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Video Outreach for Prospecting

I have been doing video outreaches as part of my prospecting plan for a couple of weeks now.

Here's what I saw:
Videos sent: 77
Views: 35
Responses: 12

Some of my videos have definitely been shared with others (I'm guessing internally) too since they've been viewed up to 21 times. But I haven't gotten responses from most of these people too.

I'm wondering if my CTA is the problem. I used loom.com and put in a CTA that took the person clicking on the button to my Calendly to block 15 minutes on our calendars. Do you guys think, it's a bit much?

What would you suggest for a friction-less CTA?

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    • Profile picture of Trish Bertuzzi
      @bertuzzitrish
      ( 0 POINTS )
      2 weeks, 2 days ago

      Were the 12 responses people who clicked on your calendar or just emailed you back?

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        2 weeks, 2 days ago

        Good question, @bertuzzitrish. Literally one person clicked on it and booked a meeting with me, which they mentioned that they did because they hadn’t received one of these videos ever and found it very interesting. The rest just responded with appreciation or something on the lines. Also, these videos were sent over LinkedIn after connecting with people.
        I haven’t experimented with videos via email yet though.

        • Profile picture of Trish Bertuzzi
          @bertuzzitrish
          ( 0 POINTS )
          2 weeks, 2 days ago

          You need to try different things. With only 1 real meeting booked I would experiment with both message and CTA.

    • Profile picture of Jake McGaw
      @jakemcgaw
      ( 650 POINTS )
      2 weeks, 2 days ago

      From a personal perspective, if someone connected with me on LinkedIn and straight away sent a video – I’d be a bit taken aback.

      People are preconditioned to want to receive information first, before setting a meeting which meets a transactional goal.

      A video should be a >5th step. After you’ve put time in to articulate “the why” via email/li message/calling. It shows that you actually care enough to personalise a video and continue telling the story of your product. You literally have more skin in the game doing so. Your prospect should respect that.

      Happy hunting 🔫🔫

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        2 weeks, 2 days ago

        That’s a fresh perspective for sure, @jrmcgaw.

        The videos I’m sending out are highly personalized, and I assume that would be a pattern interrupt hence make the receiver want to respond back. If I compare with the number of personalized LinkedIn messages that I’ve gotten responses to, video is still better. Add to that, you’re putting a face and a voice to your message too, I believe that helps build confidence and trust better and quicker? What do you think?

        • Profile picture of Jake McGaw
          @jakemcgaw
          ( 650 POINTS )
          2 weeks, 2 days ago

          100% agree @arjunr. Personalisation is key.

          My thesis is that how you place the video matters. If you send a heavily personalised video to someone without them knowing who you are/what you do, it may come off as a bit strange. If however you are following up from information and showing persistence, you are more bound to get positive attention.

    • Profile picture of Becca Duncan
      @beccaduncanst
      ( 0 POINTS )
      2 weeks, 1 day ago

      Hey! I started by sending videos by email (I use VidYard integrated into HubSpot) and the views weren’t great- if people don’t have automatic downloads on, they just see it as another link really.

      I now only send via LinkedIn and my watched rate is 40% (214 sent) with 47% (87 watched) then replying to me on the back of that and 20% (8 meetings) of those booking meetings with me.

      I find holding up a whiteboard with the persons name and company with a small smiley face on it really helps. Sounds cheesy I know but it really works and I have had loads of lovely feedback about it. I just hold the whiteboard up for the first 10-20secs then put it down.

      I also use the HubSpot meeting scheduling tool as my CTA and have only had 2 out of the 8 meetings booked through that. I usually just say at the end of my message that it would be nice to have a virtual coffee so for them to let me know when they are free.

      Hope this helps!! 🙂

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        1 week, 4 days ago

        Hey, @beccaduncanst! Those are solid stats. I like the idea of the whiteboard. I’ve seen quite a few of those. I assumed since a lot of peeps have been doing it, it will end up being redundant (going with the “try to stand out’ buzz, of course). But I’m definitely going to give it a shot, nonetheless, and see how that affects the response rates.

