personality, making it easier for prospects to know, like, and trust you. Video allows for the nuances of voice tone, facial expression, and body language, making it a powerful medium for building rapport and trust instantly. Trust is essential in sales, and video speeds up this process.

Stand Out from the Crowd

Your competitors are probably still stuck on emails and cold calls. Sending a well-crafted video message will make you stand out, boosting the chance of getting a response. It shows you’re innovative and willing to go the extra mile.

Easy to Measure analytics

Modern video platforms offer analytics. Advanced video hosting platforms offer rich analytics like view duration, engagement rate, and even heatmap reports that show exactly which parts of the video were watched, skipped, or re-watched. You can see how long someone watched your video and whether they took action, making it easier to adapt and improve your strategy.

Mobile-Friendly

Video content is highly mobile-friendly, allowing your prospects to view your message anytime, anywhere. As of 2021, over 50% of video views come from mobile devices. Video prospecting fits right into the mobile-friendly culture, making it more accessible for people on-the-go.

Multipurpose Content

Your video can be repurposed. You can use snippets for social media, customer testimonials, or other sales activities, maximizing your effort.

Increases Sales Conversions

Studies reveal that 74% of users who watched an explainer video about a product subsequently bought it. The medium is powerful in influencing purchase decisions.

Essential Video Prospecting Tools for Businesses

Video prospecting is an innovative and engaging approach to engage potential clients, and it’s a strategy that’s gaining momentum in many industries. By sending personalized video messages instead of traditional cold emails or calls, businesses can capture leads more effectively.

Below are some essential video prospecting tools that can help businesses improve their outreach:

Video Creation and Editing Tools

• • Camtasia – Great for creating more detailed videos with a need for editing, annotations, and other advanced features.
  • Loom – A quick and easy-to-use tool for recording both screen and camera footage.
  • Animoto – Useful for creating more polished videos, complete with music, transitions, and more.

Video Hosting Platforms

• YouTube – The most popular video hosting platform, although it can be challenging to stand out and it lacks some business-oriented features.
• VdoCipher – VdoCipher is a well-known video hosting platform that offers DRM video protection to secure your videos from piracy, unauthorized access, and illegal downloads or sharing. Using Google Widevine and Apple FairPlay DRM, your videos are highly secured.

CRM Integration

• HubSpot – Allows you to track how recipients engage with your video content, all within the CRM.
• Salesforce – Offers video tracking and analytics when integrated with video tools.
• Zoho CRM – Another CRM option that offers video email capabilities when integrated correctly.

Email Tracking Tools

• Yesware – Allows you to track who opened your email and clicked on your video link.
• Mailtrack – Simple tracking for Gmail that lets you know when your emails have been read.
• Mixmax – Gmail extension that offers email tracking, scheduling, and more.

Scripting and Storyboarding

• Celtx –  Online software for scriptwriting and storyboarding.
• StudioBinder – Provides scriptwriting and a variety of pre-production tools.
• Storyist – A tool that offers a robust set of features for scriptwriting and outlining.

Teleprompter Apps

• PromptSmart Pro – A voice-activated teleprompter app.
• Selvi – An Android app that acts as a teleprompter.
• Teleprompter Lite – A simple, free teleprompter app for iOS.

By investing in a selection of these tools, businesses can create a comprehensive video prospecting strategy that is capable of reaching potential clients in a personal, engaging manner.

Quantitative & Qualitative Metrics to measure video prospecting performance

Measuring video prospecting success in your business involves a multi-faceted approach that accounts both quantitative and qualitative metrics. Here are some ways to evaluate the effectiveness of your video prospecting efforts:

Quantitative Metrics

Click-Through Rate (CTR) – Measure the percentage of people who clicked on the call-to-action (CTA) in your video. A higher CTR usually indicates that your video is compelling enough to encourage action.

Conversion Rate – This is the percentage of recipients who took the desired action after watching your video, such as filling out a form or making a purchase.

Engagement Rate – Track how much of the video your prospects are actually watching. Monitor whether they drop off after a few seconds, or are they watching it all the way through?

Open Rate – When videos are sent via emails, the open rate can give you an idea of how compelling your subject line and email content are.

ROI (Return on Investment) – Calculate the revenue generated from the video prospecting campaign and compare it to the costs. A positive ROI indicates a successful campaign.

Lead Quality – Are the leads generated from the video prospecting campaign actually converting into customers? Measure the quality of these leads to ensure they are valuable to your business.

Traffic and Views – Monitor how many people are viewing your video and from what sources. This can help you understand which channels are most effective for your video content.

Qualitative Metrics

Customer Feedback – Direct feedback from customers provides insights into what’s working and what needs improvement.

Sales Team Feedback – Your sales team can provide valuable insights into how the video is helping (or hindering) their sales process.

Content Relevance – Evaluate whether the content of the video is actually relevant to the prospects you are targeting.

Brand Consistency – Does the video align with your brand’s voice, tone, and messaging?

Ease of Understanding – Is the video easy to understand, or is it confusing for the viewer?

Common Mistakes to avoid in video prospecting content

Video prospecting is an effective way to engage potential clients and customers. On the other hand, it’s easy to make mistakes that can undermine your efforts. Here are some common mistakes and ways to avoid or correct them:

Poor Video Quality – Use a good camera and ensure proper lighting. Make sure the audio is clear. Test everything before recording.

