“This is how we create and close more opportunities with this new-old way to communicate, connect and convert. Its simple video and we know it can help you do it.” – Ethan Beute in today’s Tip 233
If you could get face to face with more people more often, would you create and close more opportunities?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ethan Beute. Ethan is the Chief Evangelist at BombBomb, host of The Customer Experience Podcast and co-author of Rehumanize Your Business. He has been collecting and sharing personal video success stories for the past decade and has this for us today:
Ethan Beute: Here’s a simple question for you. If you could get face to face with more people more often, would you create and close more opportunities? Of course, you would. And the same is true for your sales reps if they could just get face to face more often, they would communicate more clearly. They would connect with people more effectively and ultimately they would convert at a higher rate from micro-conversions like email replies and return phone calls and appointments scheduled to macro conversions that ultimate yes of say a signed contract where people are saying yes to the price and the terms and the timeline and the seat count or the product features or the service features and all of those other details. But ultimately when they say yes, they’re saying yes to you, to who you are. To the trust and rapport that you’ve built to the confidence that you’ve built in them, that you can not only get the job done, but they can get the job done in their best interest, that you or your sales reps can be a great partner to their business. And yet think about how we’re hiring our sales reps today. We’re interviewing for the hard skills, but also for the soft skills. That ability to build rapport quickly, to read and assess situations, to have people feel warm and confident around them, right? That classic sells me this pen technique where we’re evaluating the ability to influence and persuade, right? And what we’re doing when we sit them down on the job is we’re hiding them behind a cloak of digital anonymity. We’re hiding them behind plain, typed out text, typed out emails, right? And we’re hiding them behind voicemails because no one answers their phone anymore. We’re leaving these trails of voicemails. We never see their face. We never feel who they are. That connection that we get when we look someone in the eye and feel like, “Gosh, you know, I really like this guy” or “Man, I really like her. I feel like she’s going to act in my best interest.” These are words that we don’t necessarily say to ourselves as buyers in our heads in a conscious and intentional way, but there are things that our brains through millennia of training have come to do for us automatically. That is how people come to say yes, in building that relationship with the other person. Now you might be working regionally, nationally, or even internationally and that time and distance that keeps us apart is a really challenging thing. Simple personal videos recorded with your Webcam or your Smartphone can close that gap down. You record the video and send it when it’s convenient for you and the recipient opens it up and experiences you in person when it’s convenient for him or her. This is an incredibly powerful to add into your sales team. This is an incredibly powerful tool to equip people with because it allows them now to lead with their very best sales asset, which is who they are. You know that it’s true. That’s how sales has been done for decades. That’s how sales need to be done. Again, we’ve become over-reliant on faceless digital communication and simple personal videos can restore the messenger back into the message. My name is Ethan Beute. This is what I’ve been working on for about a decade. I co-authored a book on the topic with Steve Pacinelli. It’s called Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience. We know that it works and we’d love for you to learn more about this. We’d love for you to think the next time that you click send or that one of your team members is clicking send that you think, would this be better if I said it in person? Does this message have complexity or detail or nuance that’s lost when I type it out or do I need to manage the tone or the emotion, positive or negative and would video allow me to do that more effectively and of course with this be better if someone felt like they knew me before they ever met me, the answer is yes. This is how we create and close more opportunities with this new-old way to communicate, connect and convert. Its simple video and we know it can help you do it.
Scott Ingram: Now, of course, there’s a video version of Ethan’s tip and you can find that at DailySales.Tips/233. There you’ll also find a link to Ethan’s LinkedIn profile, more about BombBomb, his podcast and The Rehumanize Your Business book, which he has been generous enough to offer 5 copies of to listeners of this tip. All you have to do is send me an email to [email protected] and mention Ethan Beute and Rehumanize Your Business, and a helpful little hint here. Even though over a thousand people a day are downloading these tips, a lot of these books go unclaimed. So don’t worry if it’s been a week or two since the tip released. There’s still a pretty good chance there’s a copy available for you. Worst case scenario you’ll get a quick hello in reply from me. So send that email now, [email protected].
Thanks for listening and come on back tomorrow for another great tip from Jason Bay.