Sales Hustle is now Sales Transformation
April 13, 2022

#285 S2 Episode 154 - SILLY BUT SELLING: Sign Up With William Holden And Create Silly Yet Effectively Selling GIFs and Videos

Today on Sales Transformation, Collin Mitchell will be joined by Vidu.io Co-Founder, William Holden. Vidu.io is a free platform that helps you humanize your sales outreach with personal GIFs. For William, emails are boring, and their mission is to make them better.


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HIGHLIGHTS

William’s sales journey
The eye opening moment
William’s Sales Transformation
Books and Mentors
The Birth of Vidu.io

QUOTES

William: “If you really think about this, there is a way to manage this process, there is a way to make a buyer feel included, there is a way to do this, that actually, it focuses on this mutual outcome, this benefit, we're here to solve a problem.”

Collin: “I find the biggest challenge is most people don't want to be that person that gives you feedback, because they don't know how you're going to handle it.”

William: “How do we help get more bang for buck in this space? How can we grab the attention of prospects and get them in touch with us? So then we went to create Vidu.”

William: “LinkedIn mobile app, you can record a video and send it. And then when the prospect receives it on LinkedIn, it's embedded in the message they can play and watch right there. And then with no redirect, it's for me, that's how I do my videos. Mostly. It's all about prospect experience.”

Learn more about William in the link below:

LinkedIn: linkedin.com/in/vidu-will
Website: https://www.vidu.io/

Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


Today on Sales Transformation, Collin Mitchell will be joined by Vidu.io Co-Founder, William Holden. Vidu.io is a free platform that helps you humanize your sales outreach with personal GIFs. For William, emails are boring, and their mission is to make them better.

 

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • William’s sales journey
  • The eye opening moment
  • William’s Sales Transformation
  • Books and Mentors
  • The Birth of Vidu.io

QUOTES

William: “If you really think about this, there is a way to manage this process, there is a way to make a buyer feel included, there is a way to do this, that actually, it focuses on this mutual outcome, this benefit, we're here to solve a problem.”

Collin: “I find the biggest challenge is most people don't want to be that person that gives you feedback, because they don't know how you're going to handle it.”

William: “How do we help get more bang for buck in this space? How can we grab the attention of prospects and get them in touch with us? So then we went to create Vidu.”

William: “LinkedIn mobile app, you can record a video and send it. And then when the prospect receives it on LinkedIn, it's embedded in the message they can play and watch right there. And then with no redirect, it's for me, that's how I do my videos. Mostly. It's all about prospect experience.”

Learn more about William in the link below: 

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] Alright, welcome to another episode of sales transformation. Very excited to have William Holden on today. He is the co-founder over@videovidu.io. If you have not checked it out, I highly recommended. It's a tool that me and my team use, and I'm very excited to have him on today to share a little bit his, his story and some of the awesome stuff that they're doing over there at video William, welcome to the show.

[00:01:19] Thank you very much. My pleasure to be here. Yeah. This has been a long time. Um, I feel like I say that more often than I'd like to admit, but, uh, I know we had to reschedule my life's been a little bit crazy with baby number four. So shit happens. You know, you've been messaging me the whole time and I know you and I look Coco Mellon, right.

[00:01:38] I mean, you've got kids. Yeah. I'm just really happy to be here finally. It's great. Yeah. So take us back a little bit here. Give us like the short version of your, your sales story. Okay. So going way back now, right out of university college, as Americans call it, I started working for a company called ch Robinson transport logistics, like third-party logistics and brokerage.

[00:02:02] Yeah. Held multiple different roles there, but always in like account management and sales that. My teeth and, um, not, not for lack of like working with a great company or guidance. I was just bad at selling at that point. Right. And I had so much to learn. So I learned the hard way and I would like go into warehouses and drive up and down the country.

[00:02:21] Cold calling was my thing I had to do every day. And I just bombed so hard, but at the time I had no idea. I thought I'm doing great. I had my hair slicked back. I went and looked suit, you know, and it just, I had that much bravado and confidence. I just must've through. There was only maybe like year to two and a half years in when I really started to reflect on the methodology of selling.