Lack of Personalization – Customize the video for each prospect. Use their name and reference specific details about their business or needs.

Video being too Long – Keep it short and sweet. Aim for a video that’s 1-2 minutes long to ensure you keep the viewer’s attention.

No Clear Call to Action (CTA) – Always include a clear CTA. Whether it’s scheduling a call or visiting your website, make sure the viewer knows the next step.

Being Overly promotional – Focus on providing value and solving the prospect’s problem rather than just selling your product or service.

Ignoring Follow-Up – Always follow up after sending the video. Use analytics to see if the prospect has watched the video and use that information in your follow-up.

Poor Scripting or Rambling – Plan what you’re going to say beforehand. Stick to the script but also try to sound natural and not robotic.

Ignoring Key Metrics – Use analytics to track how your videos are performing. This can help you understand what’s working and what needs improvement.

Not Mobile-Friendly – Ensure your video can be easily viewed on mobile devices. Many people check emails and watch videos on their phones.

Ways to Correct Mistakes

Audit Your Videos – Regularly review your videos to identify areas for improvement.

Seek Feedback – Don’t hesitate to ask for feedback from colleagues or even from a prospect who didn’t convert.

A/B Testing – Try different approaches to see what resonates most with your audience.

Training – Invest in training programs that can help you and your team avoid common mistakes.

Update Technology – If you find that technology is a limiting factor, consider upgrading your equipment or software.

By being aware of these common mistakes and actively taking steps to avoid or correct them, you can make your video prospecting efforts more effective.

Risks of insecure hosting on your video prospecting

• Data loss – Hackers can steal your sensitive data. Insecure hosting and backups may lead to data loss.
• Unauthorized access – Anyone can easily download, copy, manipulate, share or even delete your videos.
• Malwares – Breached video files can be easily infected with malwares and viruses, thus causing potential risk to the users.
• Revenue loss – Video piracy, downtimes and poor performance significantly impacts the revenue.
• Reputational damage – Negative experience significantly impacts the reputation. Customers can lose faith in your service or business.
• Compliance and legal risks – There are chances of video data protection violations and you may fail to meet legal compliance requirements.

VdoCipher DRM Secure Video Hosting solution for businesses

VdoCipher is a well-known name in the field of secure DRM video hosting and streaming, serving over 3000 customers in 120+ countries. With plenty of interesting features and functionalities like custom video player, Dynamic watermarking, secure offline downloads, VdoCipher offers robust security to your video content.

Videos hosted and streamed via VdoCipher cannot be illegally downloaded or shared using any internet plugin or software. You can check out VdoCipher’s video download security against popular downloaders.

Viewer-based analytics

Track user specific information such as password sharing based on access duration, attempted piracy source tracking, folder-wise video usage, and watch patterns to monitor video performance.

API based automatic uploads

The upload API enables dashboard where content providers can directly upload videos to VdoCipher account. It makes the workflow automated and saves human hours to handle video assets.

Folder structure to organize files and data

Folders help organize and stores files to save time and make files move quickly. You can create folders, list sub-folders, rename, and delete.

Per-video bandwidth consumption data

VdoCipher providers per-video bandwidth consumption data via API. The bandwidth calculation is done on a daily basis.

IP and Geo-Restrictions

You can anytime block a specific set of IPs, restrict or whitelist countries to restrict access or meet licensing requirements. All you have to do is add a single line of code.

DRM encryption

Videos are protected from illegal downloads and piracy by the highest level of video security i.e. DRM encryption. We offer Google Widevine and Apple FairPlay DRM encryption to securely host and stream DRM-protected video content.

Mobile SDKs

VdoCipher provides SDKs with full support for Android Native, iOS Native, React and Flutter SDK frameworks.

SafetyNet

SafetyNet adds protection to your videos in apps. It blocks emulators and provides protection against most rooted devices. Also, SafetyNet restricts playback on modified APKs. VdoCipher Android SDK integrates Google’s SafetyNet protection on versions 1.6.0 and above.

Offline downloads

Our Android SDK allows offline playback capabilities to download videos to local storage. It includes APIs to fetch available download options, track and manage downloads.

Custom Video Player

Our custom video player comes with DRM protected video streaming, adaptive bitrate streaming and easy customizations without coding. The key features include chapters, video analytics, speed control, dynamic watermarking, Picture-in-Picture, gestures, offline downloads, and more.

FAQs

Why should I use video prospecting?

Video prospecting can help you stand out in a crowded inbox, build a more personal connection, and convey complex information in an easily digestible format.

How long should my prospecting video be?

Keep the video short and sweet. Try aiming for 60-90 seconds to ensure you keep the viewer’s attention.

Should I script my videos?

While it’s good to have an outline or key points, try to keep the conversation natural rather than reading from a script.

What should I include in the video?

Start with a personalized greeting. Introduce yourself, explain why you’re reaching out, and end with a clear call-to-action (CTA).

How do I track the performance of my prospecting video?

Use analytics provided by your video prospecting software to track metrics like open rates, view rates, and engagement. This data can help you refine your approach.

Is A/B testing effective in video prospecting for businesses?

Yes, many video prospecting tools offer A/B testing features, allowing you to test different messages, lengths, and CTAs to see what resonates most with your audience.