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How To Find New Clients Via Personalized Screen Share Videos

Maria Harutyunyan has a David-versus-Goliath underdog story to tell. Armed with personalized screen share videos, she was able to slay many a digital marketing agency giant.

“Some agencies have a significant online presence; some don't,” says Harutyunyan. “I didn't as I started Loopex Digital, an SEO-focused agency, in 2018.”

She notes that being big is great for lead generation. However, it does not help to close the deals when your sales proposals are not persuasive enough.

“Most digital agencies send out pitch decks and some case studies via email as a sales proposal and then try to schedule calls with leads,” says Harutyunyan. “While this process might work for popular and large agencies, I had no luck with this.”

Harutyunyan knew she could convert up to 90% of the customers she talked to via video chat at least once. “But not all the clients are open to having a call,” says Harutyunyan. “They want to get a proposal first.”

This is when she got the idea to send customized video proposals instead of pitch decks and PDF case studies.

She started making personalized screen-share sales video proposals for each qualified lead. In 2021 alone, she made more than 300 screen-share proposals and converted 85% of the deals, more than half of those being high-paying clients.

“We received so many comments from the clients that they chose us over reputable and large agencies because of that simple personalized video I sent,” she says. “I presented the same content in the screen-share videos that I sent with my pitch decks.”

It was the same case studies, pricing, and messaging. So, why were the video proposals converting better?

“I believe people connect and trust people, and a company's strong reputation is a bonus in the sales cycle,” says Harutyunyan. “All my video proposals were about them, their business, and their success. They saw me in the video. I showed them my rough ideas of what we could do for them and walked them through Google Analytics data of similar businesses to show them our success.”

Here are ten steps she recommends for success:

1. “Come prepared; you should analyze their case and generate a couple of rough ideas to present beforehand.”

2. “Create personalized screen-share videos tailored for each qualified lead.”

3. “Each video proposal should not be longer than 15 minutes; the engagement rate drops afterward.”

4. “Interact with their website, show them what you would do differently and how to make things better.”

5. “Don't talk theory. Don't talk formally. Try to stay on an equal level with them.”

6. “Make your message clear. Try to inspire and motivate them.”

7. “Talk as if you already won the case. Use ‘We, Our’ instead of ‘You, Your’ when referring to the project.”

8. “Talk about KPIs and estimation on ROI and what their expectations should be.”

9. “Be authentic, be genuine, smile, and joke. Be yourself.”

10. “Show examples, real analytics and results you created for other businesses.”

Harutyunyan says, “Dedicate 15 minutes of your time to do this for each qualified lead, and you'll see your close rate increase.”

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