Episode Transcript
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You were listening to be to be
revenue acceleration, a podcast dedicated to helping
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software executive stay on the cutting edge
of sales and marketing in their industry.
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Let's get into the show. Hi, welcome to be to be revenue acceleration.
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My name is Dancy Brook and I'm
here today with Tyler Lessard, BPM
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marketing at video. How you doing, tyler? I'm absolutely great. It's
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a Halloween celebration here day today,
so I'm full up in my Ted Lasso
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costume, so I'm having a heck
of a good time today here. Dad,
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how are you well? I'm not
dressed up as a dead last,
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so I actually I'm the party boop
Bro. I'm dressed in normal blood but
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you know, I'm good. It's
a Friday we're talking before this pool you
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said. I'm busy. Vp of
suves Q, for is actually the last
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day of our few three today.
It's it's all good. Fortunately, we've
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done a record quarter, so it's
kind of wouldn't say it's feat up the
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shore, but it's it's a little
bit less pressure than they normally would be
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on the last day of quarter.
Well, it's great to hear congrats on
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closing out the quarter. congrats on
sounds like a record quarter, but we
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all know, as you know people
in the sales community, it's only when
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we're recording. It's October twenty nine. I calculate at least five days left
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in the quarter. You can go
through till like October thirty four. So
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you sat exactly that, exactly that. So to get started with the with
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the discussion today, the podcast today, be great if you could give a
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bit of background to our listeners on
on yourself, but also your company.
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I know it's about video prospecting today
and you guys are pretty much deleted in
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that. So it'd be great if
you could just give a bit of introduction
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into that and yeah, my pleasure. So my name is Tyler lasard.
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I am the VP marketing and chief
video strategists here at Vid Yard. VIDE
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ARD as a business, we provide
a suite of video technologies to businesses.
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We have video hosting and management platform
for marketing teams, but in recent years
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we have seen the growing adoption of
our video messaging tools for sales teams,
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which is really designed to make it
easy for anyone in sales to be able
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to record and send personal video messages, screen recording videos right over via email
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or social channels to their prospects and
customers as, frankly, just a better
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way to communicate their messages when we
can't be there in person anymore. So
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that's been a really exciting area of
focus for us and I personally have been
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spending a lot of time in the
sales community understanding how are people using video
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in different ways, what's really working
for them to see success and how can
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we pull the best practices from that
and share them with others? So excited
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to explore that here today. All
right, absolutely. If you look at
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Your Business, the lost couple years, to your point, around trying to
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connect with people by video, because
we go basically not being an ounce to
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do that in person. How have
you have have you seen that impact your
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business, postively or negatively? I'm
I've lost year and a half of set.
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Yeah, well, it's been really
interesting and, to say the least,
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the last couple of years. I
think we all know that in the
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world of sales, like couple big
things have really happened. Of course,
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the great virtualization has happened, which
both means we're more and often than not
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selling remotely, but also it means
our customers are buying remotely. Less and
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less they're having people into their offices, if at all. More and more
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they're buying committees are distributed from each
other. They're no longer all getting into
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the same meeting room together for,
you know, a live or even video
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call with with you as a sales
rep so there are a lot of changing
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dynamics that are happening purely because of
this sort of surge in virtual selling and
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buying. Obviously, as part of
that, video has become a huge thing.
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A lot of us are doing,
if not all of us are doing,
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zoom calls, Google meets webex is, whatever it happens to be,
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and that has started to at least
normalize the use of cameras and microphones in
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our lives as salespeople and business professionals. So we kind of have this new
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baseline we're working with where we're all
at least comfortable now getting on camera communicating
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over video. But that's now also
open this door for people to be able
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to do more with video than just
live calls. The live video call is
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a great replacement for the in person
meeting or the phone call. But what
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about all those emails we send?
You know? What about all those slack
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messages we send? Well, a
video message can actually be a great video
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alternative to those as well. So
that's starting to happen as sales reps are
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getting comfortable at least with video and
camera and starting to find these tools to
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go hey, I can record and
send a short video to prospect somebody to
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introduce myself or to walk through a
else proposal to help close a deal faster.
