IS20G14 - Video is the Endgame for your Competition: Video as a Part of your Process to get More Sales Conversations More Often - Shane Ryan, BombBomb
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Key Takeaways: How to put video as a part of the process in your CRM Unique strategies on how to use simple video to grab your prospects attention Use of Video in service to increase inventory and up sells Use of Video for out of state or out of area clients IS20G14 - Philadelphia, PA LIVE! Casino & Hotel January 11-13, 2022
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IS20G14 - Video is the Endgame for your Competition: Video as a Part of your Process to get More Sales Conversations More Often - Shane Ryan, BombBomb
- 1. Video is the Endgame for your Competition: Video as a part of your process to get more sales conversations more often. Shane N Ryan Enterprise Sales | BombBomb shane@bombbomb.com
- 2. Shane Ryan Father of two boys, Old Fashioned Connoisseur Over 10,000 Videos recorded Responsible for all of North America’s Auto Sales BombBomb Guide 2
- 3. The courage to be vulnerable is not about winning or losing, it’s about the courage to show up when you can’t predict or control the outcome. BRENE’ BROWN
- 4. Customer experience is your last, best differentiator. TheTakeaway: “Humanizing your brand experience is what will set you apart.”
- 5. BOMBBOMB | 5 “We are designed to empathize. It’s part of our essential nature. But in developed economies, we live in an environment that has become hostile to empathy. We hunger for it. We can’t get it from computers because that’s not what it is. It evolved in us as a human-to-human interaction. The opportunity for us to offer genuine empathy in an empathy-starved world is thus a chance to be truly valuable, to supply something that everyone wants and needs and isn’t getting enough of. That’s part of why employers are becoming so desperate to find it in employees. And we can do it in virtually any role that involves human interactions.” - Geoff Colvin (Senior Editor at Large, Fortune)
- 6. The Problems LACK OFTRUST (people love to buy, they don’t like being sold) LACK OF ATTENTION Digital pollution Buyers have the internet Sleezy salespersons INFORMATION OVERLOAD
- 7. Vulnerability builds trust Visual Realism, The Transparency Sale In sales, if we lead with our flaws, we disarm the brains resistance to being influenced. We become a human being, we build trust and the sales cycle speeds up. -TOM CAPONI, TheTransparency Sale
- 8. Dad
- 10. We must sell virtually.
- 12. Buyer expectations are heightened.
- 13. Humans break the sales funnel.
- 14. Humans can fix it.
- 16. Every email you send trains people to open or delete your next email. Every video you send trains people to watch or delete your next video. Every social message you send trains people to read or ignore your next message.
- 17. 17 The Sales Funnel (before commitment) Awareness: Does your community know you? Education: How do you support Buyers? Selection: How is the process? 17
- 18. 18 The Sales Funnel (after commitment) Onboarding: First 3mo Experience Impact: Did the Dealer Come Through? Growth: Referrals? Repeat Business? Service Upsell? 18
- 19. This is what we measure…. Awareness Education Selection Onboarding Impact Growth but what drives these outcomes?
- 20. Video Asynchronous Awareness Education Selection Impact Growth Onboarding (some) Causes of friction Lack of emotional impact Lack of clarity (complex subject matter) Lack of trust Anxiety and uncertainty Lack of attention Lack of priority
- 21. Awareness 1. EmotionalValue 2. InsightValue 3. TangibleValue
- 24. Education + Selection • Value videos
- 25. Selection
- 26. 1. Danger:What’s the danger?Why are you interested in this right now? What happens if you don’t do it? 2. Opportunity:What’s the opportunity for you if we do this right? 3. Strengths:What are you driving now that is working or not working? 4. Future: If we were to get together a year from now, what would need to happen for you to say…. FOUR QUESTIONS
- 27. 1. Do I like you? 2. Do you listen to me? 3. Do you make me feel important? 4. Do you get me? 5. Can I trust you? Five Subconscious Questions
- 28. Current Ideas?
- 29. Extended Conversations: 1. After Commitment 2. Their Friends and Family 3. Repeat Business 4. Service? Upsell? 5. Great Resignation
- 30. Any Questions?
