beyond the digital handshake™ by jivesystems
TRANSCRIPT
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PERSONALIZED VIDEO: A SALES REVOLUTION
LEARN EVERYTHING YOU NEED TO KNOWTO PRODUCE VIDEO IN 5 MINUTES OR LESS
ANNIVERSARY WORKSHOP
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VIDEO FOR SALESCase Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building
BlocksWhy Video?Why Now?INTRO
“LET’S MAKE SELLING ENJOYABLE AGAIN.”
Summary of phone call.marketing@sale…
info@something…
buyitnow@borin…
marketing@sale…
marketing@sale…
stuff@salenetw…
marketing@sale…
opportunity@sa…
Summary of phone call.John Smith ([email protected])
Summary of phone call.
Dear Tom,
Great to speak to you today. I want to send you some info and recap our call.Please let me know if you have any questions.
Best regards,
John
marketing@sale…
info@something…
buyitnow@borin…
marketing@sale…
marketing@sale…
stuff@salenetw…
marketing@sale…
opportunity@sa…
Summary of phone call.John Smith ([email protected])
Summary of phone call.
Dear Tom,
Great to speak to you today. I want to send you some info and recap our call.Please let me know if you have any questions.
Best regards,
John
marketing@sale…
info@something…
buyitnow@borin…
marketing@sale…
marketing@sale…
stuff@salenetw…
marketing@sale…
opportunity@sa…
ARCHIVE COOL VIDEO!
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10YEARS
2.5HOURS
20,000HOURS
724PEOPLETRAINED
DISTILLED INTO
Our ExperienceVIDEO FOR SALESCase Studies 4 Pillars PTR Types & Styles Digital
Handshake™Misconceptions My Solutions 9 BuildingBlocks
Why Video?Why Now?INTRO
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VIDEO FOR SALESCase Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building
BlocksWhy Video?Why Now?INTRO
Agenda
1. Why Video? Why Now?2. Case Studies3. Misconceptions4. My Solution10–Minute Break5. Nine Building Blocks6. Four Pillars7. Prime, Time, Ready8. Types & Styles9. Digital Handshake™
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Why Video?Source: The Marketing Donut Source: Ovation Sales Group Source: RingLead
Average 8 dials per hour for6.25 hours to set 1 appointment
80% of sales require5 follow-ups after the meeting
80% of calls go to voicemail
CALL SENT TO VOICEMAIL
✗ ✗✗
✗✗
VIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building
BlocksWhy Video?Why Now?
a
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VIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building
BlocksWhy Video?Why Now?
Is the 2nd largest search engine
Predicts that written word will be almost obsolete on their
platform within 5 years
Predicts that 84% of all Internet traffic/content will be video by the year 2020
#2
Why Now?Source: Mushroom Networks
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SALES TIME+
+
=
=LOW TRUST
HIGH TRUST
SALES TIME
Inspired by Stephen Covey: Speed of Trust
It’s All About TRUSTVIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles Digital
Handshake™Misconceptions My Solutions 9 BuildingBlocks
Why Video?Why Now?
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VS.
TEXT EMAIL PHONE TEXT EMAIL PHONE VIDEO
+
Who Would You Trust?VIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles Digital
Handshake™Misconceptions My Solutions 9 BuildingBlocks
Why Video?Why Now?
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VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building
BlocksWhy Video?Why Now? Case Studies
I've increased my closing ratio by 35%! I will officially
be sending 100% of my itineraries out using video email.
Over the past four years, I've gone from $400K to $1.5M
in sales per year largelybecause of video email and the support provided by the
jiveSYSTEMS team.
I send new leads a video email to put a face to my
name and establish trust. I'm then able to get them on the phone with me and go right
into a sale!
WINK JONESOnline Diamond Sales
MARK IMPERIALMarketing Consultant
JUSTIN DEBOOMTravel Consultant
Real People. Real Results.