[00:02:42] Right. What really goes into establishing trust, exploring problems, paying really solving things for prospects. Before that I was a bit of a talker. Um, and anyway, then I call it the book. I thought, holy shit, there's so much depth to this profession and this craft, and I've got a good chunk of it nailed.

[00:02:59] Right. And gregarious and outgoing. And I can talk to anyone. I just want to make sure what I'm saying is the right thing. I want to do it well. So I really started to focus in on, on my sales craft. At that point, read a bunch of books, found some mentors, uh, moved to Google. Um, w there for a year and a bit loved it.

[00:03:17] It was all outbound. Uh, after Google, I then moved to Intercom. I was there for five and a half years, and that's where my sales career really came together for me in terms of learnings and appreciation for the role. Respect for the craft and the profession held multiple roles at Intercom, ultimately culminating in me building the outbound team in Amir, which was hard as hell.

[00:03:40] You can imagine in a startup that was like 99% inbound before then. Um, yeah. And then I left and started video with my co-founder Gavin. That's it. Right. Well, so a couple things I want to dig into. Right. So when you were at ch Robinson and when did you realize like, wow, there's still a lot that I have to learn and I'm maybe not as good as I thought I was when I, uh, this is bad.

[00:04:07] Right? So there's a. Franchise or chain court, um, Aldi, have you heard of them? I haven't. All right. So it's a European thing. There are massive, massive supermarket here compete with the big folks like Tescos, et cetera. Anyway, I I've been, I'll say pestering cause that's really what I was doing. It wasn't, it wasn't intelligent prospecting.

[00:04:28] I was just pestering. I didn't know much better. I was pestering this person to take a meeting with me. Finally. They did. I got in the car. I drove all the way down there to the warehouse. My manager couldn't come with me at the time. We should have, we should have postponed the meeting. To be honest. I, I, on reflection, I needed them.

[00:04:43] I went in there with the suit, the briefcase, you know, I had the hair and everything. I sat down and I, I just berated this poor guy for like 35, 40 minutes. I did. Where's the H Robinson check this out. This is what we do. Like here's every facet of our solution. Just, uh, thinking about it, remember it now I want to be sick.

[00:05:04] It was just, I didn't know any better. Right. It's very naive, but I gave him the full digest, like here's everything. And at the end of it, I was like, so can I get a load? Right? Can I get some free. I didn't say it to that effect, but it was basically me trying to close him off of bulgur all discovery. I didn't understand.

[00:05:21] Then isn't that business. I just talked at them. Um, and they were very polite. Hey, we'll be in touch. And I left the meeting. This is amazing. Ooh, drove home and called my friends. I've just met with Al de LA a couple of weeks go by and nothing's happened. I'm still waiting. So I'm following up, right? I'm pestering the hell out of, then I'm dropping notes with the gatekeeper.

[00:05:44] I'm sending hint direct messages. I'm cold calling them in the end. You have to turn around. And then they pretty much barked at me and said, um, I told you I will be back in touch. I can't remember the exact word, but it was something to the effect of this is too much. Uh, we're not going to do business with you, please.

[00:06:01] Don't contact. And that for me was like this massive eye-opener. I was like, holy shit. There was such a contrast, the feeling that I felt in that moment versus how I felt going through that process. Like I'm going through my sales process. This is great. I'm getting towards the end. Amazing little did I know I'd left him behind as the buyer.

[00:06:19] Miles ago. Yeah, that, that was an eye-opener for me. It says Robinson. And that's when I really started to try and align myself with people that I felt knew how to do it better in the company. And then the other big thing I'll make this quick. There's a fellow called Dan Oetiker. He was one of the us managers.

[00:06:36] He was brought over to Amir to run our Manchester branch. And he came in as this fresh face. New manager didn't know any of us. Right. Really looked at it from a clean slate and he gave me a book or is it, it is, this is the book that Dan gave me silver bullet selling, not the best book. Uh, decent, like really awesome for starting out lots of pictures, you know?

