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If you’re new to video prospecting, you might feel overwhelmed by the options and techniques available. But don’t worry!

This guide will walk you through a straightforward workflow designed to no-show’s so you can re-engage with those prospects and reschedule meetings.

Start with video prospecting at ease

Your Demo No-Show Video Prospecting Email Workflow:

  1. Automated email after meeting:
    1. Send a video with 45-seconds with a simple intro (in case it’s a 1st meeting), and Calendly in-video and also CTA below to Use Cases (similar to prospect company).  Keep it short and sweet—just an introductory connection.
  2. 2nd Follow-up IF 1st email is not opened or clicked:
    1. Send LinkedIn message with Video GIF for same 1st step video.
  3. 3rd Follow-up IF previous pieces weren’t engaged: 
    1. Send a HTML-based cold email with a use case from similar industry. 
    2. A/B test with or without link. 
  4. 4th Follow-up IF previous steps were engaged: 
    1. A 1.5-minute video explaining the use case with a form for more info. 
  5. Final attempt: 
    1. Invite to a webinar or onsite event.

Recommendations on Tools to Use

  • Videco: Perfect for creating personalized videos quickly and easily. 
  • Email Automation Tools: Consider using platforms like Apollo or Smartlead.ai to manage your email sequences and track engagement.
  • CRM Software: Tools like HubSpot or Salesforce can help you keep track of your prospects.
A strong follow-up after your sales call can make all the difference in moving the prospect closer to a decision. Here’s a detailed checklist for your post-call actions to maintain engagement and add value.

Your 4-Step after a call checklist:

1. Send a Follow-Up with Value

  • Deliver Relevant Materials: Send a proposal, case study, or free resource that directly addresses the prospect’s pain points and interests discussed in the call. This could be a detailed proposal, an eBook, or a guide relevant to their industry.
  • Personalize the Message: In your follow-up email, reference specific parts of your conversation to remind them you understand their needs.


2. Set a Follow-Up Reminder in Your CRM

  • Create a Follow-Up Task: Use your CRM to set a follow-up reminder based on the lead’s level of interest. This could be a prompt to check in within a week or two or to provide additional materials.
  • Plan for Ongoing Engagement: Consider setting recurring follow-ups if the lead is high priority, especially if they need time to make a decision.

3. Record a Personalized Video Walkthrough

  • Walk Through the Proposal or Material: Send a short video addressing key points in the proposal or follow-up document. Walk them through any critical details, especially if your solution has complex features.
  • Add a Personal Touch: Videos add warmth and help build rapport, making the proposal more memorable and encouraging engagement. Keep it brief, ideally under two minutes.

4. Connect on LinkedIn

  • Expand Channels for Future Contact: Send a connection request on LinkedIn with a brief message referencing your recent call. This connection opens up another line of communication.
  • Explore Their Network: Once connected, look for similar profiles or companies they are connected to. This can reveal new prospects or potential referrals.

Recommendations on Tools to Use

  • Videco: Perfect for creating personalized videos quickly and easily. 

Other resources to help you in your journey

To help with your outreach and video marketing.

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Once you’re on a sales call, it’s all about guiding the conversation toward the prospect’s needs and positioning your solution as the answer.

The CLOSER structure—a proven framework for structuring a successful sales conversation—can help you stay on track, qualify or disqualify the lead, and ensure a valuable interaction for both sides. Here’s a step-by-step checklist to make the most of your sales call.

Your 7-Step during a call checklist:

1. Connect with the Prospect

The opening moments of your call set the tone. Begin by building rapport and easing into the conversation with genuine interest in the prospect.

  • Personalize Your Opening: Reference something specific from their LinkedIn profile, recent news, or company website to show you’ve done your homework.
  • Set the Agenda: Briefly outline what you’ll cover during the call, including how you’ll address their unique challenges.


2. Learn More About Their Needs

Dive into uncovering your prospect’s goals and pain points. The goal is to ask the right questions to fully understand their current situation and the struggles they face.

  • Ask Open-Ended Questions: Use open-ended questions to dig deeper into their needs. For example, “Can you walk me through your current sales process and any areas where you feel improvement is needed?”
  • Focus on Pain Points: As they share challenges, take notes on each pain point they mention. Capture these details in your CRM to keep them organized for follow-ups.

3. Outline How Your Solution Fits

Now that you have a good sense of their challenges, you can demonstrate how your solution directly addresses those pain points.

  • Highlight Relevant Features: Show how specific features of your product or service can solve the exact issues they’ve described. Be concise and avoid overwhelming them with every feature—focus only on what will resonate based on their needs.
  • Share Relevant Customer Stories: Mention similar clients who faced comparable challenges and have seen success with your solution. This adds credibility and shows that your product has delivered value to others in their position.


4. Sell the Value and Benefits

Once you’ve aligned your solution with their needs, emphasize the specific value they would gain.