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VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building
BlocksWhy Video?Why Now? Case Studies
DR. JEFFREBARCAK
Chiropractor
I've been in business for over 22 years and I've never
come across another company that comes even close the customer service
of jiveSYSTEMS.
GENE POSPICILCFP(R)
Financial Advisor
jiveSYSTEMS may be the greatest innovation in my
wealth management practice in the last 30 years.
PHILIPPELE BARON
Sales Productivity Coach
jiveSYSTEMS are experts at teaching sales agents and teams how and when to
leverage video email.
Real People. Real Results.
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But Isn’t Video…?VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital
Handshake™My Solutions 9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions
DIFFICULT TIME CONSUMING EXPENSIVE
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MisconceptionsVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital
Handshake™My Solutions 9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions
GREEN SCREEN TELEPROMPTER
GOPRO
EDITING REQUIRED
BUILT-IN WEBCAM CELL PHONE DSLR CAMERA
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VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™My Solutions 9 Building
BlocksWhy Video?Why Now? Case Studies Misconceptions
SIMPLE
LABORIOUS
LOWQUALITY
HIGHQUALITY
FLIP HD
DSLR
BUILT-INWEBCAM
CELL PHONE
EXTERNALWEBCAM
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COMPLEX VERSATILE SIMPLE
Recording OptionsVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital
Handshake™My Solutions 9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions
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SimpleVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions My Solutions
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How It Works
RECORD UPLOAD SEND
RECSUCCESS
5:000:00
VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions My Solutions
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Hosting OptionsVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions My Solutions
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VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions My Solutions
Production time
ClosingRatio
0 MINUTES
FollowUp
SHORTERHIGHER
5 10 20 25 30
SWEETSPOT
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VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
9 BuildingBlocks
Why Video?Why Now? Case Studies Misconceptions My Solutions
How you look / What you sayBETTER
ZOMBIE
AMATEUR
BUSINESSPROFESSIONAL
PRO
CURRENT
ClosingRatio
FollowUp
SHORTERHIGHER
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VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
SCRIPTLESSSCRIPTING™ AUTHENTICITY
ENERGYLEVELS FRAMING POSTURE GROOMING WARDROBE PROPS STAGING
CAMERA MIC LIGHT TRIPOD
PRIME TIME READY
FOUR PILLARS
NINE BUILDING BLOCKSWHAT YOU SAY HOW YOU LOOK
HIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGE
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VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
In the end, it's about the teaching, and what I always loved about coaching was the practices. Not the games, not the tournaments, not the alumni stuff. But teaching the players during practice was what coaching was all about to me.
– John Wooden
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VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
What You Say
SNAP MESSAGE SUMMARYCALL TOACTION
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VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
Tell them why they should watch
in the first 10s
“Ad lib” around one-word
bullet points
Reiterate the key takeaways
1:000:00
Logical next stepin the sales
process[ ][ ][ ] [ ]SNAP MESSAGE SUMMARY CALL
TO ACTION
Scriptless Scripting™
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SNAP
MESSAGE
SUMMARY
CALL TOACTION
• APPLES• ORANGES• BANANAS
< Leave Blank >
< Leave Blank >
< Leave Blank >
Scriptless Scripting™
VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
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Authenticity
GREATJOB!
VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
HEAD vs. HEART
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Energy Levels
1 10
2
3
45 6
7
8
9
120%
VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
INCREASEBY 20%
2 SENSES
4 SENSES
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Nine Building BlocksVIDEO FOR SALES9 Building
BlocksINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
WHAT YOU SAY1
HOW YOU LOOK2
AUTHENTICITY ENERGY LEVELSSCRIPTLESSSCRIPTING™
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How You LookVIDEO FOR SALES9 Building
BlocksINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
CERTIFICATE 2.4
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VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
Framing
VS.