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So it's all these interesting sort of
burgeoning use cases of video that we
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started to see, which has been, you know, great for our own
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sales team and, of course,
great for all the companies that we work
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with. So to your point,
there a sounds if you're seeing, you
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know, and an up and or
at least their wider adoption of video technologies
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in different part of the s would
fund of my perception for from an outsider
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looking in on the company like yourselves, and just you know, teams did
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a generally, you adopting video as
part of their their outreach of that KDEN.
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So that day today, work and
practice is that it feels to me,
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and I might have their wrong perception
here, but it feels to me
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that the generally speaking, video or
adoption of video messaging as a prospecting channel
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within says, say with development environment, seems to be perhaps still a relatively
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low adoption with that. Do you
get to feel that's a fair assessment?
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Absolutely. Yeah, we're still in
the very early days of this. You
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know, within within our community,
of course we live it, we see
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it every day. We work with
literally thousands of different businesses who are now
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using video messaging in their prospecting.
But when you look at it on mass
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it is still very, very early
and most of us, frankly, aren't
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even getting any video messages to our
work in boxes from colleagues or from salespeople
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or otherwise. And so it's still
is very, very early there and actually
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lies one of the opportunities for a
lot of sales reps today, those strs
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and and account executives who are sending
their prospects video messages are finding in most
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cases that it really stands out from
everything else, partly because it is different
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and new. I hear all the
time rep sporting me email saying, you
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know from a prospect saying wow,
this was such a great and refreshing way
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to reach out to me. I've
never gotten a video from a salesperson.
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I'm intrigued. Let's talk. So
there is a little bit of power in
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that right now in that it is
different, it's unique. We certainly have
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seen this rapidly growing use. So
we do expect it to become, you
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know, normalized over the next couple
of years, but it is still very
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much early days and we're also learning
about what's working. Yeah, and and
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and on that know them. When
you look at what's working for the stols
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that are already using it, this
say roll and then trying to try to
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teach and in till Lamsday, the
best jaws, the value of of using
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video as a prospective tactic. For
Ust y'alls that have garn using video messaging,
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video outreach as affected today, what
would you say if some of the
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best practices to get the most out
of the the solution that they using?
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Yeah, there's been a number of
things that we've all learned over the last
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little while, particularly, as you
said, when using it for prospecting.
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So when you think about the role
of a video message when you're prospecting,
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there's a few things that it can
do really, really well and and the
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most successful SDRs are the ones that
recognize that and lean into those things.
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How is video different from when I'm
typing an email or leaving a voice mail,
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right, like, what's unique about
video and how can I really lean
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into that? The first thing you
is that video can be is a very
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visual medium, obviously, and it
allows us to show rather than just tell.
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It also allows us to, of
course, put ourselves out there on
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camera and allow the person on the
other side to see us, to get
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to know US and hopefully get to
trust us. And so, you know,
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creating videos that bring your story to
life that of course, have you
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on camera, but with tools like
a videyard and others, you can also
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record, for example, of your
what's up on your screen or your web
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browser, along with your camera on, and some of the most successful reps
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are using that as a way to
get people's attention. So, for example,
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if I were prospecting you, Dan, I might, as a very
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simple little tactic, bring up your
linkedin profile up on my browser and then
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I hit the record button with my
camera on right beside it, and I'd
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start by waving and I'd say hey, Dan, you know I was checking
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out your business and your profile here
on Linkedin and I noticed that you're the
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VP of sales. I'd highlight your
little vp of sales title and I might
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say and then I would tie it
into my message. You know the reason
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I'm reaching out and is I'm actually
working with a few other VP's of sales
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right now. We're all having the
same problem, really low response rates by
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their SDRs, if that's a problem
you're facing, and then I you know,
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sort of you know, quickly nail
my message. Yeah, and what
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I've done there is when I send
that video over and it lands in your
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inbox, you open that email up
and there's this thumbnail image of the video
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and you see not only me as
the seller, but you see your own
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linkedin profile up on the screen and
you immediately know, in a fraction of
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a second that number one, I
really did make a video just for you,
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because that's your linkedin profile. This
can't be a copy. YEA,
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it creates a level of interesting curiosity
because like, Hey, that's me right
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there. Even that creates something interesting
and it just increases your expectation of value,
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knowing that I've obviously delivered a very
personal message to you. So there's
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little things like that of using visuals
to get using your personality and practice practice,
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or you get more and more comfortable
in your delivery of your messages.