  • Explain Tangible Benefits: Rather than just discussing features, frame the conversation around what those features mean for them. For example, “This feature will streamline your lead generation efforts, freeing up time for your team to focus on closing deals.”
  • Quantify Impact When Possible: If you can provide numbers (such as improved conversion rates or time saved), do so—it makes the value even more compelling.


5. Engage to Address Objections

Encourage questions and handle any objections they may have transparently and positively. This is a chance to showcase your expertise and confidence in your product.

  • Address Concerns Honestly: If they raise a concern, acknowledge it and provide a clear response. For example, if they’re worried about implementation time, reassure them with an example of how you support new customers through the onboarding process.
  • Turn Objections into Opportunities: Use objections as opportunities to clarify how your product can address those specific concerns, and don’t hesitate to provide additional customer success stories where relevant.

6. Reconfirm Interest and Next Steps

End the call by confirming the prospect’s level of interest and outlining the next steps. This is a key point for qualifying or disqualifying the lead and establishing a clear path forward.

  • Ask Directly About Fit: This is the moment to qualify or disqualify them as a lead based on their feedback. Ask directly if they see this solution aligning with their needs, or if there are any deal-breakers.
  • Outline the Next Steps: Schedule a follow-up or share information they need to make a decision. Be clear about what you’ll do next and how they can move forward if they’re ready to proceed.


7. Log Notes in Your CRM

Immediately after the call, record key insights and takeaways in your CRM. Focus on:

  • Pain Points: Note down any pain points they mentioned, and how they relate to their broader business goals.
  • Lead Qualification: Mark whether they’re a qualified lead or if follow-ups are necessary to determine their fit further.
  • Action Items: Record any agreed-upon next steps, whether it’s a follow-up call, demo, or more information to send their way.

Wrapping Up: The Power of Structure and Intentionality

Using the CLOSER framework helps you create a structured, meaningful conversation that keeps the prospect’s needs front and center.

By focusing on qualifying or disqualifying leads early on, you’ll avoid wasting time and build a stronger pipeline of genuine opportunities. And don’t forget: a thorough follow-up based on your CRM notes can often be the key to turning interest into action!

Recommendations on Tools to Use

  • Videco: Perfect for creating personalized videos quickly and easily. 

Other resources to help you in your journey

To help with your outreach and video marketing.

No Posts Found!

A well-prepared sales call is the foundation of a productive conversation with your lead. Proper research and planning will help you connect with the prospect’s needs, show your understanding of their business, and ultimately increase your chances of closing the deal.

Here’s a checklist to help you streamline your preparation—plus tips for integrating video prospecting, which can set you apart and make a lasting impression.

Your 6-Step before a call checklist:

1. Set Up Your CRM and Organize Your Lead Data

Using a CRM is crucial, and if you’re just starting out, plenty of free CRMs (like HubSpot or Zoho) are available to get you started. Here’s what you should do in your CRM before the call:

  • Create a Contact for the Lead: Add their full name, company name, and any other relevant details.
  • Create a Deal: This will help you track the progress of each opportunity individually.
  • Add Meeting Preparation Notes: You’ll want all your research in one place, ready to reference during the call.

2. Research the Lead and Capture Key Details

Take time to research and add the following details to your CRM so you can refer to them easily during the call:

  • Lead Source: Identify where the lead originated. Was it from LinkedIn outreach, an email campaign, a referral, or somewhere else? This will help frame your approach and establish rapport from the start.
  • LinkedIn Profile URL: Have this handy so you can quickly review their LinkedIn profile for a last-minute memory refresh. Look at their work history, endorsements, and connections to get insights into their background.
  • Website URL: Review their website to gain a deeper understanding of what they do, their brand positioning, and their Ideal Customer Profile (ICP). Pay attention to their services, industry focus, and the language they use to describe their value proposition.

3. Gather Context for the Call

Knowing the context around why this lead might be interested in your offering is essential for framing the conversation effectively:

  • Relevance of Your Call: Note down why this lead might be interested in your product or service. Did they request a demo? Are they currently in a growth phase that your product could help accelerate?
  • Current Events or Recent News: Have they been in the news recently, or have they launched any new products? These insights can be valuable conversation starters, showing your awareness of their industry and adding a personal touch.

4. Identify Potential Pain Points

Anticipating the challenges your lead might be facing will help you personalize your pitch to address their needs. Consider:

  • Sales Process: Are they struggling with building an efficient sales process?
  • Lead Generation: Are they experiencing difficulty generating leads or managing a pipeline?
  • Training and Enablement: Could they benefit from more effective training resources or tools to enhance their team’s ability to close deals? By identifying these pain points, you can align your solution to their specific problems, making the call more relevant and compelling.

5. Prepare Customer Stories

Sharing success stories about similar clients can reinforce your credibility and demonstrate how you’ve helped others solve comparable challenges. Select a couple of stories from clients in the same industry or facing similar problems, so you can weave these examples seamlessly into the conversation.

