The Problem with Video Prospecting

Video Prospecting, Ethan Beute, BombBomb, The Customer Experience Podcast, video email, video messaging, sales video, video selling, virtual selling, cold prospecting, prospecting


Listen to “181. The Problem with Video Prospecting w/ Ethan Beute” on Spreaker.

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Video messaging hasn’t moved as quickly in terms of being normalized as I’d expected when I joined BombBomb more than a decade ago. This, despite the fact that though it’s dramatically improving communication throughout the entire CX and EX to foster healthy, long-term relationships for those who adopt it.

Pretty much everyone working in a professional capacity would benefit from mixing some video messages in with their emails, text messages, phone calls, video calls, in-person meetings, and other forms of connecting and communicating.

From my perspective, there are three main reasons why video email and video messages have not been adopted as widely or as well as it should:

  1. Too many people have a myopic view of what video messaging can do.
  2. Too many people feel like the change in behavior isn’t worth the effort.
  3. Too many people judge themselves unreasonable harshness when they see their videos.

Specific to the first point, many people are confusing video prospecting as video messaging. Too many people adapt the same stale and weak prospecting practices they’ve been using — without considering their recipient at all. They put it in a video and expect the medium to create magic. They’re disappointed at the results, their recipients don’t like what they’re experiencing, and people on both sides are left feeling like video messaging isn’t working.

Instead, the lessons should be: 1 video messaging is so much bigger than video prospcting and 2 even video can’t save bad prospecting.

This is why human-centered communication is so important.

Because let’s face it — if you’re seeking time and attention without providing a return on your prospects’s time and attention, if you’re recording videos without demonstrating authenticity and vulnerability, if you’re focused on how what you’re sending benefits you instead of the person on the other side, you’re essentially training them to ignore, block, or delete you.

And all of this results in video messages being misperceived as ineffective.

I’m Ethan Beute, Chief Evangelist at BombBomb, host of The Customer Experience Podcast, and coauthor of two books on video email and video messaging, Rehumanize Your Business and the Wall Street Journal bestseller Human-Centered Communication.

Listen in today to learn about why bad video prospecting has become an indictment on video messaging overall, the reasons why can feel challenging, and what you can do about it.

You’ll get insights into:

Why video is still considered a new communication medium
How video addresses the emotional impoverishment of other digital communication
Why video prospecting fails
How leaders’ change management prejudices hold back their teams
Why human vulnerability is uniquely tied to video



The Problem with Video Prospecting

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Listen to “181. The Problem with Video Prospecting w/ Ethan Beute” on Spreaker.



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