Fri, 31 July 2020
How I Creatively Booked Meetings Using Video
With people being more isolated, the trend of how to set appointments is changing. Salespeople need to be more creative about how to get a prospect’s attention, such as using videos. This episode will be about using this approach to make you stand out from the crowd and get that meeting.
Frank Weshcler works for a company called Dynamic Signal. They started in San Bruno but for the last two years, the company has branched out to Chicago. It is a communications and engagement platform to help enterprises and commercial size companies.
The journey toward creating videos
When Frank was still interviewing with Dynamic Signal, he was asked how comfortable he was in front of the camera. With video creation being part of their outreach, he needed to be able to do quick 30-second dynamic video clips where he could introduce himself and create a pitch. With his theater background, he was immediately comfortable and got started making videos.
Use your creativity
Frank’s company uses Vidyard, a video platform that integrates with their sales platform. It helps them find videos easily, attaches them into emails, and sends them. Frank has been very creative in all his videos. In one of his videos he ate the restaurant's hottest wings, with triple sauce, and recorded himself pitching to the client while his mouth was on fire! Despite the fact he was coughing and choking, he pressed on. The client loved it, sent it out to their entire team, and Frank got a meeting. For him, it was worth it!
Keep in mind, the meeting took time and follow-up. After not hearing from the prospect after the initial video, he reached out again with another video, but without the wings this time, to ask if the client had seen the video. It was then that Frank was able to solidify the meeting. Don’t be discouraged after just one touch. Clients get busy.
The formula in creating a video
There is no one formula in creating a video but you can do the research to find the connective niche angle that will be the focus of your pitch. For a sports car company, Frank made a video of himself building one of their cars out of Legos in his workshop using his GoPro. He titled it “I Made Your Car in My Workshop” and it became click-worthy for the client. The video was tied into their brand and interest. Put yourself in your client’s shoes. What would make something click-worthy for you?
When you create a video, tie it into the prospect’s brand or the contact’s personal interests. #SalesVideos
How to use videos
Frank loves using videos as an ice-breaker. He often sends a video for the first or second touch depending on who he is reaching out to. After the video, the next step is getting on the phone. If he still doesn’t get a response, he sends another follow-up video just to remind them of his first video. If he still doesn’t get a reply, he lets it go.
Research plays a huge part in the process of making a video. In this stage of the process, your job is to create an idea that will be relatable to them. What are the prospect’s interests or hobbies? What are their favorite sports teams? Here is where you can use LinkedIn and other social media platforms to dig deep. Frank discovered one prospect was a slam poet so he made a slam poetry video. Use your videos to personalize your pitch in a way your competition hasn’t. Through your efforts, you ‘re making your introductory video a cut above the rest.
The bane in video creation
Not all people are using videos for their pitch and introduction because not all salespeople are comfortable in front of the camera. The trend in sales, however, is going more toward videos as salespeople are now using Zoom in their videoconferencing. Hopefully through Zoom salespeople are getting more comfortable being in front of the camera and will take advantage of this video trend as it gains popularity. Frank had never heard utilized video prospecting before joining Dynamic Signal but he’s learned the huge advantage of personalization through this mode of communication. As the use of Zoom progresses, using video prospecting may soon become the norm. Don’t limit yourself.
“How I Creatively Booked Meetings Using Video” episode resources