[00:07:00] Uh, but, but this, this was pretty transformative for me. This was just a taste of like, holy shit. You really think about this. There is a way to manage this process. There is a way to make a buyer feel included. There is a way to do this, that actually. It focuses on this mutual outcome is benefit, right?

[00:07:16] We're here to solve a problem. If one doesn't exist, that's fine. Let's move on. Um, but it, it really highlighted for me the importance of proper and effective discovery, consultation, qualification, all these bits that I feel like I kind of skimmed over, uh, before now, because I didn't really understand just how impactful it was.

[00:07:33] So this was. A missing piece. Dan was kind of like my fairy godfather. Um, and then, like I said, I caught the book. I bought a load of other books and put it into context. I was like 20, like 20, 21, 22 at this time, really the beginning of my journey. And then it went from there, you know? All right. So it's interesting, right?

[00:07:55] For you to probably. Follow the sales process that was sort of laid out in front of you, right? It's still, unfortunately, it's still very common that a lot of sales training is around product knowledge and features and logos and case studies and things about how awesome we are, which buyers typically don't care about.

[00:08:14] They don't give a shit. No, no. I mean, and they might, they might care provided solid for like 30 seconds, but that's it. Uh, I've always found that they care very little until they know that you care. Right. So it's not that all those things aren't relevant the way it actually is in the first instance, they're not relevant at all.

[00:08:32] Right. If Aldi tells me like, okay, this is the type of problem we have of all the 15 things I was going to talk about. This one thing might work for you. What do you think? Yeah. And so. And it's interesting too, that I think a lot of sellers can relate to that experience right? Where they leave a sales call feeling like, oh my gosh, that went great.

[00:08:57] I'm going to be a hero to my boss, mom, get the champagne. I'm coming home. As far as like, we've heard the stories, right? Like already spending the commission check right before they leave, where they get the sale. Right. And so. Um, and really just walking out, thinking it went well, when it actually went the exact opposite, didn't go well at all.

[00:09:23] And part of it is tough too, because a lot of buyers just don't want to be straight with you and say, Hey, well, From day one, this is not for us. They won't like, they probably knew in that moment. We're not, we're not, we're not buying from the sky 100% not happening. Yeah, exactly. I mean, there, you know, Kyle Coleman does this really well.

[00:09:45] He posts about it on LinkedIn a lot. He sends responses to STRs. He gives detailed feedback, right? He. That's his way of paying it forward. You know, he knows his shit. He's doing well and take some equipment it's to respond to somebody, but he knows just like I do now that it absolutely means the world to a young seller that doesn't know better, or else they're going to get that feedback from right.

[00:10:06] Not, not every management team, not every team that they work for is going to invest in them in that. Um, I literally got off a sales call today. If somebody's pitching me and after spending 20 minutes together, I told him right off the bat, Hey, this is not for me. And this is why. And they can take that feedback and maybe rethink of how they, you know, approach their sales process.

[00:10:31] They didn't, you know, it's, it's interesting. Some people like really will thank you. And like, oh, thank you so much. Really appreciate that. Um, and others are like, what just happened? Yeah. I thought it was going well. Right. And, and it's, I've, I've never been in that situation, given feedback, and it's been really poorly received.

[00:10:49] Um, I've got the impression that people just don't care sometimes that's fine. But for me, it's like, you know, what years ago? I like to think I take feedback really well. I like to think I really care. Um, the experience I'm offering people and I want to learn and build on it. I don't know. Maybe if they just said to me in that moment, here's why this is not for us.

[00:11:08] Would I have heard it? I don't know. I would have reflected on it over time. Like, it's taken me a few years to look back on that experience and really understand what happened and maybe like two, three years. And now I look back on it quite fondly, like what an experience to have had, what a learning to effect.

[00:11:24] Maybe I would've learned faster. They gave the feed. Maybe not. Yeah. Yeah. I find the biggest challenges. Most people don't want to be that person that gives you the feedback. Right. Cause they don't know how you're going to handle it. They, you know, we're human beings, right. So potentially, yeah. Most people don't want to create conflict or don't like conflict and they assume that that's going to create some sort of conflict, but also how many salespeople hear a bit of feedback and confuse that with.

