What are the most effective ways to use video in SMB IT sales prospecting?

1 Choose the right format

Depending on your goal, audience, and stage of the sales cycle, you can use different types of video formats for your SMB IT sales prospecting. For example, you can use a short and catchy explainer video to introduce your company and solution, a demo video to showcase your features and benefits, a testimonial video to highlight your customer success stories, or a case study video to demonstrate your value proposition and ROI. The key is to match the format with the pain point and interest of your prospect, and to keep it concise and engaging.

2 Choose the right platform

There are many platforms and tools that you can use to create and share your videos for SMB IT sales prospecting, such as YouTube, Vimeo, Wistia, Vidyard, Loom, and BombBomb. Each platform has its own pros and cons, such as ease of use, analytics, customization, and integration. You need to consider your budget, objectives, and preferences when choosing the right platform for your videos. For example, if you want to embed your videos in your emails, you might want to use a platform that allows you to create thumbnails and GIFs, such as Vidyard or BombBomb.

3 Personalize your message

One of the main benefits of using video for SMB IT sales prospecting is that you can personalize your message and connect with your prospects on a human level. You can use your video to address your prospect by name, mention their company or industry, and tailor your pitch to their specific needs and challenges. You can also use your video to show your personality, enthusiasm, and credibility, by using a friendly tone, smiling, and looking at the camera. Personalizing your video can help you increase your response rate, trust, and engagement.

4 Optimize your video

To make sure that your video gets watched and acted upon, you need to optimize it for your prospects' attention span, device, and inbox. You need to keep your video short and sweet, ideally between 30 seconds and 2 minutes, and focus on one clear call to action. You need to make sure that your video is mobile-friendly, as most of your prospects will open your emails on their phones. You need to use a catchy subject line, a compelling preview text, and a clear thumbnail or GIF for your video, to entice your prospects to click and play.

5 Follow up with your prospects

Using video for SMB IT sales prospecting is not a one-and-done deal. You need to follow up with your prospects after sending your video, to gauge their interest, answer their questions, and move them along the sales funnel. You can use a variety of follow-up methods, such as email, phone, text, or social media, depending on your prospects' preferences and behavior. You can also use video for your follow-up, to reinforce your message, address objections, or provide additional value.

6 Track your results

Finally, you need to track your results and measure the effectiveness of your video for SMB IT sales prospecting. You need to use the analytics and insights provided by your video platform, such as views, watch time, clicks, and conversions, to evaluate your performance and ROI. You also need to use your CRM and sales pipeline data, such as leads, opportunities, and revenue, to assess your impact and progress. Tracking your results can help you identify what works and what doesn't, and optimize your video strategy accordingly.