80% of sales are made on the fifth to twelfth contact.
However, most salespeople lose hope and cut off communication after the first contact.We are all humans with ten thousand unread emails in our inboxes.
It's normal not to get a response to your first outreach email.
They don't know you.
They are busy.
And you are trying to sell.
In order to make the other person feel the value you give, it is very critical to maintain the communication without giving up until a certain point.
A standard follow-up email or call can be ignored easily.
Here is where video comes into play.
Why should you prefer making a follow-up video instead of emailing or calling?
Let's start with another example. How easy is it to ignore a written message, no matter who it comes from, right? Sometimes you might even delete a message with a simple click, thinking that it will not interest you. But, remember, it can also be as simple as deleting an email or not returning a call to the other person during a sale too.
Yet when you come knocking down a potential customer's door with a follow-up video, you are much more likely to catch their attention. This is because instead of standard follow-up methods, you will have tried something unusual.
In addition, the other party will create an involuntary trust by seeing that a person takes time for this video, perhaps instead of a text created by a software.
If you are uncomfortable, check out this article on how to feel comfortable in front of the camera.
What is the importance of preferring a video for you as a salesperson?
First of all, remember that everything will be at your initiative. As long as you don't exceed the limits of respect, there are no specific patterns you have to follow, like when sending an email or talking on the phone. This means that you can express your creativity as much as you want!
Whether you are talking in front of a flat wall or an interactive video with lots of animation and action, you'll be able to customize all the details to your liking easily.
However, one thing to be very careful about preparing a follow-up video: Although it will attract the other party's attention as it is a different concept, your video must be as brief and to the point as possible.
Most of us are more or less familiar with the concept of an elevator pitch. The person has an idea in mind, and they need to convince an investor they come across in an elevator by explaining it in 60 seconds.
A video follow-up is very similar in concept to an elevator speech, but you have one advantage: You can prepare by creating a script before shooting the video!
P.S: If you are not a salesperson, you can use video for different use cases, such as getting customer testimonials.
What should you pay attention to when writing a video script?
To write a follow-up video script, it is helpful first to master how to write a general video script. That's why we have briefly outlined some useful points to keep in mind about writing an informative video script:
1. Create a rough outline of the video.
Before writing the script, determine the flow of the video and draft it. Then, it will be beneficial when you write the main script.
2. Identify the message you want to deliver.
Whoever watches the video must understand the main message. Considering the content of your video, what method should you follow to ensure that?
3. Prefer straightforward language.
Even an expert on the topic might get bored when there are too many technical words.
4. Try to involve the audience as much as possible.
An informative video that is not interactive and does not make the audience think, does not achieve its primary purpose.
5. Be as concise as possible.
Everyone's time is valuable. Therefore, getting the most information about something in the shortest amount of time will undoubtedly satisfy the audience.
6. Know Your Prospect's Name's Correct Pronunciation
Your first words will be Hi {{prospectName}! So you must be careful about your prospect's name's correct pronunciation so that you don't lose their interest in your introduction.
Example Video Scripts For Your Follow-Up Videos
Example #1 - If they already have basic knowledge about your work
Hi [insert name],
I hope you are having a great day. Lately, I have been thinking about how we can help your business become more productive. I believe it you would be the methods we used for Client X and Y deal with such a challenge would grab your attention.
Client X has used [insert service] for [insert time period] and they have recently measured a [insert rate] increase in their overall productivity!
I understand you might not be ready to purchase [service] today. Do you have time for a 10-minute call, so I can share some more advantages of [service]? Does Monday or Wednesday around 10 am work for you? Please let me know!
If you have already informed someone about your product or service details, your next step should be to get them to consider your business. To make the other person feel valued, it is essential to show that you remember your first meeting in detail. You can achieve this by building on the details they told you about their business. In particular, showing with concrete examples what kind of positive differences your product or service can make in the their business will surely attract their attention.
Example #2 - If you are rejected
Hello [insert name]!
Thank you for your response. I see why you may not be interested with [product] for now.
However, when another customer experienced similar issues with their current methods, they found that [list characteristics of the product] from our product helped them to grow their revenue while improving productivity. As I recall, we have discussed that these features would be helpful for your company too.
I would be so glad if you could share with me why improving such metrics are not currently of value for you!
Thank you in advance for your time.
When your potential customer states they are not interested in your product or service, it is essential to take it positively. You should make great use of this situation to make a good impression and learn about potential concerns about your product. Even if the person who rejected you likes your product, they may not need it at the moment, but by making a good impression, you are more likely to make them recommend it to others. By responding to rejection with a video, you can successfully reflect your positive and self-confident attitude to them through your facial expressions and gestures.
Example #3 - If you need an urgent response
Hi [insert name]!
After sending my previous email, I wanted to get in touch through a video again to ask if you had a chance to review that email. As I mentioned there, [rewrite the question or remind them what you need concisely].
Once we have your answer, we will be able to continue to the next step of the process. Please do not hesitate to ask for further information on what we need if it is not clear!
If you need an immediate response from someone, explaining the situation with a video will help in two ways: First, you can sincerely show the importance of their response to you with your tone of voice and also your use of facial expressions. Second, the fact that you took the time to make a video to remind them of the importance of their answers will again help the exact cause. However, even if you need the person's answer very urgently, make sure to let them know that you value their time and will answer any questions they have!
Example #4 - If they said they will get back to you but have not
Hello [insert name]!
I hope you are doing well in such busy times.
I wanted to follow up again on the [product/service] offer we made two weeks ago to see if you have come into conclusion. I remember you told me that the [product/service]’s [list characteristics] would be helpful for your company but that you needed consult your fellow employees.
I wonder if there was an outcome after your meeting with them. I also wanted to remind you that we are here to help if you have any concerns!
One of the situations many salespeople face while promoting their product or service is when people who say they will get back to them do not. Although people who say this sometimes say it to sway the seller, they sometimes like the product or service and forget to come back for real. In such a case, it would be helpful to remind yourself by sending a video in which you briefly describe your product and the features you mentioned when you first met. Especially if your first meeting with this person was face-to-face or through a virtual meeting, seeing your face in the video will make it easier to remember the details you focused on that day.
Conclusion
Where everything is becoming more and more virtual, many opportunities arise for a salesperson. It is much easier to take your time and shoot a special short video for your potential customer than to remind yourself by going door-to-door.
Besides, who wouldn't prefer watching a short video specially prepared for them instead of reading hundreds of emails one after another?
About the Author
Emir Atli is a co-founder of HockeyStack, no-code analytics tool that helps 4000+ companies save time on analytics worldwide.