[00:11:55] An objection that could be handled or should be handled. Right. I think it's, it's only three years of experience. And being in these situations that you start to discern the difference between this is someone genuinely pushing back. Offering me an objection that I can deal with it. I should be able to overcome the right, that I'll work around.

[00:12:13] Here's somebody that just like got honest feedback. They don't want anything to do with me, but they want to do me a favor. Like it can be hard to tell the difference. It's, it's definitely hard to find the right balance, right. Of like, is this an objection or a question or something that I need to maybe provide a little bit more clarity or explain better?

[00:12:32] Um, And I think it comes down to like really too, I talk about this a lot. Right? There's two types of not interested. Right. Not interested with a good reason, which is like, Hey, they're really not interested. Like leave them the F alone. Yeah. Or not interested because you know, they really just don't have enough information.

[00:12:52] Maybe they didn't fully understand the information. Maybe there's some confusion and those are usually, you know, reservations or questions that can be addressed. Yeah, exactly. The best way to get, um, to tell the difference between those two things is to equip the prospect with, uh, with quality information about how do I word this?

[00:13:14] If you just showed up in an inbox and said, Hey, I'm video. This is what we do. You should buy us, which is not too dissimilar from what a lot of people do. Um, it's very easy for a prospect to misunderstand that, or just not connect with it, period. Like I have no idea how this is relevant to me. Like go away.

[00:13:30] Right? What's that objection really worth. But if, if you can do your research, if you can show them that you care, you can put a bit of thought into your outreach and your approach. Well, no, here's why I approach it. Here's what you start to give them the component pieces then. Give you meaningful feedback?

[00:13:45] Well, it's interesting that you notice this about our business, actually. Here's why that's not relevant versus just, you just pitched me so hard. Like my default is go, go away. You know, there's an emphasis there on thoughtful outreach and equipping the buyer or the prospect with an understanding of. What are you actually doing?

[00:14:04] How does it relate to the business? That's the God honest work of an STI, you know? Yeah. I mean, you've got to show them that, like you have a good reason for reaching out in the first place. And that's where I think a lot of people do a really poor job is like, just because they're in this industry and they have this title.

[00:14:23] That's not a good reason for reaching out. No. Cause cause too many other people are doing that. Right. And then, and then from the prospect's perspective, it's oh, I'm being canvas again. I've got a lot of these messages recently. I'm just going to do what I did last time and just battered it away versus, huh?

[00:14:39] This really surprised me. There's an insight. I hadn't thought of they've done their work about me. They obviously care. I can trust them maybe a little bit more than the next person. Okay. I'll meaningfully engage, right? Whether that's moving forward or not meaningfully again. Yeah. And did you learn a lot of this, a lot of these things here that we're chatting about, um, with your, with your, your stand up, when you were leading a team or when you started the outbound team, where did you start to learn some of these things?

[00:15:07] It was a Google, really? It was my, the latter part of my tenure at ch Robinson. Um, I learned the hard way, and then when I moved to Google, I went there with like, okay, I am not going to mess this up. You know, I, for me, it was a very big deal to get that offer. I remember they said, Hey, uh, we want to make you an offer.

[00:15:24] And here it is. And I was like, yeah, except Don, I'll see you in a week. There was no negotiation. It was, it was, I just laid there handoff. Right. So I meticulously prepared and got my head into a space before I joined them. And it was at Google that I really started to experiment with. Uh, and test and report on and try and optimize some of these things.

[00:15:45] So, yeah, mainly at Google. Okay. And, um, you also mentioned that you had some, some mentors and some books, anything specific that really transformed the way that. Yeah. Yeah. I mean, so here's the first thing. Actually, I start with a mentor. Um, I had a mentor at Google cold. I taught, uh, sorry. I taught, um, yeah, uh, I talk almost Miguel and he works at a company called rapid now and every now and again, he still talks to me.

