My 2024 guide to video prospecting

In today’s issue, I’ll share my 2024 guide to video prospecting. Video prospecting has been around for quite some time, and it was really hot during COVID.

In 2024, many salespeople seem to have forgotten how to use video to prospect, which is a great opportunity to use this media to catch the attention of your prospects, and start more conversations.

Here’s how, step-by-step:

Step 1: Use LinkedIn native video

The first step is to use LinkedIn native videos. Native videos are videos that are recorded using the LinkedIn mobile app. Here’s a quick video where I show you how it’s done:

There’s a good reason to use that feature over a video prospecting tool. As it’s only available on the mobile LinkedIn app, most salespeople won’t use it because they prospect with LinkedIn on their computer. You will mathematically stand out by using native videos, just like LinkedIn voice notes.

Step 2: Write a simple script

Next, write a simple script. You really need to avoid blabbering for five minutes because no one’s going to actually watch this video. It needs to be direct, concrete, and last 30 seconds or less. You can use this simple template:

  • Trigger: Your excuse for reaching out
  • Problem: A problem faced by many of your customers
  • Teaser: A teaser of a resource to solve that problem
  • CTA: A simple ask

Example:

  • Trigger: “Ara, saw you also liked Josh’s post about SDRs being too inconsistent.”
  • Problem: “I speak with a lot of VPs of Sales who are struggling to keep their SDRs prospecting consistently.”
  • Teaser: “If you’re interested, I have a quick checklist to help your team start their day with a prospecting block, and get closer to prospecting every single day.”
  • CTA: “Should I send it over?”

Step 3: Record your video

You have your script ready, now make sure to practice before recording your video, because you’ll be stressed. After a few tries, you’ll get better, I promise. Here’s an example with the script from above:

Step 4: Repeat

Now that you have sent your first prospecting video, you need to keep sending more. If you send one and stop, you may get lucky and get a reply, but there’s more chances this one prospect will ignore you.

You have to integrate video prospecting into your daily prospecting routine and do it every day for a few weeks to really measure the results this can bring. If you stick to your script, keep your videos short, and send a few every day, you’ll start seeing replies, you’ll get more conversations going, and you’ll book more meetings.

So remember:

  1. Use LinkedIn native videos
  2. Write a simple script
  3. Record your video
  4. Repeat

Hope this helps.

Cheers,

Thibaut Souyris

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

→ Enroll in The Prospecting Engine

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