6. Leverage Video Prospecting to Add a Personal Touch

Consider incorporating video prospecting to engage your lead before the call. A personalized video message can:

  • Introduce Yourself: Share a short video introducing yourself and expressing your excitement about the upcoming call. This gives the lead a face to the name and helps to build a personal connection.
  • Summarize What You’ll Discuss: In your video, briefly touch on what you’ll cover in the call, particularly how you aim to address their pain points or help them reach their goals.
  • Offer Extra Value: Include a quick piece of advice or insight based on your research. This shows you’ve done your homework and genuinely care about their success.

Tip: Keep the video under 60 seconds, be yourself, and speak directly to the lead’s challenges or goals.

Wrapping Up: Make It Personal, Make It Relevant

In sales, preparation is key. By following this checklist and putting in the time to research your lead, you’ll enter the call with insights and a deeper understanding of their needs. Adding a video prospecting step takes your approach up a notch, allowing you to make a memorable first impression and build rapport even before speaking with the lead directly.

When you go into your sales call with the confidence that comes from knowing your lead’s pain points, ICP, and context, you’ll be well-equipped to deliver a compelling, tailored pitch that resonates and sets the stage for a successful conversation.

Recommendations on Tools to Use

  • Videco: Perfect for creating personalized videos quickly and easily. 

Other resources to help you in your journey

To help with your outreach and video marketing.

No Posts Found!
LinkedIn offers a powerful channel for building an effective sales funnel, particularly in B2B. With the right approach, you can guide potential clients from awareness to decision-making in a structured, quick, and impactful way. Below, we outline seven essential steps to create a streamlined LinkedIn sales funnel that boosts engagement and drives conversions.

Your 7-Step LinkedIn prospecting process:

  1. Define Your Ideal Customer Profile (ICP)
    • Identify the key industries, job titles, and pain points of your target audience.
    • Leverage LinkedIn Sales Navigator for precise filtering to find potential leads that align with your ICP.
  2. Optimize Your LinkedIn Profile as a Conversion Funnel
    • Treat your LinkedIn profile as a landing page: clear headline, compelling summary, and a strong call-to-action (CTA).
    • Include relevant keywords to increase searchability and highlight your value proposition.
  3. Connect Strategically
    • Use personalized connection requests to engage with decision-makers and influencers in your target market.
    • Avoid overly “salesy” language; focus on building rapport and providing value.
  4. Share Value-Driven Content Regularly
    • Post content that addresses your audience’s pain points, shares insights, and demonstrates your expertise.
    • Use a mix of posts, articles, and videos to capture attention and foster engagement.
  5. Engage in Relevant LinkedIn Groups
    • Join groups where your prospects are active, and contribute meaningfully to discussions.
    • Answer questions, provide insights, and build authority within the community without being overly promotional.
  6. Leverage LinkedIn Messaging to Nurture Leads
    • Initiate conversations with warm leads through direct messaging—personalize these to address specific needs.
    • Use a light touch, sharing resources or insights rather than pushing for a sale right away.
  7. Follow Up and Move Conversations Offline
    • Schedule a follow-up cadence to check in with potential clients or to share additional resources.
    • Transition conversations to a more personal setting, such as a video call, to build deeper trust and discuss specific solutions.

Recommendations on Tools to Use

  • Videco: Perfect for creating personalized videos quickly and easily. 
  • LinkedIn outreach tools: Consider using platforms like Taplio, ContentRadar or BearConnect to manage your social outreach.

If you’re new to video prospecting, you might feel overwhelmed by the options and techniques available. But don’t worry!

This guide will walk you through a straightforward 5-step workflow designed to elevate your cold emailing game using engaging videos. 

Start with video prospecting at ease

Your 5-Step Video Prospecting Email Workflow:

  1. Initial Intro Email: Keep it short and sweet—just an introductory connection.
  2. 1st Follow-up: Include a 45-second energetic video with a simple intro and a quick use case.
    1. Landing Page: Direct them to a landing page for the rest of the content.
    2. 1st CTA Button: Calendar booking / 2nd CTA Button: Use case
  3. 2nd Follow-up (if no response): A 1.5-minute video explaining the use case with a form for more info. 
  4. 3rd Follow-Up (Engagement Invitation): Invitation to a webinar with a video teaser (Snippet from the Webinar) and registration link.
  5. 4th Follow-Up (Final Attempt): A collection of testimonials and use cases in a simple 1-minute video.

Recommendations on Tools to Use

  • Videco: Perfect for creating personalized videos quickly and easily. 
  • Email Automation Tools: Consider using platforms like Apollo or Smartlead.ai to manage your email sequences and track engagement.
  • CRM Software: Tools like HubSpot or Salesforce can help you keep track of your prospects.
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