• TALKING WITH YOU• INVITE INTO SCENE• COMFORTABLE
• TALKING AT YOU• NO IDENTITY• AWKWARD
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CONDESCENDING
FEARNATURAL
PostureVIDEO FOR SALES9 Building
BlocksINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
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Grooming
CHECKLIST❑ Face cream❑ Disposable makeup wipes❑ You know what
else you need
VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
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VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
CERTIFICATE2.4 • POINT #1
• POINT #2
• POINT #3
Props
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KITAVOID
Wardrobe
FIT
CHECKLIST
❑ Face cream
❑ Disposable
makeup wipes
❑ You know what
else you need
VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital
Handshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
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SNAP
MESSAGE
SUMMARYCALL TOACTION
• APPLES• ORANGES• BANANAS
StagingVIDEO FOR SALES9 Building
BlocksINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
CAMEO NOTES
Staging
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Nine Building BlocksVIDEO FOR SALES9 Building
BlocksINTRO 4 Pillars PTR Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions
WHAT YOU SAY1
HOW YOU LOOK2
FRAMING
WARDROBE
GROOMING
STAGINGPROPS
POSTURE
AUTHENTICITY ENERGY LEVELSSCRIPTLESSSCRIPTING™
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CAMERA MIC LIGHT TRIPOD
FOUR PILLARS
HIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGE
VIDEO FOR SALESINTRO PTR Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars
Four Pillars
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Yudy and John, First American Realty Medellin Soraya Gutman, BrandLauncher Liana and Albie, United Nations
VIDEO FOR SALESINTRO PTR Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars
Four Pillars
a
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Are You Prime, Time, Ready?
? IF NOT, WHAT GETS IN THE WAY?
VIDEO FOR SALESINTRO Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR
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VIDEO FOR SALESINTRO Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR
TEXT EMAIL PHONE VIDEO
I’LL DO IT NEXT TIMEI’M TOO BUSY
I DON’T LOOK/FEEL GOOD TODAY MY OFFICE IS A MESS
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VIDEO FOR SALESINTRO Types & Styles DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR
SCRIPTLESSSCRIPTING™ AUTHENTICITY
ENERGYLEVELS FRAMING POSTURE GROOMING WARDROBE PROPS STAGING
CAMERA MIC LIGHT TRIPOD
PRIME TIME READY
FOUR PILLARS
NINE BUILDING BLOCKSWHAT YOU SAY HOW YOU LOOK
HIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGE
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VIDEO FOR SALESINTRO DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Syles
EVERGREEN
AUTOMATED
ONE-OFF
Video Types
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Video Styles
FAQ VIDEO EVERGREEN
AUTOMATED
ONE-OFF
PRODUCTIONTIME
> 5 MIN
< 5 MIN
DIGITAL HANDSHAKE™
CONVERSATIONRECAP
HARDQUESTION
THANK YOUVIDEO
VIDEONEWSLETTER
VIDEOCOURSE
HOW TOVIDEO
VIDEOBLOG
1 2 3
4 5 6
7 8 9
4%->64%
VIDEO FOR SALESINTRO DigitalHandshake™
Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Syles
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VIDEO FOR SALESINTRO Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Styles Digital
Handshake™
HANDSHAKE™DIGITAL
HOW TO TURN TEDIOUS FOLLOW-UPINTO CLOSING CONVERSATION
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When to Send?
BEFORE
ON
AFTER
FIRST DATE
VIDEO FOR SALESINTRO Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Styles Digital
Handshake™
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VIDEO FOR SALESINTRO Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Styles Digital
Handshake™
Minutes after call
Effe
ctiv
enes
s
0 5 10 15 20
SWEETSPOT
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VIDEO FOR SALESINTRO Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Styles Digital
Handshake™
REC
Prime, time, ready
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“GET YOUR HANDSHAKE ON!”
SALESTIME SALES
TIME
VIDEO FOR SALES9 BuildingBlocksINTRO Why Video?
Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Styles DigitalHandshake™