Excerpt from a YouTube interview (host Kevin 'KD' Dorsey) with Morgan Ingram about using short videos for sales prospecting. Morgan argues that video prospecting should be brief (ideally 45–60 seconds, under 90 seconds), likens videos to movie trailers and cold calls, and notes low adoption (~3% of reps use video consistently). The goal of such videos is to spark interest and secure a sales call.
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What happens though, with most reps and most leaders, like, hey, let's go do video prospecting. And the videos end up being three, four or five minutes long. And I don't know you, I'm not going to watch your video for three, four or five minutes. That's not happening. With the video prospecting piece, 45 to 60 seconds, less than 90 seconds to start out because my goal is to get you interested, to take a call with me. So your video prospecting is the movie trailer and your sales call essentially is the movie. What are some of the foundational things that reps need to be doing to video prospect the right way? So I want to lay it out a couple things before we get tactical because the themes are important. So the first and foremost, I. I will. I don't have the exact sound on this, but this is this. Just my guess. On training a lot of teams, I'd say 3% of sales reps consistently do video prospecting. I think that, I think that's a fair number that, that I'm leaning towards. So that. That's number one. So the fact that I told you that is that because a lot of people are doing it, you should do it because it's gonna help you break through the noise. That's number one. And most leaders I talk to, not just sales leaders, marketing, it, security, doesn't matter. They say, hey, I don't really get a lot of videos at all. I get a ton of emails. I get a couple of voicemails, but they were like, I don't get any videos. And I was like, that's interesting. So if that's the case, especially for executives where most people are super afraid of even talking to an executive. Right. If you can send a video on, articulate your point, you're going to stand out. Number two is I told this to a team. I actually made a post on this, like last week. Is treating video as a cold call, except all they can do is see your face. Now, obviously there's more to it than that, but what I'm saying that is that now you see it. Oh, okay. Is this video. And now I just got a face on there and it's just a cold call. Right? So now your mindset changes. And then the third part is treating your video prospecting like a movie trailer. Now, when you think about a movie trailer. So I did a lot of research on this as I'm continuously evolving with video prospecting. A typical movie trailer, the most successful ones are 90 seconds, about 120 seconds. And so I took that framework, and I was like, all right, let's make videos less than 90 seconds. And typically, you want it to be 45 to 60 seconds to get the results that you're looking for. And so if you think about that movie show, the whole goal is to get your interest to be like, oh, cool, let me go check this movie out. Or even to the point where you go to Netflix or Hulu to go buy it. I mean, at this point, you're probably not going to the movie theater nowadays, right? You're going, like, the Hulu or Netflix or HBO Go or wherever you're going to. What happens, though, with most reps and most leaders, like, hey, let's go do video prospecting. And the videos end up being three, four, five minutes long, And I don't know you. I'm not gonna watch your video for three, four, or five minutes. That's not happening. So with the video prospecting piece, right, 45 to 60 seconds, less than 90 seconds to start out, because my goal is to get you interested, to take a call with me. So your video prospecting is the movie trailer, and your sales call essentially is the movie. And so I want to start there, as in the themes before we go tactical. I don't know if you have anything to follow up there, Kevin, but, like, that's. That theme is super important. Before we even talk about how to even do this.