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Well, that's a very good point
as well around the practice, practice piece,
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because some of our recrs internally a
toyed around with it at times and
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I think actually we're on the cusp
of getting success, we're on the cusp
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of turning this into part of a
wide occaydance and probably stopped. It's all.
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It's almost like that. I don't
know if you've seen that image where
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there's the person that's bashing your rock
trying to get through, and success is
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just the other side of the where
they've got through and they're bashing the tipping
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where in its rock and it's I
mean it's a kind of equivalent of that,
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where they they use it for a
while and just as they're getting about
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to get success, I stopped and
I think it's because in the early days,
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when you're when you're toying around with
it, when you're pressing, it
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takes time right. It's got to
take probably a few minutes to get it
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right and you're probably paranoid about having
it perfect. And I always say you
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know, it's not about being perfect, right, it's about doing a good
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enough job to get it out there. You're going to stand out anyway,
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to your point, because other th
don't that. So just do a decent
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job, do a decent message and
get it out there and start trying to
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get feedback. You've got to do
it multiple times to start rest even feedback
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and getting success. Yeah, yeah, you're absolutely right. And you know,
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one of the the sayings I like
to to share with people to jot
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down on a little sticky note,
you know, so they remember it,
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is it's about connection, not perfection, and it's as simple as that when
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you're sending videos, because then the
reason you're putting yourself out there on a
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video the power, and that is
the ability to have that person on the
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other end actually connect with you as
a real human who's invested in helping them
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solve a problem, which email and
voicemail and everything else it's so hard to
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do right. No matter how well
you craft your email message, that person
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is still just reading it, they're
skimming it, they can't hear your voice,
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your intonation, they don't feel connected
to you at all, no matter
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you know how great that message is, but when they can see you and
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hear you as a real person,
it levels that up. So even if
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you don't nail the perfect message,
even if you don't have the best thing
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up on your screen, just you
delivering it authentically in a way that gives
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them a sense of trust and a
sense of potential value, you can create
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that connection. And to your point, they're not always going to respond to
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every video you send, but the
data shows that sequences with video messages in
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them and perform sequences without, and
I believe there's a big part to that,
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of you become more memorable to them, you become somebody that is more
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than just a name, you become
a face and a real person and eventually,
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when they do pick up that phone
or they do get that video,
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they're more likely to engage in a
conversation. Very interesting and in terms of
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if you look at your point around
it's about connection to affection. That said,
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I can only imagine right that if
you've got an FTR that has a
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lot of template to the emails,
is kind of a cadence. It's in
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outreach, ready to go. That's
quicker, right, and sometimes, as
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Y'all think activity, they think volume, they think speed. So that's quicker
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than crafting this message. It might
take you five or ten minutes, whatever
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it takes together. So, from
your perspective, when it comes to crofting
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a really tailored, solid message,
is that better reserve for, say,
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you know, the C level,
Bep, director level, individual Robin,
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say, a practitioner or a user
of a solution that you might actually be
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up front to target? Well,
I think a lot of it comes down
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to, like with many things,
how heavily you personalize or customized. You
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know, really is the you know, the the potential value of that lead
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or that prospect. I typically wouldn't
narrow it down to US type of persona.
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I would narrow it down to the
business that I'm selling to. So
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if I am going after a lead
that is either in a company that is
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like right at the pinnacle of our
ideal customer profile and, you know,
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I know that they would be a
perfect fit for my solution, that's when
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I'm going to put in a little
bit more time because if I can get
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their attention, if I'm into a
conversation, those are going to convert higher.
