The Selling Advantage Community

The Selling Advantage Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

How to create a reusable prospecting video in 30 minutes

I’m a huge fan of video prospecting.

And recently, I discovered a great video prospecting tool called Tolstoy. I started playing with it a few weeks ago, and it has changed the way I prospect.

I have added this video into my prospecting sequence, and I’ll show you how you can build a similar video for your own use cases.

Step 1: Planning

Prospecting is about starting conversations with prospects. One good way to do that is to lead with problems.

You should start by listing 3 problems your customers are facing that you can help with. For example, most sales leaders I work with have one or all of these problems:

  • Their reps are using LinkedIn for prospecting, but getting no replies
  • They have tried video prospecting, but getting no replies
  • Their reps are booking meetings, but without consistency

In my case, I’ll have to shoot a video per problem (3 videos) + 1 video to introduce the problem.

Duration: 5 minutes

Step 2: Shooting the problem videos

Now that we know our problems, we need to share ideas on how our prospects can solve them.

I love to use the following framework:

  1. Reason for the problem: Explain why the problem happens (shows you understand what your prospects are going through)
  2. 3 things to solve the problem: Suggest 3 options to make a dent in the problem (should not be to buy your stuff, but some high-level ideas)
  3. 3 CTAs: Ideally a short resource to download, a webinar replay/long blog post, and a link to your calendar
Duration: 15 minutes

Step 3: Shooting the introduction video

Now we need to introduce the 3 problem videos and give a choice to our prospects.

I use this framework:

  1. Familiarity statement: A statement to show that other people like my prospects are solving problems with me (“A lot of sales leaders I work with are having one of these 3 problems”)
  2. Problem presentation: The list of problems found in step 2
  3. CTA: One simple call-to-action per problem

Duration: 5 minutes

Step 4: Creating the video path

Finally, we can link the introduction video with our problem videos and add the right links to each call-to-action.

I like to add a fallback CTA with my calendar link into each video. This reduces friction if my prospect is amazed but wants to address a problem I didn’t list.

Here’s how my video path looks like:

Video Path

Duration: 5 minutes

When you’re done, you can include this video in your prospecting sequence, and introduce it with a small text like: “FirstName, do you have any of these problems -> https://player.gotolstoy.com/yl9iseryfmctl”.

It’s that simple.

Send me your Tolstoy on LinkedIn if you want some feedback.

Cheers,

Thibaut
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. It’s €20 off for Black Friday. Use code “blackfriday” on checkout.

→ 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.

→ Work 1:1 with me: If you want to work 1:1 with me to build your prospecting routine and crush those sales targets, then book a 1:1 coaching session with me. Click here to book.
50% complete
50%

Increase your reply rate to 38% with this 9-minute shortcut

The ultimate LinkedIn sequence

Enter your e-mail address to download The Ultimate LinkedIn Outreach Sequence — the tactical guide that shows you how to start conversations with prospect by being relevant and creative.

By clicking submit, you consent to allow SalesLabs to store and process the personal information submitted above to provide you the content requested.

Subscribe to the newsletter

Get each episode in your mailbox when they release. Grab special discounts and offers.

Schedule a Priority Consultation

I love helping founders and sales teams starting more conversations and closing deals faster.

However, I am pretty busy and it can take a bit of time before I can come back to you.
Please fill this quick form to get access to my calendar and schedule your free consultation.

You will receive an email with access to my calendar, where you will be able to schedule your consultation.

It costs 100 EUR + VAT if you are located in Germany.

Book a Call With Me

Please fill this quick form to give me more details.
 
I’ll reply quickly to book a consultation.