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How to build trust using client video success stories
- 1. It’s not the video, it’s the CONNECTION. Yasmin Nguyen, CEO
- 3. Why do your clients CHOOSE to work with you?
- 4. Until they feel comfortable, understand, and believe, they will not engage you!
- 6. Why is this important? Commodity vs Relationship Price Connection
- 7. Objectives Use client success videos as a tool to 1. Build these initial connections faster 2. While you are on vacation or asleep at night 3. Without you having to say a single word
- 8. People do business with those they K NOW L IKE T RUS T
- 9. ~ Charles H. Greene
- 10. KNOW How you can help them LIKE Who you are TRUST You will follow through
- 11. How do you fill each bucket? …to build that connection Credibility KNOW How you can help them Intimacy LIKE Who you are Reliability TRUST You will follow through
- 12. The Power of a Champion What if you could fill these buckets faster with less time? What if you didn’t have to fill the buckets yourself?
- 13. How do we do this? 1. Who? – Selecting your champions 2. What? – Guiding their message 3. How? – Capturing their genuine story
- 14. Who? – Selecting your champions 1. Does your target audience relate with them? 2. Are they well respected amongst their peers? 3. Did they experience results your audience is looking for? 4. Can they passionately share their experience?
- 15. What? – Guiding their message Testimonial vs Success Story Praise Connection
- 16. Powerful Client Success Story Challenges they experienced Why they chose you How you made a difference How you care Why recommend you
- 17. Client Success Story Formula Challenges they experienced Relate KNOW Why they chose you Decision KNOW How you made a difference Results TRUST How you care Why recommend you Care LIKE LIKE Advocate TRUST LIKE
- 18. How? – Capturing their story • Saying vs Sharing • Doing video vs using video • DIY vs your brand and client experience
- 19. Client Examples Kevin Joshi, Senior Vice President, Partner Josh Schweitz, Senior Vice President, Partner
- 20. How do I use these video stories? • Website • Email Signature • Proposals (client example) • Referral resource “Working for you 24/7”
- 21. How does it work? 1. Contact and hire us 2. Introduce is to your client 3. We coach and prepare your client 4. We professionally film, interview and edit 5. We deliver up to 5 videos
- 22. How are you filling your clients bucket? Like Connection
Editor's Notes
- Last night, I was in my living room racking my brain “How do I start off this talk at 8am when my audience has barely had any coffee”I came across an article by Jeremy Donovan who has been studying TED talks.How do the best people start off:Share a shocking statisticAsk a provocative questionShare a personal story
- Last night, I was in my living room racking my brain “How do I start off this talk at 8am when my audience has barely had any coffee”I came across an article by Jeremy Donovan who has been studying TED talks.How do the best people start off:Share a shocking statisticAsk a provocative questionShare a personal story
- There are hundreds of agents out there
- Until someone feelscomfortable enough with you,understands how you can help them,and believes that you will follow through, they will not contact you!Sometimes our marketing and website just isn’t enough.
- It really boils down to an emotional connectionStudies have shown that people make buying decisions based on emotions but justify them using logicWhy is this important, because video is a powerful tool to build that emotional connection.
- Why is this important?There are hundreds of agents out thereAre you in a commodity business or relationship? Decisions are based on
- What if I could show you a way to:Build these initial connections fasterWhile you are on vacation or asleep at nightWithout you having to say a single wordWould this be of value to you today?
- We here this a lot about Know Like and Trustbut today I am going to much drill deeper what it means and show you exactly how to DEMONSTRATE that to your audience.Know how this person can help them. Know that they are competent and experienced in addressing their needsLike who they are, their values, passionTrust that the do as they promise showing how they have helped others in a similar situationVideos has the ability to demonstrate all this at the same time
- Credibility has to do with the words we speak. In a sentence we might say, “I can trust what she says about intellectual property; she’s very credible on the subject.”Reliability has to do with actions. We might say, “If he says he’ll deliver the product tomorrow, I trust him, because he’s dependable.”Intimacy refers to the safety or security that we feel when entrusting someone with something. We might say, “I can trust her with that information; she’s never violated my confidentiality before, and she would never embarrass me.”Self-orientation refers to the person’s focus. In particular, whether the person’s focus is primarily on him or herself, or on the other person. We might say, “I can’t trust him on this deal — I don’t think he cares enough about me, he’s focused on what he gets out of it.” Or more commonly, “I don’t trust him — I think he’s too concerned about how he’s appearing, so he’s not really paying attention.”
- Credibility has to do with the words we speak. In a sentence we might say, “I can trust what she says about intellectual property; she’s very credible on the subject.”Reliability has to do with actions. We might say, “If he says he’ll deliver the product tomorrow, I trust him, because he’s dependable.”Intimacy refers to the safety or security that we feel when entrusting someone with something. We might say, “I can trust her with that information; she’s never violated my confidentiality before, and she would never embarrass me.”Self-orientation refers to the person’s focus. In particular, whether the person’s focus is primarily on him or herself, or on the other person. We might say, “I can’t trust him on this deal — I don’t think he cares enough about me, he’s focused on what he gets out of it.” Or more commonly, “I don’t trust him — I think he’s too concerned about how he’s appearing, so he’s not really paying attention.”
- What do I need to experience (hear, see, learn) to fill enough of each bucket to confidently take action?How do we fill these buckets this?To achieve a connection
- It’s so much more powerful to have one of you best clients share their experience than to have you talk about your credientials.
- It’s so much more powerful to have one of you best clients share their experience than to have you talk about your credientials.
- It’s so much more powerful to have one of you best clients share their experience than to have you talk about your credientials.
- Why is this important?There are hundreds of agents out thereAre you in a commodity business or relationship? Decisions are based on
- When it comes to trust it’s not just the stories we share but it’s the stories others share about use. A lot of times testimonials are about praise. Success stories are more meaningful connection.Example of Josh Schweitz x2
- When it comes to trust it’s not just the stories we share but it’s the stories others share about use. A lot of times testimonials are about praise. Success stories are more meaningful connection.Example of Josh Schweitz x2
- Saying vs Sharing – script, performingDoing video vs using videoAuthentic conversation – fear of being on camera
- Saying vs Sharing – script, performingDoing video vs using videoAuthentic conversation – fear of being on camera
- Saying vs Sharing – script, performingDoing video vs using videoAuthentic conversation – fear of being on camera
- Saying vs Sharing – script, performingDoing video vs using videoAuthentic conversation – fear of being on camera
- Last night, I was in my living room racking my brain “How do I start off this talk at 8am when my audience has barely had any coffee”I came across an article by Jeremy Donovan who has been studying TED talks.How do the best people start off:Share a shocking statisticAsk a provocative questionShare a personal story