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Or if it's an individual lead that
has been passed to me because we've
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seen a lot of activity, they
seem highly engaged. Again, they're more
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likely to convert. I'm going to
put in that little extra effort because I
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know if I can get them into
a conversation they're going to convert at a
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higher level. So absolutely, those
higher priority leads are where we see a
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lot of sales reps leaning into making
and sending a video. But what we
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do also find is that a lot
of reps will also make what we'd call
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kind of a prerecorded or off the
shelf videos, where they don't have to
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personalize it every time. And,
for example, in an outreach sequence there
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may be a step three that says, okay, here's an email, here's
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a template and here is, you
know, insert your video here, and
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it could be one that you've already
recorded. So it could be instead of
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me saying Hey dan at a DUP, it's me as an individual and I'm
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just saying hey, it's tyler at
videyard here really, you know, thanks
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so much for clicking play. The
reason I'm reaching out is I work with
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a lot of demand gen managers,
just like you Blah Blah about. So
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any time it's a demand gen manager, I just drop that video in and
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it's not going to work quite as
well as a fully personalized one, but
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it's efficient and it may have a
bigger impact than just the templated email message,
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but it's something that you can do
and you can use it over and
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over again. So a couple different
ways you can think about using video,
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both hyper personalized, custom recorded as
well as when you have off the shelf
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that you can drop into an email
anytime and send out. Yeah, interesting.
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Now shifting get a bit when spoken
about a lot of the good that.
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I'm also interested to hear about the
battle, but maybe I'm most a
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good right when it tends to practice
when it comes to video prospects. Now
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I've been seeing a lot of us
recently on Linkedin and other other places about
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age and SG as and just so
beople in general, using tactics like the
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facetime cold facetime as a video prospecting
which I find just bizarre right, where
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as a caught of a sequence that
just randomly face timing and prospects, which
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you know, I'm sure, is
shocking enough to potentially elicit a pick up
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at some point in time. But
that's got to be considered poor practice.
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I would have thought in most circles
right in terms of, if you would
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to maybe describe not quite such bad
tactics in that but in end of the
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notts of good uses or video or
the things to maybe avoid when it comes
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to video prospecting. Yeah, what
if some of your filters are on that?
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Yeah, so there's there's a couple
things when you're sending these videos.
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Yeah, that you absolutely need to
be mindful of. One of the biggest
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mistakes sellers make is their videos are
too long and you know they hit the
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record button and they want to get
their entire message in there. They want
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to introduce themselves, they want to
introduce their value proposition, they want to
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tell a customer story, they want
to show the product up on the screen
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and ends up being two or three
minutes long and for somebody who is not
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yet engaged in a conversation, they
are not going to watch that long,
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no matter how great you are on
camera. So our guidance is when you're
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using it for cold prospecting, aim
for thirty to sixty seconds for these videos.
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It's enough time for you to get
in there, introduce yourself, tease
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them a little bit with what you're
trying to deliver, but then pop that
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out, because if somebody clicks on
in the see that it's three minutes,
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they're not even going to watch.
They're going to say enough time for this,
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so keep it short. There you
go the kiss acron and I like
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to say they're keep a short seller. Is a good first thing. The
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second is, as we talked about
earlier, that sellers give up too early
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because they find that recording videos are
you know, there's more that goes into
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it. Right like, as you
said, it's if I'm not like feeling
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like I'm looking good that day,
I may not want to make them.
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You know, I stumble over my
words and it takes me ten minutes just
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to make one one minute video,
which is very frustrating. But I think
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we have to reflect back on when
we learn new techniques like this. It
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never pops right away. I mean, think about when you started cold calling,
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right like, how bad your initial
cold calls were absolute and you know
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how long it's for you to get
into that rhythm where it felt comfortable and
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you're like, okay, I got
this, I've mastered in right so videos
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the same and again a lot of
people will be inclined to try it.
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You know, they'll send ten to
fifteen videos and then they'll give up on
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it because they haven't gotten their responses
and or feels and efficient. And what
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I've heard from a lot of our
customers is that sending around a hundred videos
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is kind of that threshold where people
feel like, okay, I can just
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do this in my sleep. Now, I can hit the record button,
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I can nail my message and send
it off. And a hundred videos may
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sound like a lot to people like
whoa like that's going to take me a
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long time. But if you just
do five videos a day, right,
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for a month, you're there.
Yeah, or three videos a day for
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two months, right. And so
just getting those reps in, because I
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promise you it's going to be a
skill that you're going to leverage for the
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rest of your sales career. Right, this isn't just a one time thing.
