Jun 24, 2024
min Read

Video Prospecting: A New Era in Sales Outreach

Andrew Mewborn
Jun 24, 2024

Have you ever sent out a bunch of emails to potential clients and got little to no response? Traditional sales methods can feel like you're shouting into a void, hoping someone will listen.

Video prospecting is a big change for sales teams. It's about using personalized video messages to connect with prospects.

Standing out is crucial, especially when email inboxes are full. Personalized video messages grab attention and make your outreach memorable. They show that you’ve taken the time to understand your prospect’s needs and want to help them.

Distribute makes video prospecting easy and effective. With Distribute, you can create, share, and track your video messages, ensuring they hit the mark every time.

Let’s dive into how video prospecting can change your sales approach and how Distribute can help you get there.

What is Video Prospecting?

Video prospecting is a new sales technique where sales reps use personalized video messages to reach potential clients. Instead of just using text-based emails or calls, video prospecting uses video to create a more engaging and memorable interaction.

Unlike traditional cold calls or emails, video prospecting shows your face and voice. This makes the outreach feel more human and less like a generic sales pitch. Traditional methods often miss this personal connection, making video a standout approach.

Benefits of Video Prospecting:

  • Puts a Face to Your Name
  • Easily Personalized
  • Captures Attention
  • Improves Open Rates
  • Gets More Replies
  • Closes More Deals
  • Gains a Competitive Advantage

When Are the Best Times to Use Video Prospecting?

1. Cold Outreach

This is your first contact with a potential customer who hasn't shown interest in your product or service yet.

Videos can make a strong first impression by being more engaging and personalized than text. A video lets you introduce yourself, explain your product, and show your personality, which can help grab their attention.

2. Follow-Ups

This involves reaching out to a potential customer after your initial contact to maintain the relationship and move them along the sales process.

Videos can make your follow-up stand out. Instead of sending a standard email, a video can remind them of your previous conversation, summarize key points, and show your enthusiasm, making it more likely they'll engage with you.

3. Milestone Updates

These are communications sent when important stages or developments occur in a project or sales process.

Sending a video to update your prospect on significant milestones can keep them informed and involved. It adds a personal touch and helps convey complex information clearly and engagingly.

4. Celebrations and Congratulations

This is about acknowledging and celebrating your prospects' or clients' achievements, such as hitting a business goal or launching a new product.

A congratulatory video can build a stronger relationship by showing you care about their success. It's more personal and memorable than a text message or email, helping to build rapport and goodwill.

5. Account-Based Marketing

This strategy focuses on creating highly personalized marketing efforts for individual accounts (companies) or specific industries.

Tailoring videos for specific accounts or industries allows you to address their unique challenges and opportunities directly. A personalized video can show that you've done your homework and understand their needs, which can make your message more relevant and compelling.

How Video Helps in Building Trust and Rapport with Prospects?

Building trust is key in sales, and video helps a lot with this. When prospects see your face and hear your voice, it makes the interaction more personal. It's like meeting someone in person, but through a screen.

This personal touch helps build a connection. For example, a good video shows sincerity and enthusiasm better than an email. This makes prospects more likely to trust you and engage with your message.

Using videos in your sales strategy not only boosts engagement but also strengthens relationships with prospects. It's a powerful tool that can change your sales approach, making it more personal and effective.

Key Components of an Effective Video Prospecting Strategy


Personalization is important in video prospecting. Use your prospect's name and mention specific details about their company or role. This shows you've done your homework and makes your message more relevant. 

For example, mention a recent achievement or a common challenge they face. Tools like Distribute make it easy to customize your videos, making each message feel unique and personal.


A good script is key for an effective video. Keep it short and simple. Start with a strong hook to grab attention, then give a clear message. Include a call-to-action (CTA) at the end. Practice your script so it sounds natural and conversational. Remember, being real is more engaging than being perfect.

Tools and Equipment

You don't need a Hollywood setup, but good quality tools are important. A decent webcam or smartphone camera, a microphone for clear audio, and proper lighting can make a big difference. 

Distribute offers tools to help you produce high-quality videos without the need for extensive equipment. Also, using video editing software can help you polish your final product.


Timing can greatly affect your video prospecting success. Early mornings or late afternoons are usually good times to send videos. People check their emails more during these periods. Mid-week, especially Tuesdays and Thursdays, often have higher open and response rates. Looking at your past outreach efforts can also help you find the best times for your audience.

