The Digital Handshake™ is a simple way to mimic the time-proven method of shaking someone's hand to begin a relationship and it’s rapidly becoming standard sales etiquette. We designed the Digital Handshake™ as a way to bridge that gap and accelerate trust in the sales process. The Digital Handshake™ involves sending a video (of you) after a first sales call, so the potential client can put a face to your name. The video can be a one-off or an evergreen video that you can re-use. This video can be embedded in a web page or, for a more personal touch, delivered as a video email.

1. VIDEO FOR SALES PROS
HANDSHAKE™
DIGITAL
HOW TO TURN TEDIOUS FOLLOW-UP
INTO CLOSING CONVERSATION

2. DESIGNED FOR SALES PROS WORKING A
PIPELINE OF WEB AND PHONE LEADS
VIDEO FOR SALES PROS

3. REGULAR EMAIL DIGITAL HANDSHAKE™
VIDEO FOR SALES PROS
Summary of phone call.
marketing@sale…
info@something…
buyitnow@borin…
marketing@sale…
marketing@sale…
stuff@salenetw…
marketing@sale…
opportunity@sa…
Summary of phone call.
John Smith (marketing@business.com)
Summary of phone call.
Dear Tom,
Great to speak to you today. I want to send you some
info and recap our call.
Please let me know if you have any questions.
Best regards,
John
marketing@sale…
info@something…
buyitnow@borin…
marketing@sale…
marketing@sale…
stuff@salenetw…
marketing@sale…
opportunity@sa…
ARCHIVE
Summary of phone call.
John Smith (marketing@business.com)
Summary of phone call.
Dear Tom,
Great to speak to you today. I want to send you some
info and recap our call.
Please let me know if you have any questions.
Best regards,
John
marketing@sale…
info@something…
buyitnow@borin…
marketing@sale…
marketing@sale…
stuff@salenetw…
marketing@sale…
opportunity@sa…
WOW!

4. VIDEO FOR SALES PROS
HIGH
TRUST
SALES TIME
SALES TIME
LOW
TRUST
+
+
=
=

5. DEALS TODAYDEALS TODAY
0 4 0 7
I follow up
phone calls
with regular
email.
VIDEO FOR SALES PROS
I follow up
phone calls
with the Digital
Handshake™
.

6. VIDEO FOR SALES PROS
PERSONAL MESSAGE
CORPORATE MESSAGE
BROAD
FOCUS
CLOSING
PROBABILITY
0%
CLOSING
PROBABILITY
100%
NARROW
FOCUSDIGITAL HANDSHAKE™
REGULAR EMAIL

7. VIDEO FOR SALES PROS
CLOSING RATIO DAYS TO CLOSE
REGULAR EMAIL
(BASELINE)
DIGITAL
HANDSHAKE™
35%
INCREASE
60%
DECREASE
REGULAR EMAIL
(17 DAYS)
DIGITAL HANDSHAKE™
(6.5 DAYS)
Independent Case Study
1,361 Leads Tracked Over 13.5 Months

8. VIDEO FOR SALES PROS
COMPLEX SIMPLE

9. VIDEO FOR SALES PROS
A
B
C
D
A. Webcam D. MicrophoneB. Ring Light C. Stand/Tripod

10. VIDEO FOR SALES PROS
NINE BUILDING BLOCKS
WHAT YOU SAY1
HOW YOU LOOK2
FRAMING
WARDROBE
GROOMING
STAGINGPROPS
POSTURE
HEAD VS HEART ENERGY LEVELS
SCRIPTLESS
SCRIPTING
™

11. WHAT YOU SAY
HOWYOULOOK
VIDEO FOR SALES PROS
DEALS

12. PRIME, TIME, READY
VIDEO FOR SALES PROS

13. SNAP MESSAGE SUMMARY
CALL TO
ACTION
VIDEO FOR SALES PROS
1 WHAT YOU SAY

14. Tell them why
they should watch
in the first 10s
“Ad lib” around
one-word
bullet points
Reiterate the
key takeaways
1:000:00
Logical next step
in the sales
process[ ][ ][ ] [ ]
SNAP MESSAGE SUMMARY
CALL
TO ACTION
SCRIPTLESS SCRIPTING
™
VIDEO FOR SALES PROS

15. HEAD VS. HEART
VIDEO FOR SALES PROS

16. ENERGY LEVELS
VIDEO FOR SALES PROS
1 10
2
3
4
5 6
7
8
9
120%

17. CERTIFICATE 2.4
2 HOW YOU LOOK
VIDEO FOR SALES PROS

18. FRAMING
VS.
TALKING TO YOU
INVITE INTO SCENE
COMFORTABLE
TALKING AT YOU
NO IDENTITY
AWKWARD
VIDEO FOR SALES PROS

19. POSTURE
AWARENESS
RECALIBRATE
1
2
VIDEO FOR SALES PROS

20. GROOMING
VIDEO FOR SALES PROS

21. CERTIFICATE
2.4
PROPS
BENEFIT #1
BENEFIT #2
BENEFIT #3
VIDEO FOR SALES PROS

22. VIDEO FOR SALES PROS
WARDROBE
AVOID

23. STAGING
VIDEO FOR SALES PROS
YOUR WEBSITE

24. VIDEO FOR SALES PROS
SUMMARY
WHAT YOU SAY1
HOW YOU LOOK2
FRAMING
WARDROBE
GROOMING
STAGINGPROPS
POSTURE
HEAD VS HEART ENERGY LEVELS
SCRIPTLESS
SCRIPTING™

25. WHAT YOU SAY
HOWYOULOOK
VIDEO FOR SALES PROS
DEALS

26. REC
PRIME, TIME, READY
VIDEO FOR SALES PROS

27. GET YOUR HANDSHAKE ON!
SALES
TIMESALES
TIME
VIDEO FOR SALES PROS