- 31. ENJOY THIS SESSION? Post about it on Social Media using the hashtag #IS20G! Share some love for your favorite speaker! Video is the Endgame for your Competition: Video as a part of your process to get more sales conversations more often. Shane N Ryan Enterprise Sales | BombBomb shane@bombbomb.com txt: 719-314-8834
- 32. Just don’t do this
- 33. shane@BombBomb.com BombBomb.com/Book Learn more about Human-Centered Communication Meet and connect with all 11 experts THANK YOU AGAIN!!!
Editor's Notes
- That feature, innovation – product parity and hyper competiton It’s Your people, in more places more often. How do we do that? Through Video
- I believe that empathy is the fuel that will make your funnel go. It's hard to measure. You can empathize across the entire funnel.
- The study revealed that a product actually sells better when it has a 4.2-4.5 rating, rather than a 5.0. After researching the reasons why, I came across all kinds of brain science to explain it. It turns out that imperfect actually wins in the consumer’s eyes as they want to know you aren’t hiding something.” The neuroscience says yes ”In sales, if we lead with our flaws, we disarm the brains resistance to being influenced. We become a human being, we build trust and the sales cycle speeds up
- Messenger
- emotionally impoverished and visually impoverished. How we say something is equal or more important than what exactly we are saying. What we are looking to and as we have done for a milenia. Servive and thrive, who to trust, etc.
- Anyone evaluate or were evaluated over an 8 email exchange? That’s how sales reps work
- Increasingly polluted. It’s difficult to get attention, more expensive to get attention, harder to build trust, trust is fragile
- Comparisons – Netflix, Amazon, Apple
- human connection breaks the sales funnel, lack of trust, too much automation, not enough personal connection We are mistreating the opportunity we have. The removal of the human….
- And the good news – BB can help BombBomb is a video messaging platform that puts your people back into the sales funnel to fix points of friction or failure.
- We all think we want more attention. - Attention is the currency of sales When we fail to deliver on someone’s investment, we wind up here and could be stuck here forever. It’s not only humans but the machines are filtering – appeal to the mind and the algorithm Emotional Value, Insight Value, Tangible Value
- Today, helping people achieve their immediate goals is the only way to break through the noise and motivate consumers to act.” \ Stop treating your messages as moments that don’t matter.
- Awareness, discovery, eval, intent, purchase Awareness, Interest, Decision, Action Impact Journey I have an issue impacting our business There are solutions that help with the right impact This company can help us achieve impact
- Delivered on time within budget as promised The impact is being achieved Who else can benefit from impact
- But what drives the results? An opportune email? The right tools? Systems, Video? 1000-2000 prospects Is the answer more email, more calls? What is the counter impact? So besides more calls - what are the drivers? Why do people differ with the same process and same tools? It’s the immeasurables, the intangibles, the reason you hired that person. It’s the magic that is a transfer of emotion. What are the immeasurables? Trust Rapport, F2F time?, timing (priority), clarity of message Impact Journey - Emotional and rational impact HOW CAN YOU CREATE MORE MOMENTS THAT MATTER?
- INTENTIONAL How do I know where my MoM are? Where are the points of FRICTION and FAILURE in your funnel. Complexity, Emotion, Personal Connection is important The deficiencies of your funnel come down to the lack of emotional drivers that lead to the logical justifications of those feelings
- INTENTIONAL How do I know where my MoM are? Where are the points of FRICTION and FAILURE in your funnel. Complexity, Emotion, Personal Connection is important – NOT just when you need attention The deficiencies of your funnel come down to the lack of emotional drivers that lead to the logical justifications of those feelings
- Dan Sullivan founder of the Strategic Coach Initial meeting 1. People buy on priority
- Emotional, Insight, or Tangible - Before someone does business with you they need to answer these questions. Can you get yes’ from one zoom meeting? Or would you be better off with 5 mini meetings? Insert your people
- Emotional, Insight, or Tangible - Before someone does business with you they need to answer these questions. Can you get yes’ from one zoom meeting? Or would you be better off with 5 mini meetings? Insert your people
- emotionally impoverished and visually impoverished. How we say something is equal or more important than what exactly we are saying. What we are looking to and as we have done for a milenia. Servive and thrive, who to trust, etc.