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So you can get good at it
now. A promise you. It's
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going to be a benefit to you, launcher. Yeah, and to your
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point, you know, getting comfortable
and on camera as well, is just
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for those short snippets, is invaluable, particularly in the world we're now living
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him right, where it's shifting from
so much in person so much virtual.
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And if you can get comfortable on
camera and for thirty sixty seconds and that
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suddenly evolved into thirty minute meeting sixty
minute meetings. It's a really important skill
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and actually just generally knowing how to
carry yourself on camera is something that's that's
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overlooked as well. You know SDRs
in the past. I remember when I
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started doing the job I was told, look, it doesn't matter if you
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if you if you mess up your
call, the person can't see you.
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Just a repoints on the other end
of the call or whatever. But actually,
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in turning today's selling environment, that's
not the best advice because yes,
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in an str you know if you're
making a call, but at some point
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in time you're going to have to
get comfortable with seeing people and talking to
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people face to face and that that
that short video pitched by cameras is a
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stepping stone to the longer conversations you'll
have with prospects down the line. On
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that note, actually, so when
it comes we've spoken a lot about the
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SDR community and yes, you know
the sgr role using video as a prospect
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and tactic. I just want to
go back to a point you made earlier
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where you were talking about a's having
the ability to potentially increase second version rate
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to deal by by using camera.
You you you spoken about one example,
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which was, you know, maybe
talking through a proposal, for example,
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by by video. Can you maybe
expand a little bit? On your way?
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You're seeing a huge video as a
medium most often. Yeah, I
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think this is the the biggest opportunity, frankly, in sales right now and
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the most under utilized area for video. If you think about it from this
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perspective. You know, any time
as a salesperson, you're going to try
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to communicate a message, you know, answer a question, explain something,
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walk through something with a prospect,
you can right now. Your arsenal is
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usually well, I could type on
an email and send it to them to
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answer that question, explain that idea. I could try to book a live
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video call and we could talk through
it, you know, live, or
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I might send them an off the
shelf piece of content for them to you
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know, again show them something or
explain it. Those are typically the ways
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we would handle that today. You
know, just sending an email, you
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know, it lacks that personality,
that facetime. Those sorts of things trying
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to schedule a live video call is
great, but often that's like the last
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thing your customer wants to do.
Or you have a schedule for two weeks
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out and sending it off the shelf
piece of content could be a nice way
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to explain something, but it doesn't
give you the ability to customize it for
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them or contextualize the message. Yeah, and so recording of video and sending
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it over is actually this really neat
sweet spot right in the middle. Because
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if, again, if a customer
asked, you know, how does this
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work? Right, instead of saying, oh well, let's book a meeting
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and I'll walk you through it,
why don't I just record a video,
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bring up my screen, if I'm
a software product or something like that,
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and I'll I'll walk you through it
like I'll record a video, I'll explain
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it and I'll send it over.
You can watch it on your own time,
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whenever you have a chance, and
that video could be forwarded around to
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anybody else in the decisionmaking committee who
needs to see it. And now all
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of a sudden you're videos getting watched
by five or six people at that account.
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They've all suddenly now met you right
without you ever getting on a call
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with them, you're becoming more memorable, you're becoming more human with them,
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and it's a really simple thing that
you can do. So it's everything from
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you know. Again, they ask
you a question, instead of typing out
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an email, hit the record button
and say well, great question, you
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know. So I wanted to explain
it personally, to give you some of
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the nuances. So the answer is
Dat it, at it up. But
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you want to consider this as well. Right and again, getting them to
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click and watch your video. Now, not only do they get the information,
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but they're literally spending time with you. Right, you're again, you're
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becoming more familiar, you're becoming more
personal, and that also signals to them
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it better experience with you than the
other sales rap who's just sending them links
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off to stuff. So there's all
these cases where you almost have to pause
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and think, well, I want
to send them this information, answer this
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question, explain this idea. Would
it makes sense for me to hit the
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record button and make a quick video
to do it? And it's as simple
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as that and ends up opening up
so many areas where you can make a
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video and use it in your process. Yeah, interesting, this might be
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a bit of a direct to one. But do you have any stats that
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you as a company getting a bit
more specific about video? Yeah, that
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use as a company, have been
able to capture or produce the suggest,
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you know, x amount of scentage, increasing time to win right, based
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on needing videos out of your so
process rather than not. Yeah, it's
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it's interesting. We we don't have
that primary data ourselves because, you know,
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we we know how many times videos
are getting watched, but it's hard
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to then extract that further out.
