Learn how to manage personalized one to one or one to many video messages created and sent in minutes from wherever you are.
We’ll get your team up and running quickly and affordably from the comfort of their desks.
We’ve been having conversations with many of you who agree that we’re all going through a major shift in how people communicate. Fewer people are using their phones for phone calls, and many have become immune to generic, text-based email. Additionally we’re doing more with Zoom and texting than ever before. And with all of this, sometimes getting the responsiveness we need can be a real challenge.
Video in general is not a new concept, but video messaging is, and it is not yet a common way to communicate. Those who use it have a competitive advantage. New England Sales and Marketing is driving trends in video usage, and today it is easier and more affordable to add personalized video to your market outreach. We suggest that personalized video messaging is one of the most important components of an Account Based Marketing strategy. And with every person we enable, new use cases emerge immediately.
Now is the right time to try something new to capture and keep the attention of clients, prospects, and partners. It’s time to enable your teams to sell by using video messaging.
We look forward to helping you get sales started – with video!
Fascinating History of Early Telephone Technology:
"The Nation at Your Fingertips" (1951)
Today video messaging is where the telephone was 150 years ago. It was a new way to communicate, and some people were hesitant to start using it. As they got more comfortable, it became the most effective communication mechanism of the modern age. Early movers who used the telephone for business had a huge competitive advantage. The same holds true for video messaging today. Leapfrog your competition by using video messaging to get the responsiveness you need to move business forward.
– Kathy Dunlay, Founder, New England Sales & Marketing
|Consumer Adoption Challenges
|Pricing, access, and comfort level knowing how to use.
|Voice traffic is being supplanted by data traffic.
|Consumers acknowledging need and purchasing a device. Raising comfort levels of what to say on a message.
|Replaced by digital platforms accessible by all phones.
|Raising consumer awareness and number of email addresses. Establishing superiority over phone calls, faxes, and hard copy.
|Email inboxes are being overwhelmed by spam messages, reducing legitimate usage. Messaging like Slack and Teams is supplanting business email use.
|Penetration of land line phones with a screen and consumer subscriptions.
|Used on all phones to screen calls resulting in a decrease of answered phone calls. “I only answer it if I know who it is.”
|Pricing, quality of call, cultural shift of carrying a device and communicating on the fly.
|Used as internet access and texting device as much or more than voice calls.
|Ease of use, cultural shift of short bursts of messages / killer applications.
|Remaining very popular as an alternative to voice calls. In addition to person-to-person messaging, marketing texts are creeping in and may decrease the quality of consumer experience.
|Raising consumer awareness of platforms versus smartphone recordings and comfort level of how to best use.
|In early adoption phase for business use.
Why it’s time to enable your team with video messaging
- According to McKinsey, 3 out of 4 decision makers prefer virtual sales calls to in-person ones. Video supports a virtual sales experience.*
- 7 in 10 prospects use videos to make decisions (Freshworks)… But most sales teams don’t use videos when prospecting, yet. (InsideSales)
- In an Omnipanel case study, using prospecting videos boosted email open rates 68% and click rates 35% compared to plain text.
- Customers can retain up to 95% of the content in a video, but only 10% of content when reading text. (Wordstream)
- Video content on a landing page can improve conversion rates by more than 80%. (Wordstream)
Your “worst” video will likely be more effective than your “best” text-based email.
Video Gets the Responses
One salesperson was frustrated that he wasn’t hearing back from two different companies he had reviewed proposals with. He sent them each a custom video and coincidentally they both replied within two minutes. That’s responsiveness!
“What da! love it! Yes, let’s discuss the quote.”
– Response from first prospect
“I like it! In a world of emails this was refreshing.”
– Response from second prospect
Video Goes Viral
A Senior Account Manager wanted to “do more with video” as he was preparing for a big client renewal meeting the next day. We recommended that he use video to set the stage for the meeting. He quickly recorded a video expressing his appreciation to the customer and sent the video to his primary contact at 5pm. By 6pm 28 people had viewed his video. One person sent it along to their colleagues and it “went viral” from there. Now a group of stakeholders were ready to get started the next day on a positive note. Not to mention how innovative the account manager looked.
Getting Comfortable with Video
One account manager was having difficulty getting used to herself on video. We worked together to find a personal image that she was more comfortable with – and that image was from a place of humor. She liked conveying a light-hearted persona, at least initially. As it was Halloween day when she was creating her first video, she decided to use a Halloween mask at the start of the video, and then unmask herself to reveal who she was. She liked how unexpected it was, as did her colleagues and prospects!
Nothing is more gratifying than receiving the notification that someone viewed your video, what percentage they saw, and their reply. This tends to lead to positive outcomes. These are the people you will likely do business with.
Who Should Use Video?
The majority of team members we train are in sales and use video for prospecting, selling, closing, and even communicating with their colleagues. We are not trying to turn people into professional newscasters. We’re trying to get them heard in their own authentic, conversational way.
Any team member can benefit from using video messaging – CEOs, CROs, CMOs, VP Sales, Director of Sales, SDRs, BDRs, Sales Engineers, Account Managers, Customer Success, Customer Service, Channel Leadership, Partner Marketing, Field Marketing, Partner Managers, Product Managers, Product Marketing, Helpdesk, HR, and more.
Killer Use Cases for Video Messaging
- Introducing yourself and your company to prospects
- Nurturing leads
- Keeping in touch with customers
- Reviewing marketing content such as blog articles, case studies, white papers, presos, even other videos
- Walking through proposals
- Launching sales campaigns and promotions
- Personally inviting prospects and customers to events
- Summarizing events during or after the fact (reporting live!)
- Supporting product launches, updates, or FAQs
- Conducting follow up
- Requesting a response
- Recruiting partners or employees
- Keeping in touch
- Expressing appreciation, gratitude, or concern for the recipient
- Offering assistance
- Acknowledging benchmarks / goal achievement
- A pre-demo message / post-demo message
- Team training
- Customer training
- Relationship building – Video messaging has a number of unexpected benefits that just keep going the more you use it. For example, your recipient will feel like they’ve actually talked with you live, even though they haven’t. There is no faster way to engender a sense of getting to know someone and starting to build trust, outside of actually meeting them live, than video.
- No interruptions – Video gives the speaker an open floor at all times. No matter how long or short the message, you can get all the words out without interruption. That is very powerful, and something that seldom happens in even the most respectful conversations. The message will stay on track until you’ve completed the thought for more effective communication.
- Clearer meaning – Because video includes context, tone, and facial expression it’s a much clearer way to communicate than written email or text. It’s almost impossible to misinterpret the meaning of a video message.
Kathy, thank you for your leadership and exposure to this new communication realm. I’m finding videos are really useful for prospecting as well as communicating with existing clients. I look forward to integrating video in my LinkedIn outreach as well as the sequencing I’m doing with my BDR. You are awesome!!! I can’t wait to see this rolled out corporate-wide. Keep it up.
– Sr. Account Manager, Industry-leading Cybersecurity Company
What this IS and what this IS NOT
IS personal video messagingThis
This IS NOT an explainer video
IS recorded and stored in three stepsThis
This IS NOT a highly produced video
IS created from your desktop or phoneThis
This IS NOT created using a videographer
IS managed with a video management appThis
This IS NOT expensive
Contact us for more…
*Video messaging sent from one individual to another is different than marketing videos. Very little research has been done on video messaging. For now we’re using general video stats while our customers accumulate their own stats and best practices.