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One Decision. 5 Minutes. +35% In Sales.

Justin DeBoom sells vacation packages. He’s been the top sales rep at his agency for 3 consecutive years. He’s also an avid fisherman, goes on holiday at least twice per year and rarely works more than 40 hours per week.

Some would say Justin is nothing more than a mythical creature, a unicorn perhaps, but he’s not. He’s every bit as real as you and I.

Earlier this year, Justin approached me with an open mind and a strong desire to improve his sales process.

He laid it out for me and said, “A good friend of mine recommended your service. Here’s what I’m doing right now. What can I do to improve?

Justin is smart, he’s doing his advanced work to ensure he doesn’t slip into having to work harder and longer hours to meet his sales targets.

The quick win

I begin every new relationship with a quick win. It’s a great way for me to get to know the client (in this case Justin) and vice versa (for them to get to know me). After reviewing Justin’s pipeline, I determined the email he was sending to clients to spark interest and showcase his expertise, was the best place to start. 

Change 1) Sample itinerary delivery. This email contains a link to a sample itinerary to get them excited about making the actual booking. He typically sends it right after speaking with the client on the phone. While his response rate was already high, I knew even a small improvement here would WOW his clients and instantly show in his end of month report.

“Boring plain text email”

Justin's Itinerary Email "Boring Plain Text" I told Justin to switch out this email for a personalized video email message, because it’s impersonal and in direct conflict with what make him successful (the personal touch).

We discussed the potential for this message to be evergreen (a canned video email he could re-use). However, after talking it through, Justin and I both agreed that investing 5 minutes to create a truly personalized video email message was better in this instance. At the end of the video email, Justin is using a call-to-action message. Once clicked, it opens the sample itinerary he’s created for the client.

“Friendly Video Email”

This is what the email looks like: Screenshot of Justin's Video Email And here’s the actual video:

 

When you look at these two communications side-by-side it doesn’t take a rocket scientist, to understand why the video email version performs better.

[I mean] “Who would you rather do business with? The faceless stranger in the old version; or the new one, with this charming young man who’s invested the time to send you a personalized video email message?”

Results

Justin’s already noticed a 35% increase in bookings.

A couple of weeks ago, Justin took a guy he’d been working for 9 months with no response, sent him a personalized video email message like the one above, and had the guy book a $11K vacation package right there on the spot.

Update February, 2016

FYI, January was second largest month in company history for individual sales numbers. Second only to my first biggest from October. I owe much of that to your video email software for sure. –Justin Deboom

What’s next?

Next – we’re tweaking two more steps in Justin’s process:

Change 2) Thank you page

The page a visitor sees after requesting a quote on the website. This is when a website visitor becomes a lead.

Currently, upon submission of that form, they’re forwarded to a thank you page that tells them to go and check their email (see image below).

vcr-thank-you-page-old

Even if they added a picture, like the one I found on their ‘Team’ page, it would make a night and day difference to the feel of the page (see image below).

vcr-thank-you-page-rec1

Change 3) First-touch email

The email with the initial questions needed to build the custom itinerary. This is the step that comes right after they request a quote.

The goal of this communication is to make first contact. The client is going from requesting a quote from the company to getting to know the rep they’ll be working with. Currently, the email goes out from the sales manager (see image below).

first-touch-email-marketing-old

I believe you can guess what I told Justin to do here… use a video email message (only this time, since it’s automated upon submission of the ‘request a quote’ form, to use an evergreen video email message).

About the Author William Franco

Will is the Managing Director of jiveSYSTEMS and creator of the Digital Handshake™, a digital version of a time-proven tradition that turns tedious follow-up into a closing conversation. Will’s a hands-on guy, with a decade of experience enabling sales teams to leverage video. Will's an instant catalyst for positive change, once you get to know him, you’ll completely understand why.

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  • Hey Will,

    Thank you for all your help. This process is changing the way I do business and has changed the way my clients book trips. With the help of the “Digital Handshake” I have gone from a voice over a phone or person behind an email to a real live person, my clients can see and interact with.

    With tourism, people save all year long to go on vacation. What better way to know your trip will be perfect then to see and hear the person who is going to help you plan trip. This day in age, there are so many large online travel companies offering the same thing. Traditional just was not working anymore. With this system, my clients know they are dealing with a real human who lives and works in the country they are going to visit.

    Our next two steps are going to be great and I cannot wait to see how these changes are going to impact the remaining steps of my process.

    In the end, my ultimate goal is to help people plan one of a kind vacations and your system is helping me do this at a whole new level.

    Thanks for all your help!

    Justin DeBoom
    Travel Consultant and Fishing Expert
    NAMU Travel Group
    US: 1-800-606-1860, ext.1242
    Costa Rica: (506) 4031-7700

  • Tom McKay says:

    Interested in knowing more about the “Digital Handshake” method.

  • Brad says:

    Flywheel,

    I’ve been on your list for a long time. What I’ve just read and watched, makes sense. I need to get over the talking to a camera stumbling blocks.

    Joined toastmaster and working hard on my speaking.

    I have made the COMMITMENT….

    Talk soon,

    Brad Lloyd

    • Will Franco says:

      Hi Brad,

      I’m going to be blunt. You wouldn’t hire a copywriter to send an email from Gmail or Outlook. In other words, a regular email. The same is true for video email. It’s not a PDF, whitepaper, or eBook [or toastmaster level presentation].

      The kinda of videos I’m talking about take less than 5 minutes to produce, they get better results if they’re not polished, and it’s just a friendly “Hello I’m Brad. I know it’s always nice to put a face to the name, so here I am.”

      Once you have that style of Digital Handshake going and use it to follow-up with every web lead and first phone call, the rest (longer videos, video blog posts, video training material if applicable, natural comes).

      Crawl, walk, run, and maybe even FLY 🙂 But you have to start, and you have to start somewhere!

      My recommendation. Buy a webcam. And start a video journal to yourself if need be, like you see in the movies (where the scientists leave video logs… ). Better, and also free… start recording short videos and uploading them to YouTube. You can set them as priavte and then email a link to the client. Best, become a member and starting uploading your videos to our platform and sen them with one click. Ultimately, no amount of preparation beats doing it for real. And tomorrow, well tomorrow is tomorrow. And today is today 😉 So got get that webcam and get going amigo!

  • Paul says:

    Its amazing how such a small and simple tweak can rocket your results! I mean, who doesn’t want to see who they might be potentially working with?

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