Personalized Sales Videos from A to Z

Video selling is your secret weapon to stand out in your buyer's inboxes and get a response.

Bethany Stachenfeld
Bethany Stachenfeld
Nov 28, 2018
Personalized Sales Videos from A to Z

These days, buyers are smart enough to recognize a “personalized” templated email when they see one… “Dear {Name}, As a {Job Title} at {Company} in {Location}, I thought I would reach out…”

Your buyers are receiving 100+ automated sales emails everyday and growing immune to this type of approach. If you send the exact same email as every other salesperson, you are not giving your prospect any reason to pay attention to you.

Video provides a level of personalization that cannot be faked. Even if it only takes you 2 minutes to send a video - the same amount of time it takes to leave a voicemail - it provides a world of difference to your buyer.

You can build a face-to-face connection, show your credibility through your tone of voice, facial expressions, and body language, and more succinctly convey your value by showing your product in action.

And the numbers speak for themselves. Sales and marketing team who use videos in their outbound emails see up to:

  • 20% more opens
  • 5x more click-through
  • 8x more responses
  • 20% more closed deals
  • 30% higher deal sizes

Surprisingly, even though the statistics are so impressive, only 6% of sales teams currently use video anywhere in their sales process. This means there is still a huge opportunity for early adopters.

Let’s get you up and running with personalized videos so you can beat the crowd and enjoy.

The Video Script for Personalized Sales Videos

You have about 90 seconds to convey your message….

The Hook

First 15 seconds
Recommended video type: Webcam

Right away, you want to grab attention by making it clear that this video is personalized and relevant to the viewer. You can make it personalized by mentioning one or more of the following:

  • Name - ex: “Hey Jill, I made you this video…”
  • Location - ex: “I see you’re located in San Antonio, TX. That’s actually where we went through TechStars! I still dream about breakfast tacos…”
  • Role -  ex: “As a business development representative, you may be interested in learning….”
  • Goals - ex: “I imagine you are trying everything to improve your click-through rates…”
  • Hobbies, - “I notice you have a lot of pigs on your website; I actually grew up on a pig farm…”
  • Action -  ex: “Hey I saw you reach out about video for customer success; I am the resident expert on customer success!”

The Meat

Next 30 - 45 seconds
Recommended video type: Screen Recording

This is when you convey value to your viewer. Don’t just sell your product, educate. Tell a story. Show them something cool.

Keep in mind…

  • You’re telling a story! Don’t be generic.
  • Bring fresh ideas to the table.
  • Tailor pitch to customers unique needs.
  • Once a buyer’s attention has been captured, a video is a fantastic medium for succinctly communicating a lot of information. It has a higher informational throughput than text, audio, and images alone because it combines all three.

Call to Action

Final 15 seconds
Recommended video type: Webcam

Seal the deal with a powerful call to action. Tell them what the next steps are, and give them the opportunity to complete the action within the video player for ultimate simplicity.

Great calls-to-action can include:

  • Schedule an introductory call on your calendar
  • Start a free trial on your website

Personalized Sales Video Examples

If you have 10,000 people who fit your target persona list, you obviously can’t make a video for each person that way you could bulk email 10,000 people with the click of a button. That’s part of the charm, but also inconvenient. It is therefore imperative that you qualify your leads ahead of time.

A. New Deals

A personalized video is a sure way to warm up a cold email. Try to heat up our sales outreach for any of these situations:

Response to Marketing Engagement

Has your prospect downloaded a buyer’s guide? Or spent a minute checking out your pricing? Or engaged with one of your 1-to-many prospecting videos? Get me water because this lead is 🔥🔥🔥!

Now is the perfect time to send them a quick video. Introduce yourself, make your pitch, and setup a discovery call.

Free Trial Sign Up

Introduce yourself with a personalized video. You can refer to what they have done so far on the trial, and give them specific tips using your product that apply to them. This way, they know if they schedule an introductory call with you, there will be more value for them.

Demo Request

Just because someone signs up for a demo does not mean that they will attend. If you allow visitors to schedule demos on your website, there is a pretty good chance that you have had the unpleasant experience of waiting 15 minutes for a no-show. You deserve better!

After someone signs up for a demo, send out a quick video introducing yourself and letting them know you are looking forward to a call. They will be a lot more likely to show up if they know there is a human on the other side of their calendar invitation.

Conference Follow Up

You had a great conversation with a hot lead at a conference? Well, so did 50+ other vendors… Send a personalized video to remind the lead what you spoke about and why they were interested in your product.

Phone Call Follow Up

You just for off of the phone after talking to a hot lead. You wrote down their use case and questions asked. Now is the time to give them a small taste of what is to come!

Send a video to your prospect thanking them for the phone call, answering or asking a question, and give them something to look forward to before your next meeting.

Oh, you forgot to schedule the next meeting because you were so pumped? No worries, let them schedule time with you in the video.

B. Deal Revival

Personalized sales videos are also impactful when it comes to reviving old deals. You can occasionally send out a video to latent opportunities to check timing. Here are some conversation starters you can use to prompt your reach out:

City Visit

Are you already traveling for some reason? Leverage the short span of time you will be in that city to create a sense of urgency with your customers to schedule meetings within that time frame.

Product Announcement

Were they waiting for a specific integration or feature? Send them a personal note to announce it’s arrival - and show them what it looks like through video.

Congratulations

Has your prospect had a birthday or received a promotion or award? Congratulation them!

Tips and Takeaways

  • With the personalized sales video, personalization is key. Spend time learning your contact and their challenges, and then use this information to connect on an intimate level. Your prospective customers are more likely to give you the time of day when they see that you have given them the time first.
  • Use the video as an opportunity to tell a visual story. You are not just replacing a phone call with a video voicemail - you are unveiling a whole new perspective. Let buyers see crucial highlights of your product in action.

More from the Video Selling Playbook

Continue on to the next article: 1-to-Many Prospecting Videos →

Or jump to the most relevant section for you:

Introduction to Video Selling

Video to Jumpstart and Accelerate Sales

Expert Video for Selling Tips