But that said, there was a research
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report done this year called the state
of virtual selling, two thousand and twenty
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one, which surveyed, it was
nearly a thousand different sales reps, you
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know, and how they were using
video and from those who were using these
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types of video messages in their sales
process, it was I think seventy three
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percent reported higher response rates with video. So that's kind of the prospecting side.
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But what the interesting thing was about
fifty percent reported both shorter deal cycles
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and higher close rates. And shorter
deal cycles. Again, it's interesting to
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think, well, how would just
sending videos do that? But back to
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this point of instead of scheduling a
meeting two weeks out to do a demo?
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What if I recorded a video and
send it to them right now?
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Maybe that next meeting becomes a pricing
discussion instead of a walkthrough. How can
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it increase close rates? Well,
yeah, simple things like giving them a
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better experience during the process and standing
up from your competitors, right through to
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sending over a proposal where you actually
have a video of you walking through it,
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explaining it clearly to them so they
know exactly what they're getting. So
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yeah, it's interesting to see people
reporting those different areas by, you know,
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in pretty needs another process. It's
definitely happening, absolutely and I think
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that's only going to continue evolving.
To the earlier points that we are making
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around adoption still being relatively low despite
video being such an important medium. Rule
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of US in today's selling environment.
As a I think we when we think
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video, we think zoom, we
think teams, we think Google. Have
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we don't think you know, short
snippets where you can you can really add
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value in the sale process in between
live virtual meetings. We've spoken all about
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selling and sales people. There's more
than just sales departments. Of course,
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within businesses, marketing and customer success
or other areas that I was I was
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thinking, as we've been able to
done through this this this conversation, that
385
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are also areas that could potentially get
involved in really utilize video as a medium
386
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of communication. What are your what
are your thoughts on on other departments using
387
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using videos as a means? Yeah, I think it's a very similar discussion.
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You know, customer success, Account
Management, it's the same idea.
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You know, a big part of
your role is to maintain strong relationships with
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your customers, to keep yourself top
of mind so when the renewal time comes
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up they're not like, oh,
wait a minute, who are you again?
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So when you are communicating out to
your existing customers as an account manager
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again periodically, make sure you're sending
them short video messages, because it gives
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them an opportunity to see you,
for you to continue to be familiar and
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stay very personal with them. Are
Really simple thing you can do. And,
396
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of course, yeah, marketing other
areas of the business. You know,
397
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the use of video is growing.
I think the biggest thing for marketing
398
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right now is using video as a
way to educate audiences. It's less of
399
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about you know, it's a great
advertising and Promo medium. But the best
400
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use for video right now, especially
in D tob is to educate our customers,
401
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to show them clearly how something works, to clearly explain different ideas,
402
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because they want more and more to
what to consume on their own time and
403
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more and more have a perspensity for
visual information. So if we can answer
404
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their questions through video, whether it's
stuff we preproduce or stuff we self record
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and send over as a video message, I think we're all going to be
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better communicators and will help our customers
be more successful in the wan term.
407
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Yeah, and it's a really interesting
point actually, that around marketing. So
408
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there's a couple of things. First
thing is me and others have had more
409
00:25:22.569 --> 00:25:26.569
and more from prospects. You know, can you send us a two minute
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video or one minute video outlining a
company right which is like at the High
411
00:25:29.650 --> 00:25:32.650
Level Company Promo? But then the
other thing that I've been hearing a lot
412
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of some of our clients, so
they're getting a lot of success with it,
413
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is that doing recorded testimony was for
their clients. Absolutely the recorded testimony
414
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was where they're getting success is they're
actually asking our climes to make it super
415
00:25:41.000 --> 00:25:45.480
informal. Can you just get like
an iphone Selfie, or can you do
416
00:25:45.559 --> 00:25:48.839
it like it? To your point, like a video video, as rolling
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00:25:48.880 --> 00:25:52.589
there being is really scripted professional video. There's been an ounce customers that doesn't
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00:25:52.589 --> 00:25:56.869
really feel that authentic. Just do
them, do to do a Selffie or
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do a bit, do a video, right, it sho super short,
420
00:26:00.549 --> 00:26:03.190
super informal. You know, just
shoot from their hip and explain what you're
421
00:26:03.190 --> 00:26:07.220
actually really thinking about. You know
your work with that particular vendor, and
422
00:26:07.299 --> 00:26:11.500
it makes it much more relatable,
right, and I think that's so.
