Live Better. Sell Better.

The Do’s and Don’ts of Video Prospecting with Katherine Caldwell

Sep 5, 2022

27:03

This episode of the Live Better Seller Better Podcast features Katherine Caldwell, Founder of Katch Consulting. There are many misconceptions around video messaging and that's why it remains an underutilized tool in sales.

Katherine shares her video prospecting best practices and dispels some myths on the dos and don’t of video. She offers tips based on experience and shares nuggets of wisdom like where you shoot your video is less important than having welcoming body language and the overall professionalism you present.

HIGHLIGHTS

End it and send it: Don't overthink your video message
Video best practices to get watched: Look professional and keep it short
Balance the amount of time on research—but more is better

QUOTES

The visual details of video messaging are less important - Katherine: "I don't think it matters if you're wearing a hoodie, if you're in your kitchen, or your bedroom. I just think, in general, look somewhat professional. I mean, I guess you could say, you could look at it and say, would I watch video type of thing."

The optimal length of a video message - Katherine: "I think 45 seconds is the sweet spot. I think everyone's pretty familiar with that. No one's going to watch more than 45 seconds and, when you send a clip, they can instantly see how long it is so they'll already determine if they're going to watch it from that."

Start small and refine your video message - Katherine: "When you've really honed in on your message and you're not spending way too much time and you're being efficient with it, it really pays off. So what I would, if you're a sales manager, do not overcommit sales reps to sending 20, 30 videos in their first week of video prospecting."

You can find out more about Katherine in the links below: