How Video Mailers Make Sales Follow-Up More Natural

Sales follow-up is often necessary, but keeping it interesting can be a challenge.

For example, emails, calls, drop-ins, or demonstrations can easily fall into repetitive follow-up that feels boring. Common phrases include:

• Just checking in
• Wanted to see if you had any questions
• Following up on my last message
• Wanted to see if you had a chance to review everything

While there’s nothing inherently wrong with those phrases, the problem is that they fail to generate excitement that might cause a prospect to want to talk to a salesperson again.

Fortunately, video mailers change that.

By being physical, interactive, and built around video, they give salespeople something specific to discuss. That makes follow-up conversations feel more natural and less like another routine attempt to reconnect.

Video Mailers Create a Natural Conversation

When someone receives a video mailer, there’s already something uncommon in the sales process.

The recipient has opened a physical mailer, watched a video, and interacted with a message that’s different from a typical email or brochure. Because of that, the salesperson has much more to work with.

For example, instead of simply asking whether the prospect had time to think about their offer, a rep can ask:

• Have you ever seen a video mailer before?
• What did you think of the video?
• Did the demonstration answer any of your questions?
• Did you share the video mailer with anyone else on your team?
• Is there anything you want me to explain further?
• Would it make sense for us to talk more about any of this?

Those questions feel more relevant because they’re tied to something a prospect actually received and experienced.

That alone makes follow-up easier.

In support of this, here’s a Google Review from Leslie Keil, one of our clients: “We worked with MediaFast on a custom video direct mailer campaign, and the results exceeded expectations. The video quality was sharp, the mailers arrived on schedule, and the whole process from concept to delivery was smooth and well communicated. It’s a unique format that really stood out compared to typical direct mail, and it clearly grabbed attention with our recipients.”

Delivery Creates a Useful Follow-Up Window

During follow-up, timing matters.

When a salesperson knows that a video mailer has been sent and is expected to arrive within a certain window, they can plan their follow-up around that delivery.

For example, a rep can decide to call a day or two after the video mailer is expected to arrive, giving the recipient enough time to experience it and possibly share it with others.

In that case, the follow-up has natural context because the rep isn’t simply asking for attention. They’re continuing a conversation that the video mailer has already helped restart.

Better Context Leads to Better Conversations

One of the most useful things about video mailers is that they give salespeople a foundation for more meaningful conversations.

A good video can explain a product, demonstrate functionality, introduce an offer, answer common questions, or reinforce benefits. After that, a sales rep has an opportunity to move beyond generic follow-up.

For example:

• Following a demo, they can ask, “Did the video help clarify how the product works?”
• After a trade show, they can ask, “Was the section about implementation relevant to what we discussed at our booth?”
• After a discovery call, they can ask, “Which part of the video seemed most applicable to your situation?”
• When multiple decision-makers are involved, they can ask, “Did anyone else on your team have a chance to watch it?”

Those questions can lead naturally into the next step instead of forcing a salesperson to restart a conversation from scratch.

Staggered Sends Help Sales Teams Manage Follow-Up

Timing becomes even more important when a company is sending video mailers to many prospects.

If they aren’t staggered, it may be too difficult to handle all of the responses and work through follow-up within a reasonable amount of time.

However, if distribution is staggered, larger campaigns often go more smoothly.

For example, video mailers can be distributed in waves based on:

• Sales representatives
• Territory
• Account priority
• Event timing
• Prospect status

By distributing in smaller waves, sales reps have more time to respond to interested prospects and contact recipients who don’t respond right away while the delivery is still fresh.

For our clients, we offer staggered distribution services when their campaigns are planned that way. To learn more, visit 7 Signs You Need More Than A Video Brochure Vendor.

Video Mailers Fit Naturally Into Several Sales Moments

Video mailers are proven to be effective at supporting many different points in a sales process.

For instance, sales teams may send them:

• After a discovery call
• After a product demonstration
• Following a trade show or event
• After a prospect requests more information
• When an opportunity has stalled
• When a prospect isn’t responding to other forms of communication
• Before an important meeting
• When additional stakeholders need to understand an offer
• When a rep wants to reengage a high-value account

In those cases, a video mailer doesn’t replace a salesperson. It simply gives them a stronger piece of communication to follow up on.

Here’s a Google Review from Dario Baldoni, one of our clients, in support of this: “Great company, great product and great customer support! Our sales team loves using the video (mailers) as a sales tool and our resellers love using them as well.”

Plan Follow-Up Before Your Video Mailers Go Out

The best time to think about follow-up is before your campaign begins.

Sales and marketing teams should know:

• Who will follow up with each recipient
• Approximately when that follow-up should happen
• What the rep should reference from the video
• What action they want the prospect to take next

That next step might be scheduling a meeting, requesting a sample, arranging a demonstration, or asking for a quote.

When those details are planned in advance, follow-up conversations typically go better.

Better Follow-Up Starts With a Better Conversation

Salespeople already have a reason to follow up: they want to keep conversations moving and make sales.

The challenge is making follow-up feel relevant and worth responding to.

Fortunately, video mailers have proven to be helpful because they create a shared experience between a company and a prospect. The recipient has something new to react to, and the salesperson has something specific to discuss.

That exchange makes follow-up feel less repetitive and more natural.

If you’d like to experience a video mailer in person, click this link to request a FREE SAMPLE.