Ask the Expert: Video Prospecting for Gyms and Health Clubs

How do you stand out in your prospects’ inbox?

It is estimated that by 2021 over 320 billion emails will be sent per day. This high volume makes it increasingly important to send creative and compelling content that will actually be read by your sales prospects.

What’s the secret? Sales reps that utilize video in their prospecting process see 5x higher open rates and 8x higher open-to-reply rates. 

Our CEO & Founder, Lindsey Leemis, recently sat down with Vidyard Video Coach Jacob Fernandes to learn more!

Lindsey: What 3 pieces of advice do you have for those getting started with video prospecting at their health club?

Jacob: There are 3 types of video to create when leveraging in your prospecting:

  • hyper-personalized video—content that is directed to the individual
  • generic content—assets that are speaking to FAQs (great for educating the prospect)
  • account focused—these videos are meant to be blasted out to multiple people in the organization to educate and grab their attention

Is video prospecting effective?

Video prospecting is effective. With hundreds of individuals reaching out to your prospects, you need to stand out in their inbox.

Video is the next best thing to being there in person; it adds a humanized approach when communicating effectively. But, a great video is useless without a captivating subject line! Try using something like, “First name, I made this video for you” or “First name, Video Introduction.”

With the total amount of touches to close a sale around 16, how does adding video into your gym’s sale outreach enhance the prospecting experience for a potential member?

Video is a great way to educate your audience when putting them through a cadence. First touch point should always be personalized to the individual and throughout the 16 touch points, try using three other pieces of video assets to educate the prospect about your facilities, culture, customer experience, etc.

$20 says each one of your viewers has watched a video in the last 24 hours (whether about business or entertainment) so try telling your story with easy, digestible content.

Can you make us a sample prospecting video, within Vidyard, for following up with a gym member who came in for a tour but didn’t purchase?

Check out this Video

Check it out!

What tools do you recommend for video prospecting? Do you need anything fancy?

All you need is a webcam, headphones with a microphone, and a whiteboard! Getting started with video is very easy and economical.

What else should we know?

Download Vidyard’s Chrome extension for free to send and track an unlimited amount of videos. And, make sure your videos are adding value and relevance to the prospect!