Video is at the forefront of everyone’s mind, including those of us at the Sales Evangelist. We’re launching a YouTube channel called TSE TV and using Instagram as well. On today’s episode, we’ll talk with Deepak Shukla about the 2-minute video pitch that helps generate warm sales calls.
Deepak is the founder of the SEO agency Pearl Lemon, helping businesses generate more of an internet presence or improve their ranking on Google.
There are three primary reasons that video is at the forefront right now.
Cold calls, direct message on LinkedIn, and cold email all work to varying degrees.
There are things you can communicate in video that you could never communicate in an email or a call. Your energy and the way you present yourself on screen offer a different way of communicating.
Video grabs people’s attention, and it’s unique. It engages multiple senses at the same time, offering more sensory engagement than other forms of communication.
Deepak created a two-minute video that helped generate warm leads, which he defines as a prospect who loves his videos.
Warm leads are those who are interested in him because they liked his pitch but they aren’t sure about the business. Warm leads could also be those who are interested in him and his pitch and who will eventually become clients.
He uses video as a second stage, in combination with a direct response first. Once he has some kind of response he’ll engage with a video pitch.
Personalized video doesn’t scale, so consider using it as a second step. Sending a personalized video to every single prospect isn’t really practical. It’s too exhausting.
Once you have some level of initial response, video functions better.
It drives positive follow-up, allowing us to get past text-only emails. We can use videos to create warm contacts before the markets become saturated in a few years.
Videos allow clients to process information more quickly and it’s far more entertaining.
Deepak’s team has largely moved away from text, relying instead on “voice notes” and using WhatsApp to communicate. The team has increased its throughput by using video and voice notes rather than text to communicate.
For relationship building, it allows international communication anywhere Internet access exists.
We aren’t taking advantage of all the tools that are available to us because we’re entrenched in the traditional models.
When you’re ready to try your hand at video, check out Loom, an easy and free video recorder that allows you to capture audio and video from your computer camera and then share it, all from your Chrome browser.
We all have to do things that scare us in order to progress. Try new things with someone that you trust; with someone that you can afford to mess up with. Once you get beyond the hurdles and glitches, you can expand to other people.
Video has helped Deepak generate significant volumes of business.
“2-Minute Video Pitch” episode resources
This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. Click on the link to get a free demo of what Maximizer CRM can do for you.
This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It will help you with your outbound to expand your outreach and it allows you to set it and forget it.
We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.
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What if your warm leads are not warm enough? Just because your leads are smiling back at you doesn’t mean you had them at first glance. You’ve got to make sure you’re able to nurture your leads in every step of the buying process.
This is where I bring on a sales professional or an entrepreneur (or myself sometimes) so we can share our challenges to everyone and strategies we’ve implemented to overcome them so you can hopefully learn from them and apply them to your own process.
Strategies for Nurturing Warm Leads:
Focus your approach based on these individuals in the organization. Sometimes you have the end-users. You also have the influencers. Then you have the decision-makers. Sometimes all three are involved in the buying process, other times some of them have more pull than others.
Find the reasons your influencers like or dislike the product. Then utilize the top three reasons into your discussion with this new influencer. Your goal is to spark an interest.
Whether they’re looking to purchase now or in the future, make each prospect feel that you care for them.
Just because your prospect smile means you got the deal. You have to figure out the outcome they’re trying to get.
There must be something they need that they haven’t recognized before and your goal is to educate them.
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