Episode 75: Using Video to Start Outreach Conversations - Fernando Silva

Starting a conversation is the first step in the sales process, and it is also a step that most salespeople would like to be more successful at. There are a lot of channels that can be used to start that all important first conversation, but today we are going to discuss an emerging channel that can generate curiosity and add that personal touch.

Today, I am speaking with Fernando Silva who is a solutions associate at Wistia which is really the same role as a sales development rep or SDR. Wistia is a professional video hosting platform that offers analytics along with video marketing tools. They also offer advanced marketing integrations for video that can help create the ultimate lead nurturing tool. I met Fernando at a conference, and I was intrigued with how he is using video to reach out and start conversations.

Episode Highlights:

• How Marylou tripled her response rates with cold video
• How Wistia targets large and small accounts but they focus on the SMB space
• Fernando works more on the inbound model of contacts who go to the website
• They use free accounts for signups, then they begin outreach with customers who fit their target personas
• SDRs reaching out and introducing themselves with video
• Researching the customer and their website and pointing out tips and suggestions in personalized video
• There is a learning curve to making great video, but Fernando can make about 30 in a 2 hour period
• Putting the word [video] in the subject line
• Touchpoints and replies help nurture the conversation with more embedded video
• The easiest way to get started is with the Soapbox Chrome extension

Resources:

• Wistia
• Soapbox
• [e-mail]
• [e-mail]