How Video Helped Me Quickly Qualify 19,000 Leads—and Make a Big Impact



Our Firm AlayaCare Home Care Software is like the Tesla of Their home healthcare software Industry. It’s a market that is still dwelling in the dark ages when it comes to technology. Firms still run on software or paper that is developed on Microsoft access.

By comparison, our software is constructed from the cloud and has a really sleek, amazing interface. The moment we reveal it to prospects that they ’ll all agree it is the best looking alternative on the market. The problem we have is in getting in front of those people to build US brand consciousness.

Figuring Out How to Engage ‘Stone Cold’ Leads

I joined AlayaCare two years ago as its first salesperson. When I came, we had a marketing database of about 19,000 prospects –mostly rock cold–assembled from several lists and such. My job was to get in front of these people quickly and make an effect.

Our initial plan of attack was to make a five-step effort in HubSpot, with a cadence of emails centered on the best five pain points people in the business have, with each email driving straight back to a landing page on the website dedicated to the problem. On each page, we now ’d have a short two-minute demo of our software demonstrating how AlayaCare solves this problem.

As we began building out our sales staff farther, we had everyone tasked with constructing these landing pages to their campaigns, using the five evergreen videos. And even though we were using tech, it started to have unwieldy.

We also found that the home health care industry still reacted well to a call. We experienced a 15% success rate if we picked up the phone to call the prospect and give them personal attention. However, that’s not very trackable.

Getting Creative with Personal Video

Then we were released to Vidyard. It offered us the ideal mix of efficacy and personal signature. In real timewe could take at a private movie, which lets us make that direct warm relation to the prospect and ship it in an email as well as one of our evergreen merchandise videos, or another video talking about challenges facing the industry. It’s exactly what I call hyper-personalized outreach.

We capture their attention with the video thumbnail from the email and after that, through private video backed by some researchwe get chances to fall in love together until they’Id met us.

We do all sorts of creative things with all our movies. For example, we’ll creep their LinkedIn webpage , and then using the Vidyard tab attribute, down us in the corner looking upward, or waving at the person’s image. Or rsquo;ll pull their LinkedIn webpage in Google search results, then type the word “who’s the cleverest man in home healthcare” rather than the name from the search bar. I’t dressed up at a morph suit for one our generic ‘ask for a meeting’ videos. I’ll throw into a ‘actress endorsement’ to get a giggle. And if none of this works, I’t made a break-up tune, set to the lyrics of “I shall survive” I’m in the process of turning right into a Vidyard movie.

Standing Out in the Crowd

Video enables us to stand outside. Most of our competitors are still pretty stale in their approach to marketing. We come away as novel and new, which fits our young and hip brand.

However, because Vidyard enables us to make that movie private, we also show a possibility we care for them and have taken the opportunity to know them until we reached out.

We’re able to build our movies, incorporate them to Hubspot campaigns, and then use Vidyard’s analytics to find out if our prospects are participating and also to what extent. I can also use the Hubspot integration to get clients novel time into my calendar to get a presentation.

We’t sent out 600 videos utilizing Vidyard to date. I am only able to observe that number growing now that we’re utilizing the full Vidyard platform, not only GoVideo.

Viral Sales with Video

Before using movie, our emails would be opened once or two. We have dozens or even hundreds of emails that have opened 10+ times as they’ve gone “viral” inside a company. We sent you email to the CEO of the second largest home health service, and it was opened 75 occasions. We also find an old-fashioned phone call before a movie delivered by email works very well. It pushes people to be watching for the email. When we do this, we find there’therefore about a 500% increase from the open and click rates. The movie remains the firebut the voicemail is like the accelerant.

I can inform you in my 17 years in real estate and software revenue, sending thoughtful emails daily, I never received a love letter back from a prospect. We regularly receive those sorts of messages. We finally have receptionists who understand our voices because they saw the movie. They can’t help but laugh at our antics and it attracts their guard down.

There are now four repetitions in our business development team and 51,000 contributes to our advertising database. And we’re at the top of those contributes thanks to our proven methodology, some innovative sales tactics, and movie.

The post How Video Helped Me Quickly Qualify 19,000 Leads–and Make a Big Impact appeared first on Vidyard.

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