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How to use personalised videos for B2B prospecting to win new leads and opportunities

Step-by-step guide to approaching new customers with your personalised videos

Hello Subscriber,

Imagine you’re a busy senior manager.

You’ve been at your desk for a couple of hours, buried in some spreadsheets, trying to work out how best to approach a particularly tough business challenge.

You take a quick break to get yourself a coffee. As you return to your desk, you quickly look at your emails. You see that you’ve got an email from somebody you don’t recognise, but the title of the email is all about the exact problem you’ve been trying to resolve!

You open the email, and there’s a link to a video. You click on the video, and the person on the video says hello and uses your name. The video continues, and they start describing exactly the sort of challenge you’ve been trying to resolve. And then, they introduce some valuable insights and make some suggestions.

With their timely and effective approach, they communicate a great deal and make very efficient use of your valuable time. They’ve earned some time in your very busy calendar.

Welcome to the world of personalised videos for prospecting!

How to make personalised videos for prospecting

Here’s a step-by-step guide about how to prepare an effective personalised video to approach a brand new customer:

  1. Research - Do your research to find the person who is most likely to welcome your approach, the challenges and opportunities they face and why they might be interested in hearing from you.

  2. Introduction - Start by briefly outlining why you made this video for them.

  3. Empathy - Spend most of the time speaking primarily about your customer's challenges and opportunities.

  4. Not talking about what we’re selling - Spend as little time as you can talking about what you‘re trying to sell!

  5. Valuable Insight - Seek to earn the opportunity to speak together because of the value of the insight that you share in your video.

  6. Call to Action - Finish your video with a clear call to action

  7. Respect Their Time - If you can, keep the whole video to less than 59 seconds!

Not just for brand-new customers

This way of using personalised videos can work well to prospect for additional opportunities within your existing larger customers and approach a broader range of stakeholders.

Share your experience

I’d love to hear about your experience of using personalised videos for approaching brand-new customers and extending the range of stakeholders within existing customers.

Just hit reply to this email and let me know how you got on!

Alternatively, join us to share experiences in our Sales Reset Open House every Thursday afternoon at 5:00 p.m. UK time.

Here’s one area of practice to emphasise today

Use our step-by-step guide to create a personalised video to approach a potential brand new customer.

Coaching Focus

  1. Review with your sales coach or sales team leader what companies and people you could approach with a personalised video.

  2. Review your videos together before you send them and after you’ve had feedback from the people you approach.

If you have questions or comments, it would be great to hear from you. Just hit reply and send me an email.

Have a great day!

Founder & Leader

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