[00:16:16] Right. It's just this really awesome, genuine guy that he was a true mentor. He was my manager. But he was a mentor first and foremost, and we held the relationship long after he stopped managing me. Right. Um, I mean, he taught me a lot. He shared techniques and ideas with me. He, but more important than just sharing things with me and telling me what to do.

[00:16:37] He sat with me, you know, he let me do it. He watched me do it. He gave me in context, real time feedback. He made me feel heard, you know, and he, I felt like he kind of came on along with me on this journey of like sales discovery and honing my craft. Understanding what I could do better. There's no shortage of advice out there for salespeople.

[00:16:57] I go on LinkedIn and it's just littered with it. Some good, some bad fucking everywhere. Right? There's no shortage of problem is, is, is, it's not like some advice, some of it's good. Some of this is bad. Yes. But it's also, um, it's also based on their experience. Right? Right. And I think that's the biggest thing that most sellers don't realize.

[00:17:19] Well, your experience may not work for me. Right? I've got to test my own experience with things, you know, with what it is that I do with it. The people that I reach out to, with the methods that I use, the channels that I use. Um, and I think that a lot of people are looking for. No pun intended here. The silver bullet.

[00:17:38] Yeah. Yeah. But it doesn't exist. He's going to love that the offer is no, it doesn't, it doesn't exist. And that's, that's what I think. Some managers, they, they miss out on this, right. It's it's not about I'm the boss and here's how we're gonna do it. And railroad let's go like, for me, especially with SDRs or people that are more junior, but basically everyone, who's not a 20 year enterprise.

[00:18:00] Veteran, right. Um, they need a captain. They need someone to sit there with them in the trenches and, and learning context of the job they're doing. It's not enough to say like, oh, read this or go and do that. Or that was a training I taught going back to the point was awesome because every week we'd review what I'd done, he gives me actionable feedback.

[00:18:19] We'd go and try something new. And he gave me the courage and the motivation and like the security to, to do all that stuff. I definitely felt supported. They're in with him. So that was super impactful and right. Is feeling supportive and feeling like you have the freedom and the autonomy to be creative and like test new things on your own and look, call this ego, whatever.

[00:18:45] But back then I was, I was younger. And if you just walked up to me and said, Hey, by the way, you should do this. Like, I don't know you, where did that come from? I'm not sure about that. I tore understood that in order to get. Really like salient, impactful advice. You have to get close to the rep if you're close to their ways to meet them where they are.

[00:19:03] Right. Um, yeah, it'd be great if you just told her about what to do and they went and did it, but I was one of those. I was a bit still burned. I knew what I knew, but I, I wanted to learn. Right. And I understood that. In order to help me develop, we needed to trust each other. He spent a lot of time with me.

[00:19:19] I really appreciated it. The other thing say books, I've read a bunch of them. A lot of sales books, I find I like derivative of one, another sales. This might be a bit controversial that sales is sales. Right. And there are different ways to package it up, but the fundamentals are quite, quite similar. Um, yeah, this book for me is the book that I always go back to.

[00:19:40] So get real or let's not play, I mean, consultative selling book, right? Pick any one of them off the shelf, they kind of reads similar. I just know this one for me was just really, really consumable, really actionable, like very straightforward, easy to understand frameworks, like a clear methodology. This, this, I took with me into Google.

[00:20:01] This was like my, my Bible, you know, it's like dog-eared has lows and marks on it. My wife bought it me when I got my job. She wrote a little note in it. Cause she knows how much I was. She knew how much I cared about developing myself. And for a long time, this was like my sales roadmap. So that's the book.

[00:20:19] Cool. Very cool. So, all right. Let's let's um, you know, let's fast forward here just a little bit. When did you come up with the idea for, for video? And tell me about like the early days of kitten getting things started there. Okay, cool. So we came up, well, I'll start at the beginning and I'll try and make it quick.

[00:20:46] So at Intercom, one day, someone turned around to me and said, Hey, you know, you're, you're pretty good at prospecting. You're pretty good at managing these deals and closing them. Uh, can you, can you help us start outbound? Right. So as an a E I was asked to join a target team of folks and try and like launch the outbound motion.

