12 Inside Sales Use Cases for Personal Video Messages

12 Inside Sales Use Cases for
Personal Video Messages
Try video messaging for free at www.vsnap.com or visit twitter.com/vsnap for more information.

12 Inside Sales Use Cases
• Lead Nurturing
– Engage Influencers
– Funnel Triggers
– Event Followups
– Social Selling
• Advancing to Close
– The Pre-Call Accelerant
– Thank Yous and Followups
– Present an Offer
– Decision-Maker Briefing
• Post-Close
– Implementers
– Share the Winning Spirit
– CRM Triggers
– Get Ready for Renewals

WHY use video messages in Sales & Support?
• Because sending a video messages convey tone –
which email and text can’t do. This feels attentive,
and makes your clients feel valued.
• Because recipients take action 41% more than email
recipients – and they become more evangelical and
more loyal. (Sources: “Vsnap A/B Test”; Vsnap client case studies)

1. ENGAGE INFLUENCERS
You see an opportunity where some journalist, blogger
or industry heavyweight is focused on your space. How
do you make the most of moments like these?
Send a video message via Twitter and talk about your
shared beliefs. Doing this via Twitter gets you away
from the noise of their email inbox. It lets other people
see you interacting in this way. And it just might mean a
RT from a rockstar.

2. FUNNEL TRIGGERS
One of the great things about Marketing Automation is
that it can tell you when it’s time to switch to more
personal interactions. Your team should have defined
funnel stages around certain events. These are
opportunities to start a real relationship beyond your
drip emails. Use this kind of event as a trigger to send a
warm little video message proposing a next step. When
you show your prospect that you are authentically
engaged, it’s more likely they’ll do the same.

3. EVENT FOLLOWUPS
You come home from a conference with a stack of
cards. Follow up with short, warm video messages to
the highest value leads. Seeing your face will help them
connect to the conversation you had, and they’ll feel
that you’ve paid them the respect of doing something
extra. Remember, they talked to a lot of people at that
show. Make it easy for them to remember you.

4. SOCIAL SELLING
Watch your social networks for events that present
opportunities to touch a Lead. A birthday. A new job. A
story in the news. Use listening tools like HootSuite,
Salesforce Chatter, Nimble, Cloze and others. Then send
a quick video message to give them a pat on the back.
Make the message about them and about their event,
but leave yourselves 15 seconds to ask for a call or
some other next step.

5. PRE-CALL ACCELERANT
Your prospecting activity yields a call on the calendar.
On the morning of the call, send a short video message
to say you’re looking forward to the conversation later
that day. We call this the Accelerant.
When you do this, your prospect becomes less likely to
cancel at the last minute. Also, the call will be warmer
and more direct. See, you’ve made them feel valued,
which introduces a bit of trust. That differentiates you.
That allows you to move to close on some next action.

6. THANK YOUs AND FOLLOW-UPs
Sending an email thank you after a call is the bare
minimum of good manners, but it won’t gain you any
competitive edge. If you want more mindshare, you
have to surprise your prospect. So send a little video
message. Pair it with other followup information. (At
Vsnap, we’ll host other links and documents on the
same viewing page as the video message itself).
PRO-TIP: send a video message to the person’s
assistant to thank them for making scheduling so easy.
They don’t get thanked enough – and you may need
that person’s help later on.

7. PRESENT AN OFFER
You put a lot of effort into creating strong offers. Now
you need to deliver them in the way that drives the
most action. Doing that via video message adds a layer
of thoughtfulness that deepens the response.
Also, making an offer via video message lets you make
an ask at the same time – and track the analytics to
understand what action to take next. Rather than
throwing your precious offer over the transom in just
another email.

8. DECISION-MAKER BRIEFING
You’re working with a project review team. But you
want to be sure your team is top-of-mind when they
bring a recommendation back to the CFO or some
other ultimate decision-maker.
Watch for news that the decision-maker will value, then
deliver that piece of value via video message. Use a
piece of your time to praise the project review team
and to share your excitement about the prospect of
working together.

9. IMPLEMENTERS
You got the deal – great job! But we all know things can
still go sideways. Take a few minutes to send short
video messages to the people who are going to be
critical to a successful implementation. Let them know
you appreciate their hard work, and tell them you’re
available to answer any questions that come up.
Knowing that you value their contributions will make
them work a little harder to get this thing done!

10. SHARE YOUR WINNING SPIRIT
In Sales, you’re at your most powerful right after a win.
That can be a deal, or just a hard-to-get meeting – how
you define a win is up to you. The point is this is the
best time to send a video message because you are at
your most confident and charismatic, and because
people look for social proof before they buy.
So when you win, send check-in video messages to
your other top prospects. Don’t overdo it. Just let them
know that momentum is building, that you’re thinking
of them and you’re available to help.

11. CRM TRIGGERS
If your company tracks client birthdays or anniversaries
of when they first became a client, those are awesome
dates to drop an out-of-the-blue-we’re-thinking-of-you
video message into their LinkedIn inbox or email inbox.
You can do the same with various events that you’ve
defined as opportunities to cross-sell or upsell. Use the
data you’re tracking but take action on it via a warmer
interface – that’s a powerful way to re-engage.

12. GET READY FOR RENEWALS
The secret to high renewals is making sure the client
can measure the value of your product. So before you
get too close to the renewal date, send a video
message and ask what metrics they’re using. Offer to
share measurement best practices from other clients.
You want them to write another check, so you need
them to feel that they mean something to you. But you
don’t have time to call or visit everybody. A video
message is the easiest way to re-establish that
emotional connection. The measurement question is
the perfect hook.

KEEP IN MIND…
• When we talk about a personal video message, that means that it
feels personal to the person you’re trying to reach. It’s a law of Sales
& Account Management that about them, not you. (This is why
blast video messages are not highly effective. Blast video messages
are about you, not them).
• Look for emotional events. Every business process has moments of
high risk, triumph, anxiety, excitement, achievement, doubt. Those
are the best times to send video messages. Using an emotional tool
at these times shows that you understand and respect the emotion
your prospect associates with this interaction.
• Vary the location that you send video messages from. You claim
more mindshare when people see you in different backgrounds.
And it communicates to your client that you’re not only thinking
about them when you’re at your desk with a number to hit. Look
for a tool with easy mobile apps.

WHAT is Vsnap?
• Vsnap is a simple platform that lets people in Sales & Account
Management send quick, personal video messages as an easy,
effective way to bring warmth into client interactions – and drive
business.
• Vsnap works with all modern browsers and offers free apps for
IOS and Android. Vsnaps can be shared via email or social media,
and users can customize the branding on the player and in email
notifications. Vsnap provides real-time analytics for users and
managers through a low-cost subscription model.

Vsnap is built on 6 simple values…
1. Be human. No masks, no jargon. Smile. Breathe. Say what you
love.
2. Be a doer. Action is character. Look for the action that creates the
most impact. Then do it.
3. Only help. That has to be your intent. Never just add noise.
Nobody wants that.
4. Make people feel special. Prize people. They will remember how
you make them feel.
5. Protect simplicity. And it will protect you.
6. Celebrate questions. They are doorways to discovery.

12 Inside Sales Use Cases for Personal Video Messages

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12 Inside Sales Use Cases for Personal Video Messages