Step-by-Step Guide to Creating a Video Prospecting Campaign

Here’s a step-by-step guide to help you create your first video prospecting campaign.

1. Planning your campaign: Setting goals and identifying target audience

Start by setting clear goals for your campaign. Are you trying to get leads, increase engagement, or close deals? Knowing your goals will help guide your strategy. 

Next, identify your target audience. Understand their pain points, needs, and preferences. This will help you make videos that connect with them.

2. Creating your video content: Recording, editing, and adding personal touches

When making your video, keep it short and focused. Use a clear and friendly tone. Start with a strong hook to grab attention. 

Personalize the content by mentioning the prospect’s name and details about them. Use good lighting and sound to make sure your video looks and sounds good. Edit your video to cut out unnecessary parts and add a polished touch.

3. Sending your videos: Best platform and method for sharing your video messages

Choose the right platform to share your videos. Email is a popular choice, but also think about using LinkedIn or other social media where your prospects are active.

Tools like Distribute help you send and track your videos easily. Use a catchy subject line and a brief message in your email to get people to watch the video.

4. Following up: Using video in follow-up communication to stay top-of-mind

Following up is important. Send a follow-up video to remind your prospects about your first message. This shows persistence and keeps you top-of-mind. Highlight the value you can bring to them and invite them to take the next step, like scheduling a call or meeting. Keep these videos short and to the point, reinforcing your first message and call-to-action.

Best Practices for Video Prospecting

Keeping Videos Short and to the Point

When making video prospecting messages, keep them short. Aim for one to two minutes. This keeps your prospect's attention without losing them. Start with a clear and engaging introduction, quickly get to your main point, and end with a strong call-to-action. This focused approach respects your prospect's time and increases the chances they'll watch the whole video.

Using Visuals and Storytelling to Captivate Your Audience

Visuals and storytelling make your video more engaging and memorable. Use simple but impactful visuals to support your message. 

For example, add slides, product demos, or quick sketches. Storytelling makes your message relatable. Share a brief story about a client who faced a similar challenge and how your solution helped them. This method humanizes your pitch and makes it more compelling.

Including Clear Calls-to-Action (CTAs) in Your Videos

A clear call-to-action (CTA) guides your prospect on what to do next. Whether it's booking a meeting, visiting your website, or downloading a resource, make sure your CTA is direct and easy to follow.

Mention your CTA in the video and also include it in the video description or as an overlay. This way, your prospect knows exactly what steps to take after watching your video.

Utilizing Analytics to Track Video Performance and Optimize Future Efforts

Tracking your video performance is important for improving your strategy. Use analytics tools to see who is watching your videos, how long they watch, and if they take the desired actions. This data helps you understand what works and what needs improvement. Distribute provides detailed analytics, showing viewer engagement so you can adjust future videos for better impact.

Why Choose Distribute for Video Prospecting?

Distribute offers a comprehensive set of features designed to streamline video prospecting. Distribute offers many features to make video prospecting easy. You can create personalized video messages with ease.

The platform supports high-quality video recording, editing, and sharing. You can customize your video’s landing page to match your brand, ensuring a professional look. Distribute also works well with various CRM and email marketing tools, letting you send videos directly from the platforms you use daily.

Benefits of Using Distribute

Distribute is easy to use, so everyone on your sales team can use it, no matter their tech skills. It works well with popular tools like Gmail, Clickup, and Catalyst, making it simple to add video to your current workflows. Detailed analytics show you how viewers engage with your videos, helping you improve your strategy. You can see who watched your videos, how long they watched, and what actions they took afterward, allowing for data-driven decisions.

Start using Distribute for your video prospecting needs!

Video Prospecting Templates You Can Use For Free

Welcome Video Template
Use This Welcome Video Template!
Short Video Prospecting Template
Use This Short Video Prospecting Template!
Long Video Prospecting Template
Use This Long Video Prospecting Template!
No-Show Video Template
Use This No-Show Video Template!


Video prospecting has many advantages over traditional sales techniques. It personalizes your outreach, grabs attention, and builds trust with your prospects. 

Using video can improve engagement, increase response rates, and help close more deals. Video messages make your outreach stand out in a crowded inbox.

Now that you know the power of video prospecting, it's time to take action. Distribute makes it easy to create, share, and track personalized video messages. 

Sign up for a free trial of Distribute today and see how it can improve your sales strategy!

Video Prospecting