[00:21:07] And it was fraught with challenge. It was very hard, but over a period of time, what I found with. Holy shit. Like video works media like created media, like not just personalization, relevance and form of tax, but like showing people cool shit. As superficial as that might sound, it really works. Like I used to go.

[00:21:26] And when I messaged Collin, I would go to Colin's website. I would edit some JavaScript. I put the Intercom messenger on there. I'd fake an account on the, on the backend. I dress it up like it was. Uh, like it was sales transformation and I would simulate like little workflows and chats and then I would create a video of that.

[00:21:47] And I would, I would use at the time I was using Wistia I'm video actually. And I'd say, yo, call in, like, I went to website, how did an idea, like, here's what I'm thinking. Does this ever happen to them or how we could approach it this way? And it was, it wasn't so much about what. Saying to them, it was more about the fact that I'd actually gone and done something.

[00:22:07] Right. I I'd gone a step further. I showed them that. Uh, that I cared. That whole thing would take me like 20 minutes to do didn't scale. You're actually mock up like a, their website using the tool. Yeah. Well, I go to that website and then I'd effectively put into calm on it. So it would look like it's their website, but with our messenger that right.

[00:22:29] And I might, I might put their name in the messenger. And I might like add that logo and I might actually simulate a color. I'll ask a friend like, Hey, can you just, can you just chat with me? I'm going to do this video. Can you chat with me at the same time? And then they'd see the messages come through and I do it to illustrate how we could help them with support or sales or whatever.

[00:22:47] It was really time consuming, but it really works. Holy shit. Yeah, this guy cares. He's not just canvassing or spamming me. So I got up in front of the company one day and I said, we're doing these things. We're experimenting within the starting to work. Um, if anybody out there, so this is like a show and tell every Friday you get up the, be a few hundred people watching and developers research.

[00:23:10] Salespeople as well. We would talk about what they were up to 30 minutes slot in total. And I got up and I shared this outbound motion with folks. If anyone can help, I would love to talk to you. And by help, I mean, like if we can scale this, you know, and then right after it, my, my now co-founder then senior engineering.

[00:23:30] Gavin ran over to me and he was like, holy shit. I think we can dial back the personalization just a little bit, but totally scaled that thing. It's like, Hey, let's, let's go. So we went out for drinks that night, um, oh, in the Intercom then CEO. Was that Gavin was like, Hey, look, check, check out. Did you see Will's presentation?

[00:23:51] Like we're going to work together. And he was like, cool story, bro. Go and do it. Then that's an important point that we were empowered to go and experiment and do it. And then for like the better part of two and a half, three years, Gavin and I worked on all sorts of crazy stuff. At Intercom creative gifts, videos helped support marketing, product, marketing activity, develop tools for the salespeople to use a little bit like video that you see today.

[00:24:18] And they all worked really nice. Some of it completely bombed, but we found things that worked really well. And then one day we looked at each other and said, we should, we should go and do a version of this for everybody else out there. The issue of response rate and the issue of paying STR. You know, a pretty penny to go and gather as a two, three, 4% response rate.

[00:24:38] It's just so wasteful and it's not their fault. Right? How do we help get more bang for buck in this space? How can we grab the attention of prospects and get them in touch with us? So then we went crazy. Okay. And so for folks that maybe aren't familiar, just tell them real quick, what is, what is video? Oh, okay.

[00:24:56] Of course they do mostly know what it is, but there's a lot of people listening. They're like the heck is we'll talk about it. Yeah. This sounds really nebulous, man. All right. So they do. Is there a way to immediately improve response rates and emails and messages that you're sending to prospects by including personalized gifts of yourself.

[00:25:18] So we give you. One of these cards, let you hold it. I've still got the O G card. You've got the . Here we go. You hold it up. Yeah. You record a video. Two seconds. You wave, you scratch your chin. You're like, ah, I've got an idea. Whatever the animation expression is, we turn it into a gift. You never need to record that gift again.

