How to Use Video Messages to Close More Deals

In a world of overflowing inboxes and generic LinkedIn spam, the biggest challenge for Brisbane business owners isn't just getting a lead—it’s staying top-of-mind. Personalised video messaging is the closest thing to a 'sales superpower' we’ve seen in years, allowing you to build human trust before you’ve even stepped into a boardroom.

Whether you're a mortgage broker in Fortitude Valley or a SaaS founder in Milton, video messaging helps you cut through the noise, explain complex ideas simply, and—most importantly—put a friendly face to a name. This guide will show you exactly how to integrate video into your sales process to close deals faster.

Why this matters for Australian Small Businesses

Let’s be honest: Australians have a very high 'BS detector.' We value authenticity and straight talk. A generic, automated email sequence often feels cold. A 60-second video where you mention a prospect's specific business goals or a recent local news event shows you’ve actually done your homework. It’s the digital equivalent of a firm handshake.

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Prerequisites: What You’ll Need

Before we dive into the steps, make sure you have the following ready:

• A Video Tool: We recommend Loom, Vidyard, or Bonjoro (an awesome Australian-founded tool!).
• A Webcam or Smartphone: Your laptop’s built-in camera is usually fine to start.
• A Decent Microphone: If you have Apple AirPods or a basic USB mic, use them. Good audio is actually more important than good video.
• Natural Lighting: A window in front of you is perfect. Avoid having a bright window behind you, or you’ll look like a witness in a protection program.
• Your CRM or Lead List: Have the names and LinkedIn profiles of your top 10 prospects ready.

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Step 1: Choose Your 'Battleground' Tool

Don't get bogged down in technical specs. The goal is to send videos quickly, not to win an Oscar.

• Loom: Great for screen-sharing (e.g., "I’m looking at your website and noticed this...").
• Vidyard: Excellent for seeing exactly who watched your video and for how long.
• Bonjoro: Perfect for quick 'thank you' or 'welcome' videos sent directly from your phone.

Step 2: Identify the Three 'High-Impact' Moments

You shouldn't send a video for every single interaction—you’d never get any work done! Focus on these three stages where video has the highest ROI:

• The 'Pattern Interrupt' (Cold Outreach): Instead of a cold email, send a video.
• The Proposal Walkthrough: Instead of sending a PDF and hoping they read it, record a 3-minute video explaining the value of the quote.
• The 'Nudge' (Following up): When a lead goes quiet, a friendly video is much harder to ignore than a "Just checking in" email.

Step 3: Set the Stage (The 30-Second Setup)

This is where most people get stuck, and honestly, the interface of these apps doesn't help. They offer too many options. Keep it simple:

• Background: It doesn't need to be a studio. A tidy office or even a plain wall works. If you're in Brisbane, a bit of greenery in the background always looks professional and 'Aussie.'
• Lighting: Face a window. If it's 5 PM and getting dark, turn on a desk lamp. Just make sure we can see your eyes—that's where trust is built.
• The 'Whiteboard' Trick: This is a game-changer. Write the person's name on a small whiteboard or a piece of paper (e.g., "Hi Sarah!") and hold it up in the first 2 seconds. When they see the thumbnail in their inbox, they’ll know it’s specifically for them.

Step 4: Master the 'Micro-Script'

Do not write a full script. You will sound like a robot, and it will take you an hour to record a two-minute video. Instead, use these four bullet points as your guide:

• The Hook: "Hi [Name], I was just looking at your [Website/LinkedIn/Project] and had an idea for you..."
• The 'Why': Explain the specific reason you are reaching out now.
• The Value: Give one quick tip or observation that helps them.
• The Low-Friction CTA: "No need for a big meeting, just let me know if this is on your radar for this quarter?"

Step 5: Recording Your First 'Proposal Walkthrough'

This is the most effective way to close a deal. When you finish a proposal or quote, don't just hit 'send' on the email.

• Open your proposal PDF on your screen.
• Start your screen recorder (Loom/Vidyard) with your face in a small bubble in the corner.
• Scroll through the document, highlighting the parts that solve their specific problems.
• Address the 'Elephant in the Room': If you know the price might be a talking point, explain the value right there. It’s much easier to justify a premium price via video than on a static page.

Step 6: The Art of the 'Thumbnail' and Subject Line

Your video is useless if they don't click play.

• Subject Line: Use something like: "Video for [Name] re: [Project]" or "Quick idea for [Company Name]".
• The GIF: Most video tools automatically create a 3-second looping GIF for the email. This is why the whiteboard trick (Step 3) is so important. Wave! Smile! Look human!

Step 7: Handling the 'Cringe' Factor

Yes, this step is annoyingly fiddly. You will hate the sound of your own voice. You will think your hair looks weird.

Step 8: Tracking and Following Up

One of the best parts of using tools like Vidyard or Loom is the notification. You’ll get an email saying: "[Prospect Name] just watched your video."

This isn't 'creepy' if done right—it’s just good timing. You know they are thinking about you at that exact moment.

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Troubleshooting Common Issues

• "My video is taking forever to upload!" Check your internet speed. Australian upload speeds can be... temperamental. If you're on a slow connection, try reducing the recording resolution from 4K to 720p. It still looks great on a phone screen.
• "The recipient says they can't see the video." Sometimes corporate firewalls (especially in big banks or government departments) block video hosting sites. If your prospect is in a high-security industry, try sending the video link via LinkedIn instead of email.
• "I look too dark/shadowy." Move your desk or your laptop so you are facing the light source. Never have a bright light directly above your head (the 'interrogation' look) or behind you.

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Next Steps

• The 'Top 5' Challenge: Identify 5 'stalled' leads in your pipeline right now.
• Record a 45-second 'Nudge' video for each of them today.
• Don't overthink it. Aim for 'done' rather than 'perfect.'

If you'd like us to look at your sales funnel and see where video or automation could help you scale your Brisbane business, we’re here to help.