In sales, time is of the essence in order to meet quotas. But it can also take a lot of time for your sales team to build relationships with prospects to close these deals. While there are plenty of helpful sales automation tools out there to speed up the process, there’s one that helps them get face-to-face with potential customers quicker, and more efficiently – and that’s video email.
Because as nice as it would be to meet in person with prospects to really make that connection, there’s just not enough hours in the day to do that. Video, however, allows your team members to do this in a scalable and personal way.
While we understand why incorporating new technology like video into your sales process might seem like a time-consuming undertaking, it truly isn’t. Because instead of struggling to set in-person meetings or getting people to listen to what your sales professionals have to say on the phone, your team is getting their message across in an authentic way via prerecorded video emails. And they’re accomplishing this without ever having to leave the office, dedicating hours to cold calling, or spending time drafting intricate text-only emails that can get lost in translation.
Video is quicker (and more effective) throughout the sales process. And you can create endless evergreen (pre-recorded videos that can be sent to multiple recipients) content that is still personal to connect with prospects in meaningful ways. We’ve listed four times that video will help save your team time below and why you should make it one of your top sales automation tools in 2020:
1 Cold Lead Outreach
It’s hard enough to get email opens, let alone replies, when people are swarmed with prospecting emails daily. In order to be successful with cold lead outreach, your team members need to set themselves apart from the competition.
They can do this faster by creating pre-recorded cold lead outreach response videos tailored to their buyer personas. Because, let’s face it, a clever subject line and text alone doesn’t cut it anymore. To really keep recipients engaged, something in your team’s emails has to catch their attention and draw them in.
By bringing a face to the forefront of your messaging with video, it differentiates your salespeople from the rest of the pack. And it’s more effective because it’s harder to ignore a real human in your inbox who is willing to take the time to get to know you and send you a personal message.
So, instead of your team spending the bulk of their time attempting to craft the perfect cold prospecting email, have them record everything they were going to say in a simple video – adding that personal touch that helps prospects really connect with what they have to say.
What to include:
- A personal touch
- An acknowledgement of the recipient’s pain points, or obstacles getting in the way of their success.
- An explanation of how your product or service will help them overcome these hurdles.
- The benefits they’ll see from using your product or service.
- A call-to-action.
In the video below, Jonathan, one of our account executives, conducts a cold outreach effort with prospects in which he showcases his knowledge of a common pain point in their industry (in this case, cold outreach email engagement challenges), and how video will help them see results.
He uses the screen recorder video email feature to immediately present how the product will work for the recipients’ companies and showcase its ease of use. So, he’s not just explaining what BombBomb does, he’s showing them how it works in real time for their businesses.
2 Automated Lead Response
It’s no secret that sales teams need to act fast in responding to a lead. In fact, the Harvard Business Review indicates that in a study involving 29 B2C and 13 B2B businesses in the U.S., those that responded to prospective clients within an hour of their inquiry were almost “seven times as likely to qualify the lead as those that tried to contact the customer even an hour later – and more than 60 times as likely as companies that waited 24 hours or longer.”
What makes video email such a great, time-saving sales automation tool is that you can record evergreen lead response videos in a short amount of time, and set them up to send as soon as people request more information.
All it takes is setting aside a little bit of time to record evergreen introductory videos. Once that’s done, your team will have video content that can be used as a means of response for every inquiry. Instead of having to respond to each lead personally with a typed out email, the automated video email does the work for them – while still coming across as genuine.
What to include:
- An intriguing animated preview that grabs the attention of recipients – whether that be a cool background with family photos or posters of your interests, or the movement of you walking around in your neighborhood. The whole point is to get your leads to press play.
- An introduction of who you are, what your company does and what it offers that other companies don’t.
- Address next steps to come in the process.
- A call-to-action, which in this case can be a request for questions, or a meeting to discuss things further.
The following clip is a video that mortgage broker and loan officer Chris’ leads receive when they submit a request to learn more via Zillow or Trulia about his mortgage services…
All it took was a few minutes of his time to create a video lead response that will not only give prospects the immediate response they’re looking for, but also address them in an authentic way that builds trust and makes them want to work with him.
An important thing to note is that if you and your team want to reach out to leads with a more personalized approach, we encourage sending one-to-one videos. It’s still faster than typing out each individual lead response email, and showcases who you are as a person. And recipients will appreciate this because they want to know who they will be working with in order to open up and trust the salesperson they are interacting with.
3 Appointment Setting and Reminders
Appointment setting can be time consuming without the right sales automation tools. But in order to sell more, appointments need to be on the books quickly to stay top-of-mind and have the conversations needed to close deals. Video email helps you accomplish this.
Record a simple evergreen appointment setting video to send to prospects when they request a demo. This puts your team in front of prospects via video at the click of a button. It shows them that they are valued as future clients, so they are more inclined to set and keep that appointment. Video allows you to set more appointments faster and easier.
Just as important is sending out those appointment reminders to ensure prospects show up to their appointments. And you can set up automated video reminders to send out to potential clients as their time slots approach. Again, these are videos that only take up a small portion of your time to record, and can be reused again and again to encourage people to show up for your demos.
Sending individual videos tailored to recipients is a good strategy that saves time by not having to type out individual appointment emails
What to include:
- An engaging animated preview. Give recipients a glimpse of your friendly personality in this preview that will intrigue them to play your video message
- A background of your relationship with the recipient
- An explanation of why you’re reaching out, and why they would benefit from a demo
- A call-to-action to schedule a meeting, or a reminder to join the scheduled meeting
In the example below, Mandy, one of our BombBomb Customer Success associates, touches on all of these points in a friendly and relatable way to ensure she secures coaching appointments with clients she hasn’t heard back from…
4 Automated Process Updates
Customers like to be kept in the loop along the sales process. And using video as one of your team’s sales automation tools saves them time, while still keeping clients informed and happy along the way to finalizing the sale.
Have your team create pre-recorded videos that encompass every step in the sales process to send to your prospects, so they know exactly what to expect. So, instead of them emailing clients continuously with updates, they can just send out a video email with the content they’ve already created.
And the recipients of your team’s updates will be more at ease knowing that there’s another human there for them to answer their questions and keep them updated. This is something plain text can’t do.
What to include:
- An explanation of where they are in the sales process
- Information on what comes next
- Action items that need to be completed for successful completion
- An expression of gratitude for their time and business
The clip below is a video that real estate agent Sascha sends to his clients when they are under contract for a home. He congratulates them on their milestone in the home buying journey, tells them what is to come, informs them of things they need to do and why they need to do them, and showcases genuine excitement for his customers…
Use BombBomb to adopt video email as a top sales automation tool.
If you’re ready to start saving your team time by using video as one of your top sales automation tools in 2020, BombBomb is just what you need to get started.
You can easily integrate video in the sales tools your team members are already using, like Outreach, as well as within their Gmail and Outlook email accounts.
In fact, BombBomb is making it even faster and easier to integrate video email into your sales process with our new Salesforce integration. It allows your sales team to increase productivity, build trust faster, and differentiate themselves with video directly within Salesforce.
Request a demo today, and see the difference it makes for you and your sales team!
For more helpful tips from our partners at BombBomb, check out their blog!