[00:25:41] And then we give you a tool to personalize the content on this card in like eight to 10 seconds. So. His here's the way to think about it. If you're reaching out to Colin and you've done your research and you know, Colin's hiring some more heads, right. And maybe you provide a software that can support them with that.

[00:25:59] So there's just right in the long email and maybe that nugget, right. The bit that says, I actually care about you call it. Maybe that's buried. You would put it in a gift and say like, holy shit, call him. You're hiring five heads. And then below that, you, you begin of. Yeah. So does that help? Yes. Yes. I think now.

[00:26:18] How do you, where do I find this? Right. So, um, I've been using video, I've used video to catch prospect's attention. I've used it to move deals forward, you know, because they're like, you know, you're at that like weird, you know, Following up again, stage, you know, I don't like to just follow up or just checking in, uh, but you know, sending those messages of like, Hey, what's going on?

[00:26:43] That we're moving forward here. Yeah. What did you think about that idea? Yeah. Yeah. So I like the, so I've used video for that to move deals forward. Um, send it to them in a text or an email or DM. Um, yeah. And so, yeah, we've used it to catch people attention and we've also used it, which is my personal favorite way to move deals forward.

[00:27:02] Yeah, and we cover all sorts, right? It's from SDR called prospecting inbound account management, customer success. I mean, I could bore you to detail with different use cases, but it's really the, the, that cold outreach that SDR team of five or more had sending per head 50 or more messages a day. It's these folks that we really want to help, you know, it's, they're the ones that have.

[00:27:25] Like video prospecting is great. Okay. And in many ways it's good sellers and prospects can get to understand who you are. Right. It, it develops empathy. Like nothing else really can, but it's only as valuable as the number of people that click on that down link and watch it. Okay. So if you're a seller and you spending like 2, 3, 4 minutes recording, and God forbid rerecording these videos and sending them.

[00:27:47] And you send them out to like, what 20 prospects? Two minutes apart, 40 minutes, if 10% of them watch it, like, you've just spent 40 minutes to get two videos watched and maybe they don't watch it the whole way through. And maybe only one of them responds to you. So it's this idea that there's something special about video.

[00:28:08] Communicates tone, authenticity. You get a flavor of my personality and I can highlight information. We want to offer that experience, but do it in a way that doesn't force someone to jump through a hoop, click a link when they opened the message. I say this, I probably shouldn't, but you cannot run. You cannot hide that gift will play immediately.

[00:28:28] And I say that right, because with great power comes great responsibility. You can make shit guess just like you can send shit emails. Yeah. It's so important to think about what you put on that card. The best way I describe it is put stuff on there that shows your prospect, that you actually care that you've done the honest work of an SDR and spent 10 minutes researching.

[00:28:49] That's it? Yeah. Yeah. And the great thing is, is like, I think, I think that still not enough people are using video. Right. But video is starting to become a little bit more common, um, to the point where it's not that different. Like, I don't know if we're quite there, but I think we're definitely getting there where video is like not, it's not standing out in a big way, as much as it used to where right now, Personalized gifts is a way to stand out.

[00:29:21] It's um, it's an interesting like shift in sentiment. I think it differs from industry to industry, right? So some, some spaces are a little bit more saturated with video as a prospecting tools than others. I'm sure there are certain industries that are like, oh, we've never had a video sent to us before.

[00:29:36] Holy crap. Seller's getting like an 80% response rate, you know, hitting their number note. No problem. Um, but for a lot of other folks, Yeah, it's it's diluted. There are people doing it already. So it's it's, this is important. We don't want to not send videos. It's called Vudu for a reason. It's not called Gifu.

[00:29:55] We will release a video product soon, but it's our belief, my belief that asking a prospect to watch a video upfront cold email. Hey, watch my video. That's kind of akin to saying, Hey, blah, blah, blah, book, a 30 minute meeting with me. Like who the fuck here? Why am I going to, I'm not gonna give you my time.

