AT&T recently announced plans to acquire TimeWarner. The $109B acquisition tells a powerful story about the future of media. Smart sales teams are getting in on the action by using "personalized video" to follow-up with leads and communicate with clients.
Brian Stelter, a senior media correspondent for CNN, whom I cite at the 1-minute mark in the video introduction at the top of this post, reported that AT&T's logic for buying Time Warner is “The future of video is mobile, and the future of mobile is video." David Trainer, CEO of New Constructs LLC, an independent research firm, reported to Forbes "[The] $109B acquisition...not only passes [my] economic test, but also creates a combined firm well positioned for the future of media."
Bold moves by giants like AT&T send strong signals about the future of communication. YouTube, Facebook and Cisco1 all predict the same future, where video is the dominant communication medium.
"Personalized video," is different from "professional video." The difference: personalized video is for sales professionals to use as part of a relationship-based selling process.
Personalized video solves many of the challenges associated with closing inbound web and phone leads by enabling you the to put a face to the name. Personalized video is also an effective way to sprinkle in those vital personal touches required to nurture relationships.
One personalized video sent immediately after a phone call with a new lead has proven to increase closing ratios by upwards of thirty-five percent2. A practice that's so powerful we've coined it the Digital Handshake™.
This month, we celebrated our 10th anniversary since inception by hosting a two and a half hour online workshop, attended by sales teams from around the world, in which we explain the Nine Building Blocks and Four Pillars of a High-Converting Personalized Video, as well as discuss "What Gets in the Way?" A big thank you to those of you who joined us. Conducting a live online workshop...doing polls and fielding questions in real-time, is [this is going to sound nerdy] exhilarating for us! We enjoyed the time we spent together immensely!
I've created this post for those of you who missed the workshop or wanted a recap of everything we covered. This post includes a video summary of the event (at the top), plus the (1) slides from the workshop, the (2) equipment we [usually] recommend, as well as a (3) video tutorial that will show you how to setup the equipment.
Click-through the slides to see the content we covered during the workshop; or, download the slides to your computer.
Many of you asked for more specific equipment recommendations. This is a challenging question to answer, as recommendations vary based on your office enviroment and vocation.
The most common equipment setup is comprised of a Logitech C920 webcam, Rode NT microphone, Prismatic Halo 14' ring light and stand. If your office is noisy, get a Logitech ClearChat Headset instead of the Rode, even though you will look a little nerdy.
Let's take a look at some of our clients, with the video equipment setup at their desk:
In the four photos above, John and Soraya are wearing headsets. Whereas, Bobby and Liana are using a USB microphone. Note how the headset changes the look and feel. You also get better audio quality when using a USB microphone like the Rode NT, but it's best to work with your environment instead of letting it become an excuse to miss an opportunity clinch a deal.
I have both a headset and a USB microphone, so I can record in a variety of environments. I also take my equipment with me when I travel.
Using this equipment, you can produce a "personalized video" to a "business professional" standard, in less than five minutes.
Business professional standard means above Amateur and below Professional. It's the sweet spot sales professionals should aim for—the balance between "production time" and "video quality" that maximizes your return-on-investment.
This equipment is also great for podcasts, screen recording and video conferencing.
We send the how-to video (below) to new members prior to their equipment setup session as a primer. The video explains how to set up your equipment and covers the parts where people usually get stuck. I've added it here, as I felt it might come in handy for you.
Okay, so that about covers it. AT&T, Google, Facebook and Cisco all predict the same future, where video is the dominate communication medium. Smart sales teams are getting in on the action by using "personalized video" to follow-up with leads and communicate with clients. The workshop slides cover the Nine Building Blocks and Four Pillars of a High-Converting Personalized Video, as well as discuss "What Gets in the Way?" Plus, you've got an equipment list and set up tutorial.
If you have any questions, please leave a comment below.
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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