How I shoot prospecting videos in 5 steps

You know I love prospecting with videos.

As of early February 2022, I have a 36.13% reply rate and a 23.26% meeting with outbound. Every single sequence I use (outbound or inbound) includes a prospecting video.

And it’s a lot simpler than you think. Anyone with a webcam and a microphone can be successful with the right approach. You just need to get rid of your fear of video prospecting, and what best than a simple framework to help you do just that.

Here are the 5 steps I use to shoot and send prospecting videos:

1. Build your script

Have you ever tried shooting a prospecting video, only to freeze because you don’t know what to say after hitting the record button? If you said yes, you’re not alone.

Most reps I work with are faced with this terrifying feeling when shooting their first videos. The best way to solve this problem is to use a loose script.

Here’s the framework I use:

Trigger: A relevant piece of information about your prospect. It helps prospects answer the question: “Did this person do some research about my problems?”

Example: “Mary, noticed you also liked Heather’s post about boring hybrid events.”

Question: A question focused on the negative outcome of a situation. I recommend starting with snippets like: “How are you preventing/avoiding”, “What are you doing to avoid/prevent”.

Example: “I’m curious, how do you avoid losing half of your participants midway because of boring hybrid events?”

Teaser: A resource to help your prospects solve the problem you have uncovered in the question you asked.

Example: “If you’re into it, I can share a 3-step checklist on how to run engaging events with hybrid crowds.”

CTA: A close-ended question to get the prospect to reply.

Example: “Interested?”

need help with your prospecting routine?

Learn the exact daily system I use to get a 38% reply rate and 11% meeting rate on LinkedIn.

2. Prepare your setup

Now that you know what to say, you need to make sure you’re in the right mindset, and in the right place to shoot your videos.

The only tech you’ll need is your computer’s camera and microphone, and a video recording tool like Tolstoy. You’ll also need enough light to make sure the quality of your video isn’t too bad.

Don’t worry about your background, as long as nothing is moving or distracting from what you’re saying. I met an incredibly successful rep who used to send videos from her bedroom with a messy background. It never hurts to show a bit of your personality in your videos.

The one thing that matters is to record your video in a quiet place. Make sure there’s no background noise.

3. Shoot

You know what to say and you’re in quiet place with good lighting. Now is the time to shoot your video. Don’t worry about stuttering or missing a few words, it doesn’t matter in the end.

What matters is that you record a short, relevant video for your prospects. You’re not paid to be a movie star, you’re paid to generate opportunities.

Just shoot your video and read your script. It won’t sound natural at the beginning, but with practice, you’ll be able to record your videos in one shot. If you don’t like seeing your face when recording the video, just open another tab with the text you have to read.

Here’s a recent video I recorded. I look tired, I’m not shaved, but I got the meeting.


need help with your prospecting routine?

Learn the exact daily system I use to get a 38% reply rate and 11% meeting rate on LinkedIn.

4. Prepare for sending

Review your video and make sure there’s no glitch. The audio has to be clear, and under 30 seconds.

Rename the video to: “FirstName, check this out”. If you’re using Tolstoy, the recipient will see a moving Gif (both on LinkedIn and email), with the title of the video. You can also customize how the prospect can reply to the video.

5. Send

Your video is now ready to send. You can drop it on any channel where a link or a Gif can be sent (typically emails and LinkedIn).

But before sending the video, you need to make sure it will be opened by the recipient. If you’re sending the video on LinkedIn, drop the text “Made this for you:” followed by the link to the video.

Here’s how it will look to the recipient of the video:

LinkedIn Example

If you’re using email, you can copy a Gif and drop it in the email. When clicking on it, the video will open in the browser of the recipient.

Email Example

As you can see, integrating video into your prospecting isn’t exactly rocket science. It requires a bit of preparation, but it will become easier with practice.

It’s just like any other skill. You need to invest in the process and believe in the outcome.

A study from Hubspot even found that using video increased their opportunity by 400%. I’ve been using it for over a year, and I consistently get between 35% and 38% reply rate.

If you’re interested in adding video to your prospecting routine, then I recommend checking the New Outreach System. I’m adding a video prospecting module to it on the 25th of February, and this is what you’ll learn:

  • What is video prospecting
  • Why it’s important
  • How to shoot prospecting videos
  • Prospecting video setup
  • How to get rid of your fear of video prospecting

On top of it, you’ll get the exact system I use to get a 38% reply rate and an 11% meeting rate, just by using the free features of LinkedIn.

And for the next 24 hours it’s €119 instead of €149.

Use the code “week5email” on checkout.

P.S. When you’re ready, here are 3 ways I can help you.


→ Grab my 5-star course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.

→Work 1:1 with me:
 If you need help booking more meetings, I can help you. We’ll go through your current situation and what’s not working. We’ll build an action plan to land you more meetings and more money in your pocketBook me here.

→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.

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