[00:30:12] I don't know you it's, it's the same thing. When you say, Hey, click on this link to watch this video. You've no idea if it was made for you. You have no idea what I sent it to a hundred people. You've no idea there's any value in it, but you know, wait 10 seconds for it to load, blah, blah, blah. I want to use, I do use video.

[00:30:27] I use Lumos. But I use it in kind of ways that you were describing for, to move deals forward, to follow up from meetings when I've earned the trust and the right to ask for a bit more of that time, because that's what we're doing with video. When I've done that, then I sent video because let's not bullshit.

[00:30:43] Each other. There is like, video is an amazing way to communicate. Just like face to face is like superior, you know, You just got to find ways to make it scale, find appropriate ways to use it, to get a good return. Cold prospecting. Not for me. All right. So you're, you're you're anti video. Well, on the first touch, there you go.

[00:31:04] Yeah, but you know what I say that, and like, if anyone's listening to this, they're going to call me up and I'm like, nah, you connect you with another LinkedIn. Well, and then you sent me a video. Nah. And if, if they've been listening for a while, they'll know, they'll know that I'm a, I'm a video first touch type of guy.

[00:31:20] Um, but specifically on LinkedIn. So we ran, I've ran an experiment before where it's like, Hey, send a personalized message, followed up by a video and then send no message. Yeah. First touchpoint video and the results were. Phenomenal. He didn't send, how did you record the video? Did you do it in the LinkedIn mobile app?

[00:31:44] I did not. We did, uh, did yard. Okay. Fair enough. Yep. It was right when they rolled out their LinkedIn integration. Yeah. And so we tested it for. Doing it each way. And we were booking three to five meetings a day, sending video in the first touch, but there's a lot of things that matter there. Like my profile performed extremely well in comparison to somebody else on my team.

[00:32:08] Right? How optimized your profile is, how much content you're putting on. Who you are, who you're targeting, what you do. Like all of those things, like that's my experience, right? So if somebody else goes and runs that same experiment and they're like, I got totally different results. It's possible. There's no silver bullet, right?

[00:32:25] There's no like video gifts, memes, videos, written tax notes, showing up in person calls, phone calls. I mean, there's a place for. All of it and the best sellers know how to use them appropriately with different personas in different industries. Like just the right time, but on a quick hot take for anyone listening, that's like, Ooh, video.

[00:32:45] I want to try it. The LinkedIn mobile app, you can record a video, send it. And then when the prospect receives it on linked. It's embedded in the message they can play and watch right there. And then with no redirect it's for me, that's how I do my videos mostly. Um, it's all about prospect experience. It's absolutely consumable frictionless and voice notes as well.

[00:33:06] Jesus' voice notes worked well for me. I love voice notes and I pretty much always use my podcast mic when I send voice notes. And I've had people say, how did you get the quality to sound so good on the voice notes? So sometimes I send like weird stuff. Like I'll get a sound effects board and I'll, I'll get a whole.

[00:33:26] and then I'll, I'll jump through with my message, like silly shit, you know, and then I can be really serious. Sometimes I'll get close to the mic and be like, Hey Colin, I got this idea and you gotta check it out. I think whatever you can do to be different and stand out. And it's not that sales is just a silly game about creativity and just like, you know, shallow personalization.

[00:33:50] No, it, no, it's not. It's about finding like medium and media that helps you amplify the work you've already done. I can get your attention, right. It might be the wrong type of attention, but I can, I can get your attention. Right. Um, we need to be thoughtful about what you do once you have it. When we need to be thoughtful at voice notes, video calls, email the whole lot.

[00:34:14] Um, there are ways to command attention. They won't thank you for it. You know, it's, it's really about the content you put out. Absolutely. Well, thank you so much. Where can people find out more about video and connect with you? All I could stuff they do.io it's free. So you can sign up for free. We've got this, a freemium model we're leaning into product led growth.

[00:34:39] We build and market and sell in a very public and open way. So if you want to join us on the journey, do you want to keep track of us? Sign up for free video? Daya, follow me on LinkedIn and yeah, man, we'll get we're building this together. So come check it out. We'll drop the links there in the show notes for everybody.

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