423
00:26:11.579 --> 00:26:15.539
That's on the marketing side, in
our view. On the customer success side,
424
00:26:15.059 --> 00:26:18.849
we as a business, for example, it just really starting to invest
425
00:26:18.890 --> 00:26:22.170
now a lot in the customer success
and and there's a lot of thoughts around
426
00:26:22.369 --> 00:26:25.970
how can we have we develop a
customer success cadence. Now, you know,
427
00:26:26.130 --> 00:26:29.450
we've got a lot of people that
are constantly involve with our customers.
428
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So is an email every quarter to
the best option? Probably not. What's
429
00:26:33.680 --> 00:26:37.000
that? That looks like you're just
checking in and it's not really any value.
430
00:26:37.440 --> 00:26:40.680
You know, is sending them a
newsletter about your company? Good,
431
00:26:41.440 --> 00:26:44.079
it's okay, right. It's keeping
them abreast of your company. It's okay.
432
00:26:44.319 --> 00:26:48.109
Is sending them industry content? You
know? Good, yeah, it's
433
00:26:48.150 --> 00:26:49.910
okay, but if you could wrap
that all up into a video and have
434
00:26:51.269 --> 00:26:55.789
a kind of regular caiden for keeping
them up today and educated. To your
435
00:26:55.869 --> 00:26:59.750
point, just having that person front
of mine, visual and feeling like they're
436
00:26:59.750 --> 00:27:03.019
talking to you makes it much more
relevant and engage in than just receiving a
437
00:27:03.059 --> 00:27:07.259
newsletter that most of the time people
culdick come subscribe right sope if yeah,
438
00:27:08.140 --> 00:27:11.819
it really does. Yeah, now
I think you're I think you're spot on
439
00:27:11.940 --> 00:27:14.099
with all of that. And you
know what I see a lot of people
440
00:27:14.099 --> 00:27:17.369
doing with with with things like that, is you have that the newsletter will
441
00:27:17.410 --> 00:27:19.809
have some updates, but it will
often have a video as the hero and
442
00:27:19.930 --> 00:27:23.009
it might be, you know,
an update from the CEO, it might
443
00:27:23.049 --> 00:27:26.930
be from the Vpcales, might be
from the head of customer success or it
444
00:27:26.009 --> 00:27:30.279
might be from Sarah, the developer
who built a really cool feature that we
445
00:27:30.319 --> 00:27:33.599
wanted to tell you about, you
know, getting on a screen share and
446
00:27:33.640 --> 00:27:37.519
actually showing I'm really proud of this
new feature that we built for you.
447
00:27:37.960 --> 00:27:38.839
I'm actually the one who built it. I want to show it to you
448
00:27:38.880 --> 00:27:42.640
and how it works right. Little
things like that create this like these moments
449
00:27:42.759 --> 00:27:47.990
of these micro moments of connection with
our audiences and ways that just we haven't
450
00:27:47.990 --> 00:27:52.069
really thought about traditionally. And so
even those little things of like yeah,
451
00:27:52.230 --> 00:27:56.390
a video like that going one too
many and then the account manager following up
452
00:27:56.430 --> 00:27:59.500
with their own quick little personal video
to their to their customer, you know,
453
00:27:59.579 --> 00:28:02.500
saying, Hey, hope you saw
last week's newsletter, really cool updates
454
00:28:02.539 --> 00:28:03.940
from it. Just checking in,
wanting to make sure everything was good.
