After analyzing 1361 leads, Justin DeBoom determined that leads were 35% more likely to purchase if they received a video email. These statistics are impressive, but over the years we’ve realized salespeople innately know video increases sales. Everyone does! The challenge resides in being Prime Time Ready™—overcoming the mental and technical hurdles associated with using video alongside text, email, phone, and social media.
A bad workman always blames his tools. A good workman selects the right ones!
In the ideal world, after a brief phone call, you would teleport into your leads office to continue the conversation. A video follow-up is the next best method; you can build trust, qualify your leads better, and enter a closing conversation sooner.
But a video follow-up will do more harm than good if you freeze, ramble, or trip over your words. Some of us manage the situation with a teleprompter or by memorizing a script. Others learn to speak extemporaneously on-camera with Scriptless Scripting™.
I’m hesitant to share this story because I don’t have all the details. But over the years, it's become more than a story—what I learned in this conversation has become an integral part of the way I communicate.
To kickoff 2017, I made a video about the new frontier of communication. At the end of the video, I asked viewers to fill out a survey and rate their level of interest in four recording methods. To learn about the results, watch the video at the top of this post.