Cover image for rehumanize YOUR BUSINESS : How Personal Videos Accelerate Sales and Improve Customer Experience
Title:
rehumanize YOUR BUSINESS : How Personal Videos Accelerate Sales and Improve Customer Experience
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Physical Description:
xxi, 201 pages : illustrations ; 24 cm.
ISBN:
9781119576266
Abstract:
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.

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30000010372262 HF5415.1265 B48 2019 Open Access Book Book
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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

Acknowledgmentsp. xiii
About the Authorsp. xv
Introductionp. xvii
Part 1 Why It's Time to Rehumanize Your Business
Chapter 1 The New Way to Communicate, Connect, and Convertp. 3
A Simple Video Makes a Big Differencep. 6
Video for Relationships., Not Just for Marketingp. 11
It's Like We've Already Metp. 13
Video Makes You More Familiar and Approachablep. 14
The Numbers: Video Email versus Traditional Emailp. 15
The Stats, Claims, and Hype to Ignorep. 20
The One Question to Ask Yourselfp. 22
Chapter 2 Email: The Indispensable, Broken Toolp. 23
"You've Got Mail"p. 23
Alternatives to Emailp. 25
The Indispensable Toolp. 27
The Problem of (Over)crafting Your Emailsp. 28
So, Emojis?p. 30
Repairing Emailp. 31
Chapter 3 Video: The Personal, Rehumanizing Toolp. 32
Relationships Are the Whole Pointp. 32
Millennia of Human Brain Trainingp. 34
Our Faces Speak the Same Languagep. 36
Talking with Your Handsp. 39
The Warmth of Your Smilep. 41
Outsmarting Our Mental Shortcutsp. 42
Chapter 4 Six Signs This New Approach Is for You and Your Businessp. 46
Sign 1 You Teach, Train, Sell, or Servep. 47
Sign 2 You Drive Opportunities Toward Face-to-Face Meetingsp. 48
Sign 3 You Want to Improve Customer Experiencep. 49
Sign 4 You Risk Disintermediation by Web Apps, Tools, and Automationsp. 51
Sign 5 You Benefit from Word of Mouthp. 52
Sign 6 You Win More Opportunities Face to Facep. 54
Six Signs That You Need Personal Videop. 55
Part 2 When to Re humanize with Video
Chapter 5 Nine Stones of Sales Acceleration and Better Customer Experiencep. 59
Author Dan Pink and Professor Dan Smithp. 61
The Most Important Sound in Any Languagep. 62
Leadership, Video, and the Handwritten Motep. 65
Appreciation You Can Feelp. 66
More Sales Replies and Fewer Support Repliesp. 68
Even More Success in Customer Successp. 70
The First Salesperson to Send 10,000 Videosp. 73
A Sales Team That's Sent 10,000 Videosp. 74
Personal Touch, Faster Conversion, and More Referralsp. 76
It's Not About the Videop. 77
Chapter 6 Ten Times to Use Video Instead of Plain, Typed-Out Textp. 78
Top 10 Times Video Says It Betterp. 78
When Not to Send Videop. 95
Part 3 How to Record and Send Videos
Chapter 7 Sending Video in Emails, Text Messages, and Social Messagesp. 99
Three Ways to Send Video in Emailp. 99
Screen Recordingp. 107
Sending Videos by Text Messagesp. 108
Sending Videos in Social Messagesp. 110
Delivery, Filters, and Firewallsp. 112
The Video Viewing Experiencep. 114
Face to Face in Any Channelp. 115
Chapter 8 Why You're Not Sending Video and How to Get Comfortable on Camerap. 116
Why We Stop "Doing Video" Before We Even Startp. 117
You Look (and Sound) Greatp. 118
You Know What to Sayp. 121
Your Process Results From Executionp. 126
Seven Tips for Better Videosp. 128
You're Not Alonep. 130
Chapter 9 The Salesperson's Guide to Video Camerasp. 132
Video Camera Tipsp. 133
Video Setup Tipsp. 140
The Right Tool for the Right Jobp. 144
Part 4 Improving Video Results
Chapter 10 How to Get More Opens, Plays, and Repliesp. 147
Top Reasons for Video Email Underperformancep. 147
How to Get More Email Opensp. 150
How to Get More Video Playsp. 153
How to Keep People Engaged in Your Videosp. 154
How to increase Your Reply Ratep. 155
Tips for Prospecting with Videop. 158
Chapter 11 So, You Sent a Video ... Now What?p. 163
How Tracking Helps You Follow Up More Effectivelyp. 164
Whet to Do if Your Video Email Didn't Get Openedp. 164
What to Do If Your Video Didn't Get Playedp. 166
What to Dc If You Didn't Get a Replyp. 169
Multiple Views, Latent Demand, and Long-Term Follow-Upp. 171
Now What? That's What!p. 174
Chapter 12 Where Rehumanization Is Now and Where It's Headedp. 175
More Effective and More Satisfying Workp. 176
The Soft Edgep. 178
The State of the Movementp. 179
Measuring More Than Opens, Plays, and Repliesp. 182
Your Next Stepsp. 183
Rehumanize Your Communication and Your Businessp. 185
Notesp. 186
Indexp. 193