How to Boost Your B2B Sales with Video Messages: A Comprehensive Guide

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Video messaging is revolutionizing the way we communicate, build relationships, and close deals in the B2B sales process.

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With the power to convey speech, body language, and emotion, video messaging provides a unique and convenient format for busy buyers to engage with your message when it suits them. Coupled with the ability to screen-record your product, presentations, or offers, video messaging complements your emails, calls, and meetings to capture your leads' attention and keep the deal moving forward.

In this comprehensive guide, you will discover how to unlock the potential of video messaging for your B2B sales process. We'll explore how to use video effectively at every stage of the sales journey and share tips for feeling confident in front of the camera. By the end of this guide, you'll be equipped with the knowledge to transform your sales strategy and experience remarkable results.

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Top 3 benefits of video for sales
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1. Get significantly more replies on your Emails and LinkedIn messages.
   Traditional text-based emails can easily get lost in the noise, but a personalized video message stands out in a crowded inbox. Sales teams that use personal video messages enjoy 26% more replies on their emails (SalesLoft) and 96% more clicks (Get Response). Video messages helps buyers see who they're talking to and makes them feel more obliged to respond.
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2. Stronger personal connections and trust
   Video messaging boosts trust and personal connections at every stage of B2B sales. Early on, it encourages prospects to get to know you and your message. During the sales process, video follow-ups after meetings or product demos strengthen relationships, and proposal videos increases the likelihood of closing deals.
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3. ‍Show, don't tell.
   Video messages simplify complex concepts by allowing you to show, rather than tell. By recording your screen and camera, you can easily show your product or service, answer questions, and walk through offers. Viewers retain 95% of a message when they watch it in a video, compared to 10% when reading it in text (Wirebuzz).
   
   Pro tip 💡: Keep in mind that the video often gets forwarded to other stakeholders in the buyer’s organization. Use this to your advantage.

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When and how to use video messaging in your sales process

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Incorporate video messaging strategically at key moments throughout your sales process, from cold outreach to closing and beyond. Here are some best practices for using video messaging in different stages of your sales process:

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First Outreach

Use video messaging for the first or second point of contact to grab your lead's attention and boost reply rates.

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👋 Cold Outreach with Email or LinkedIn

Introduce yourself, discuss a problem they might be facing, explain how you've helped similar clients, and include a strong call to action.

Give the video a title with the prospect's name, and share it with a few sentences of text on a message or email.

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Middle of the sales process

Use video messaging in the middle of the sales process to build trust and help the buyer understand your value offering.

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💬 Before meetings

Send a video walking through the agenda, introducing participants, and explaining what the buyer should prepare to reduce no-shows and facilitate decision-making.

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🤝 After meetings

Send a summary video to all participants, reminding them of the next steps and keeping the conversation going. Keep in mind that this video will likely be shared internally to other stakeholders. Use that to your advantage and adjust your messaging to fit new listeners.

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💻 Product Demo’s

Create a library of product demo videos using screen and camera recordings. After a call or meeting, quickly combine relevant clips with a personalized intro to cater to your buyer's needs. This tailored approach helps buyers understand your product's relevance to them, increasing the likelihood of a purchase.

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❓ Answer Questions

Answer questions be recording quick screen+cam recordings of your product and service on the go, or grab a premade video from your library.

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🤩 Customer Success Story

Build credibility by showing how you solved this problem for a similar client. Seeing the case in a video builds credibility and trust.

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🗣️ Reconnect with Lost Leads

Have you had prospects almost ready to sign but then stopped replying? A personal video message is a great way to restart the conversation and book another meeting, giving the deal new life.

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Closing

Use video messaging in during closing to clearly present the deal, address any concerns, and boost your closing rate.

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📝 Walk through an offer

After discussing the proposal in a meeting, send a video with the contract to ensure a clear presentation for all stakeholders, not just the meeting attendees. Record your screen and camera while highlighting key points, helping to avoid misunderstandings and presenting the deal in the best way possible.

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🤙 Send video reminders

Along with calls and texts, send video messages to encourage prospects to complete the deal and to address any issues they may have.

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After Sales

Use video messaging after sales to reduce churn and increase the chances for upselling.

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🎉 Warm welcome and introduction to next point of contact

Send a personal video message to thank customers and introduce them to their next point of contact.

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🙂 Customer Service

Answering customer questions with video messages to provides clear, personalized guidance in a format that can be viewed when it fits the client. Prepare videos for the most common questions in your library.

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📈 Book new meetings for up-selling

Retouch with existing customers and introducing additional value-adding services through a personal video message. This can help you book a meeting for an up-selling opportunity.

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Building confidence with video messaging

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1. Don't aim for perfection: An imperfect video feels more personal and relatable.
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2. Keep it short: Aim for videos under 2 minutes, especially for cold outreach.
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3. Start easy: Begin with prospects you're less worried about losing to overcome the fear of failure
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4. Focus on one purpose: Begin by incorporating video messages for a particular purpose, such as meeting summaries, and as you gain confidence, broaden their application across other stages of the sales process.
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5. Practice: Set a goal of sending out 20 videos to real prospects to gain confidence and experience.

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How to get started

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MailVideo is an excellent tool for creating and sharing videos for sales.

Give it a try by signing up for a 14-day free trial.

Happy recording!

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- Your MailVideo Team

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