Like many sales pros who excel at their job, Katie is focused on building relationships. Her responsibility is to connect with home-owners who potentially want to list their property with her company.
As the years have gone by, her competition has become fierce. Katie has found herself working longer hours in order to keep up.
Katie’s not alone. This is a situation many sales professionals are facing. But as chance would have it, one of Katie’s co-workers stumbled on our video email platform and joined our community earlier this year.
This gentleman closed a $7,000 deal with a waning lead with his very first video email.
Learning of her co-workers success, Katie reached out to us.
Katie works hard and smart. Yet she still felt like she was running up a hill, until she became aware of the break she was creating — the disconnect that happens when you follow-up a first phone call with a new lead using a regular email. This break — once made — has a cascade-like effect on every subsequent interaction.
In Katie’s old workflow, an inquiry comes in from her website. A phone call would ensue. Then Katie would knuckle down to several weeks of tedious follow-up. The numbers game that drains the joy out of helping clients get what they ultimately want!
Many sales pros are unknowingly creating this break. If your lead comes in from a contact form or phone call, and you’re sending a regular email to follow-up, you’re creating the break. There’s no ands, ifs, or buts about it.
Instead of sending a regular email to follow-up that first phone call, Katie’s now sending a video email.
A process that takes five extra minutes per lead.
This video email prevents the break from happening by putting a face to the name. Preventing the momentum in the sales process from being lost. After-all we’re hardwired to build relationships with people, not voices over a telephone or email addresses. Right!?
Here’s an example of one of Katie’s video email:
The benefits of video email go beyond an increase in sales…
I asked Katie to describes these benefits in her own words.
It’s one of the best tools I’ve ever used in my experience. My job is to convince home owners to list with us. I’ve had such great feedback. It’s my secret weapon. Simple. Easy. Being able to see when they view it and call them. Really cool tool. When I’m competing for a property. I stand out. Almost every time I send one they respond instantly saying things like “That’s so cool.” It makes them think about how I’m going to market their property too.
Reading those words, the impact of video email becomes clearer.
It’s beyond an increase in sales – it’s enjoying working a pipeline of leads that actually want to talk to you! Who see you as an expert, authority and innovator in your field.
Plus, Katie estimates she’s closing 30% more deals, as a direct result of using video email.
In the beginning it would take me hours to get them done. Now I realize it doesn’t need to be perfect. Just a friendly-face to the name. A short 30 second video. I feel like I’m repeating myself. But it works! Don’t overthink it – just rinse and repeat!
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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