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Library | Item Barcode | Call Number | Material Type | Item Category 1 | Status |
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Searching... | 30000010372262 | HF5415.1265 B48 2019 | Open Access Book | Book | Searching... |
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Summary
Summary
Accelerate sales and improve customer experience
Every day, most working professionals entrust their most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. It's easy to point to the sheer volume of emails, text messages, voicemails, and even social messaging as the problem that reduces our reply rates and diminishes our effectiveness. But the faceless nature of that communication is also to blame.
Rehumanize Your Business explains how to dramatically improve relationships and results with your customers, prospects, employees, and recruits by adding personal videos to emails, text messages, and social messages. It explains the what, why, and how behind this new movement toward simple, authentic videos--and when to replace some of your plain, typed-out communication with webcam and smartphone recordings.
* Restore face-to-face communication for clarity and connection
* Add a personal, human touch to your emails and other messages
* Meet people who've sent thousands of videos
* Learn to implement your own video habit in an easy, time-saving way
* Boost your replies, appointments, conversion, referrals, and results dramatically
If you're ready to influence, teach, sell, or serve in a more personal way, Rehumanize Your Business is your guide.
Author Notes
ETHAN BEUTE is VP of Marketing at BombBomb. He's collected and told personal video success stories in hundreds of blog posts, in dozens of webinars, podcasts, and stage presentations, and in countless conversations. He led marketing inside local television stations in Chicago, Grand Rapids, and Colorado Springs.
STEPHEN PACINELLI is the CMO at BombBomb. For nearly a decade, he's implemented personal video within multiple sales teams. Pacinelli was a National Sales Manager, Vice President of Events, and National Speaker for Realtor.com. He's delivered presentations to more than 1,000 audiences.
Table of Contents
Acknowledgments | p. xiii |
About the Authors | p. xv |
Introduction | p. xvii |
Part 1 Why It's Time to Rehumanize Your Business | |
Chapter 1 The New Way to Communicate, Connect, and Convert | p. 3 |
A Simple Video Makes a Big Difference | p. 6 |
Video for Relationships., Not Just for Marketing | p. 11 |
It's Like We've Already Met | p. 13 |
Video Makes You More Familiar and Approachable | p. 14 |
The Numbers: Video Email versus Traditional Email | p. 15 |
The Stats, Claims, and Hype to Ignore | p. 20 |
The One Question to Ask Yourself | p. 22 |
Chapter 2 Email: The Indispensable, Broken Tool | p. 23 |
"You've Got Mail" | p. 23 |
Alternatives to Email | p. 25 |
The Indispensable Tool | p. 27 |
The Problem of (Over)crafting Your Emails | p. 28 |
So, Emojis? | p. 30 |
Repairing Email | p. 31 |
Chapter 3 Video: The Personal, Rehumanizing Tool | p. 32 |
Relationships Are the Whole Point | p. 32 |
Millennia of Human Brain Training | p. 34 |
Our Faces Speak the Same Language | p. 36 |
Talking with Your Hands | p. 39 |
The Warmth of Your Smile | p. 41 |
Outsmarting Our Mental Shortcuts | p. 42 |
Chapter 4 Six Signs This New Approach Is for You and Your Business | p. 46 |
Sign 1 You Teach, Train, Sell, or Serve | p. 47 |
Sign 2 You Drive Opportunities Toward Face-to-Face Meetings | p. 48 |
Sign 3 You Want to Improve Customer Experience | p. 49 |
Sign 4 You Risk Disintermediation by Web Apps, Tools, and Automations | p. 51 |
Sign 5 You Benefit from Word of Mouth | p. 52 |
Sign 6 You Win More Opportunities Face to Face | p. 54 |
Six Signs That You Need Personal Video | p. 55 |
Part 2 When to Re humanize with Video | |
Chapter 5 Nine Stones of Sales Acceleration and Better Customer Experience | p. 59 |
Author Dan Pink and Professor Dan Smith | p. 61 |
The Most Important Sound in Any Language | p. 62 |
Leadership, Video, and the Handwritten Mote | p. 65 |
Appreciation You Can Feel | p. 66 |
More Sales Replies and Fewer Support Replies | p. 68 |
Even More Success in Customer Success | p. 70 |
The First Salesperson to Send 10,000 Videos | p. 73 |
A Sales Team That's Sent 10,000 Videos | p. 74 |
Personal Touch, Faster Conversion, and More Referrals | p. 76 |
It's Not About the Video | p. 77 |
Chapter 6 Ten Times to Use Video Instead of Plain, Typed-Out Text | p. 78 |
Top 10 Times Video Says It Better | p. 78 |
When Not to Send Video | p. 95 |
Part 3 How to Record and Send Videos | |
Chapter 7 Sending Video in Emails, Text Messages, and Social Messages | p. 99 |
Three Ways to Send Video in Email | p. 99 |
Screen Recording | p. 107 |
Sending Videos by Text Messages | p. 108 |
Sending Videos in Social Messages | p. 110 |
Delivery, Filters, and Firewalls | p. 112 |
The Video Viewing Experience | p. 114 |
Face to Face in Any Channel | p. 115 |
Chapter 8 Why You're Not Sending Video and How to Get Comfortable on Camera | p. 116 |
Why We Stop "Doing Video" Before We Even Start | p. 117 |
You Look (and Sound) Great | p. 118 |
You Know What to Say | p. 121 |
Your Process Results From Execution | p. 126 |
Seven Tips for Better Videos | p. 128 |
You're Not Alone | p. 130 |
Chapter 9 The Salesperson's Guide to Video Cameras | p. 132 |
Video Camera Tips | p. 133 |
Video Setup Tips | p. 140 |
The Right Tool for the Right Job | p. 144 |
Part 4 Improving Video Results | |
Chapter 10 How to Get More Opens, Plays, and Replies | p. 147 |
Top Reasons for Video Email Underperformance | p. 147 |
How to Get More Email Opens | p. 150 |
How to Get More Video Plays | p. 153 |
How to Keep People Engaged in Your Videos | p. 154 |
How to increase Your Reply Rate | p. 155 |
Tips for Prospecting with Video | p. 158 |
Chapter 11 So, You Sent a Video ... Now What? | p. 163 |
How Tracking Helps You Follow Up More Effectively | p. 164 |
Whet to Do if Your Video Email Didn't Get Opened | p. 164 |
What to Do If Your Video Didn't Get Played | p. 166 |
What to Dc If You Didn't Get a Reply | p. 169 |
Multiple Views, Latent Demand, and Long-Term Follow-Up | p. 171 |
Now What? That's What! | p. 174 |
Chapter 12 Where Rehumanization Is Now and Where It's Headed | p. 175 |
More Effective and More Satisfying Work | p. 176 |
The Soft Edge | p. 178 |
The State of the Movement | p. 179 |
Measuring More Than Opens, Plays, and Replies | p. 182 |
Your Next Steps | p. 183 |
Rehumanize Your Communication and Your Business | p. 185 |
Notes | p. 186 |
Index | p. 193 |