How to Build Genuine Connections with Your Prospects

By Greg Kelly

Salespeople today are looking for ways to build genuine connection with contacts and prospects. However, they frequently lack the right tools to do so in a meaningful way.

At the end of the day, salespeople can try to craft the perfect email, but no medium is really as engaging as video. In fact, a brief and personalized video can even enhance your face-to-face encounters. And, if salespeople have the proper software, video provides analytics that can be even more valuable (especially to today’s data-driven sales teams) than face-to-face encounters.

Here’s an example. Right before his onstage presentation at the Sales 3.0 Conference in San Francisco last month, Vidyard’s director of product marketing, Jeff Gadway, was speaking to Lisa Gschwandtner, editorial director at Selling Power, about the power of ViewedIt. He didn’t have his laptop handy (or a lot of time to chat). Rather than stop there, Jeff texted our sales team at our booth, asking them to record a quick ViewedIt and send it to Lisa before he jumped on stage.

Here is that video:

Here’s where a video, recorded using a tool like ViewedIt, gives salespeople an advantage over a handshake and a smile. After sending the video, we could see when Lisa viewed it and how much of it she watched. She was also offered a link to create her own video as a reply. Meanwhile, Jeff was easily able to follow up from the airport later that day, thanking her team for inviting him to speak at a great event – and for being so eager to start creating videos herself.

Here is Jeff’s video from the airport:

If you are excited about prospecting with video, but are curious about the success our clients have seen with the product so far, we’ve got you covered! Through the use of ViewedIt, sales teams are seeing the following results by using video throughout a sales cycle:

  • 5X higher response rate
  • 8X higher click-through rate
  • 80 percent longer engagement
  • 20 percent higher close rate
  • 30 percent larger deals

Ready to get started with ViewedIt and join us in bringing human connection back to business? Here are three basic kinds of videos you can record; plus, you can read more about using ViewedIt in this blog post: “Three Sales Emails Proven to Boost Reply Rates by 8x.”

Webcam Selfie Videos

Screen Capture Videos

Recap & Repurpose Videos

As a product marketer at Vidyard, Greg Kelly is passionate about the power of video and the roles it can play for every organization. From marketing to sales, support, and internal communications, Greg loves connecting the dots as to how video can help.    

About Lisa

Editorial Director at
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