455
00:28:04.180 --> 00:28:07.420
Let me know if you have any
challenges this week, I can up solve
456
00:28:07.500 --> 00:28:11.059
for you. Right, just those
moments again just create a better affinity for
457
00:28:11.220 --> 00:28:14.490
your brand. And we haven't done
them traditionally because, well, it was
458
00:28:14.529 --> 00:28:17.690
difficult, it was expensive, like
producing videos, uploading them, all of
459
00:28:17.809 --> 00:28:19.450
that. But that's all gone.
Right, we can do this stuff,
460
00:28:19.529 --> 00:28:23.569
honestly, as quickly and easily as
we can writing out text based content or
461
00:28:23.609 --> 00:28:26.519
making a slide. We just got
to figure it out. Yeah, absolutely.
462
00:28:26.920 --> 00:28:30.319
Well, I have to say it's
something that we double within our business.
463
00:28:30.440 --> 00:28:34.000
But you know, I'm sure us, and now those listening to this
464
00:28:34.119 --> 00:28:37.759
will starts to think about a lot
more seriously moving forward because, to be
465
00:28:37.880 --> 00:28:41.549
honest, it's it's definitely should have
opened up my mind to thinking about different
466
00:28:41.630 --> 00:28:45.150
ways in which all team, and
not just test, you are right,
467
00:28:45.430 --> 00:28:51.230
all across a business can actually like
video in it to make communication and engagement
468
00:28:51.309 --> 00:28:56.339
with clients and prospects more relevant and
more engaging. So it's that that's really
469
00:28:56.380 --> 00:29:00.019
insightful. So I'm conscious of the
time. We've been speaking for a little
470
00:29:00.019 --> 00:29:03.660
while now and and I think we're
coming towards the end of all the amount
471
00:29:03.660 --> 00:29:08.299
of time that we meant to be
discussing video prospecting for. So if anyonee
472
00:29:08.900 --> 00:29:14.089
to continue the conversation with you specifically, or indeed actually you video, for
473
00:29:14.170 --> 00:29:17.730
example, in get in touch about
that. How would you suggest that people
474
00:29:17.769 --> 00:29:19.609
get in touch with you to continue
the conversation? Yeah, thank you.
475
00:29:19.650 --> 00:29:22.529
Yeah, two things. One is, please follow me and connect with me
476
00:29:22.690 --> 00:29:26.279
on Linkedin. So Tyler lassard at
videyard. You'll find me there. I
477
00:29:26.400 --> 00:29:30.960
share lots of tips examples of using
video and sales as well as more probably
478
00:29:32.039 --> 00:29:33.640
than that, to check me out
there. And then secondly, yeah,
479
00:29:33.640 --> 00:29:38.069
videyard is a free tool that anybody
can use to record and send video messages
480
00:29:38.109 --> 00:29:41.630
as part of prospecting. You know, internally you want to send a colleague
481
00:29:41.630 --> 00:29:45.509
a quick video or do a screen
share. So you sign up for free.
482
00:29:45.630 --> 00:29:48.990
Just go to videyardcom and sign up
for free and start trying it out
483
00:29:49.150 --> 00:29:52.059
and see how it works and let
me know on Linkedin what you think sounds
484
00:29:52.140 --> 00:29:55.900
good. Well, it's been a
been a great conversation. It's been great
485
00:29:55.900 --> 00:29:57.500
to me. I really appreciate it. So I'm and I'm sure plenty of
486
00:29:57.539 --> 00:30:00.619
people would be getting in touch with
you. I know, I know.
487
00:30:00.700 --> 00:30:03.619
I think I still need to connect
with you myself on Linkedin is. I'm
488
00:30:03.619 --> 00:30:07.059
going to do that straight away.
And Yeah, thanks again and look forward
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00:30:07.099 --> 00:30:10.529
to catching up against wonderful my players
were. Thanks for having me. Thank
490
00:30:10.529 --> 00:30:15.609
you. You've been listening. To
be to be revenue acceleration. To ensure
491
00:30:15.650 --> 00:30:18.250
that you never miss an episode,
subscribe to the show in your favorite podcast
492
00:30:18.250 --> 00:30:22.480
player. Thank you so much for
listening. Until next time,