        The “virtual coffee” bit is neat too. Thanks for the this 🙂

    • Profile picture of Kyle Vamvouris
      @kyle
      ( 0 POINTS )
      2 weeks, 1 day ago

      There is no such thing as a “friction-less CTA,” but your heads in the right place! A call to action requires friction, they have to do something. That’s why it’s so important that you speak about the RESULT. That result must be worth taking the action.

      Here is a way to think about it.
      1. What problem do they have?
      2. How do you solve it?
      3. Peak interest with an example of success.
      4. Ask them to do something.

      I hope this helps! Happy to discuss more if you have questions.

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        1 week, 4 days ago

        Absolutely agree, @kyle! I’ll write up a script and experiment based on this. I have been keeping my messaging a little vague and casual, not super-direct.

    • Profile picture of Shubham Sood
      @shubhamsood97
      ( 810 POINTS )
      2 weeks ago

      What tools are you using for video prospecting? Can you share the video you sent?

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        1 week, 4 days ago

        I’ve been testing out Vidyard, Drift video, BombBomb for a bit now. But I started off with Loom. They’re all pretty solid!

    • Profile picture of Jerimiah Lancaster
      @jerimiahlee
      ( 0 POINTS )
      2 weeks ago

      It depends on where in the sequence you are using for the “Book Time” CTA. I always prefer to avoid the book time with me until we’re in a conversation.

      Have you tried leading with a CTA like this, “Is increasing XYZ a priority for your team in Q3?”

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        1 week, 4 days ago

        I see what you mean, @jerimiahlee. I believe it’s a good idea to have a CTA like this one and run with the response to that.

    • Profile picture of David Green
      @jdavidgreen
      ( 0 POINTS )
      1 week, 6 days ago

      Email is great for getting replies. So ask them a smart question, ideally around a problem you can solve. Doing so accomplished two things: 1. starts a conversation and 2. qualifies them a little. You have to make sure your video answers the question, “if I am your ideal prospect, why should I take time out of my busy day to meet with you?”

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        1 week, 4 days ago

        I haven’t really gone the email route yet. Been sending these videos via LinkedIn. I am going to, though. Appreciate the comment, @jdavidgreen

    • Profile picture of Jordan Browne
      @jordanbrowne
      ( 0 POINTS )
      1 week, 6 days ago

      Gong recently published some data around the benefits of using an “interest-based” CTA.

      It can seem a little off-putting to drive someone right to a calendar link, or to suggested meeting times, before even qualifying if this is something of interest to them.

      Try using a CTA like:

      – “Do you want to learn more about what (OUTCOME) could look like?”
      – “Does it make sense to chat about (POSITIVE OUTCOME)?”

      Once you’ve confirmed their interest, you can share you calendar link to find a time to chat.

      Another thought, 12 responses out of 77 videos (15% response rate) is pretty good when compared with other channels.

      Just my 2 cents. Hope that helps!

      • Profile picture of Arjun Reddy
        @arjunr
        ( 640 POINTS )
        1 week, 4 days ago

        Thanks for the comment, @jordanbrowne! I agree that the calendar-link CTA might be too much of an ask right at the beginning. A more interest-based CTA sounds better.

        I agree the response rate is decent, But going by the number of meetings booked, there is a clear gap. Wondering if the CTA is putting some people off.
        As always though, gotta A/B/(C) test 🙂

    • Profile picture of Andy J. Solomon
      @andyj-solomon
      ( 0 POINTS )
      1 week, 3 days ago

      Is your video personalized? or pre-recorded? I’m much more open to video if the person sending the video uses my name in the opening sentence to personalize the experience. This let’s me know they took time and cared about the engagement. If it’s pre-recorded, I’m not impressed and view it the same as spam.

    • Profile picture of Arjun Reddy
      @arjunr
      ( 640 POINTS )
      1 week, 1 day ago

      Hey @andyj-solomon, sorry I’m unable to reply directly to your comment for some reason. But to answer your question, these are personalized videos. In short, I say your name, in the beginning, let you know what I found interesting about your recent engagement with a post or your own post. It’s completely personalized. And I totally agree with the non-personalized videos. I haven’t really gotten one though and don’t really know what it looks like. Can you share an example of that? I could share one of my videos so you can get a better idea. Let me know!

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