Well, hello to Jess and hello to all
the folks joining us here. Yes,
I got everyone kind of chatting
if they're free pro teams
user just so I know for my presentation,
but amazing.
Well, I wasn't sure if you were gonna kick things
off early, but we ran a couple of minutes late
because there was just so much goodness
talking to Richard about how to drive
adoption within teams. But you'll be happy to know
Jets. That one of the final questions was,
you know, there's people on the team who just,
they, they feel it takes too much time to make videos
and inefficient. And so
that's really where they're struggling with adoption. And of
course, that's what we're here to talk about
how you can break
Jess's record of 1400 custom
videos in a year.
Um So welcome folks to this session if
you haven't met me yet. I'm Tylo VP
Marketing here at Vidyard and I'm so thrilled
to have uh Jessica Blu
from our own Vineyard sales
team to speak from her experience about how
to fail your use of personalized videos
and absolutely crush it, whether
you are prospecting or using it in
other cases throughout the
sale cycle.
Yeah. So Jess, I think we've got a great audience
here. Most folks have hopped back over so
I'll pass it back over to you to pick things up.
Yeah, sounds good. So, just a quick introduction
here. Um Like I said, Jessica Bor Luci,
I'm one of the account executives here. Uh Just
to give you some perspective though. I am a full
sale cycle A E so I'm
prospecting. I'm managing inbounds.
I'm doing demos where I need to do follow ups
for champions. I even do
best practices sessions which you'll get to experience
just a little bit of what I do with my current customers
today. And of course, just
if you have any questions, I'm here to answer those
or my colleagues are in the chat as well.
Um Just to kick things off though, I
wanna talk about the preparation
that it first takes for
you to create videos because
like Tyler mentioned, so it can seem a little
overwhelming on how to even hop on a camera
and put like your face to the name.
You wanna make sure you are doing the prep work
when it comes to prospecting or
proposal follow ups or even just if they're
throughout your entire pipeline, you need
to answer questions. You really want to make sure that that video
is gonna be impactful and get
you that information to your
prospect, your client as quickly
as possible. So the very first thing
I always like to recommend and if we're talking
about video creation, easiest
thing everyone can do is just block off
an hour in your day. It sounds simple.
But if people can see that you're like
making videos, they'll most likely not disturb
you for at least an hour, um, when it
comes to prospecting as well, make sure you're researching
the company. Right. We need to know if there's any
recent linkedin articles that you can resonate
with if they've recently been promoted
or employed somewhere else, also
potentially find if there
is a solution or a fit for your product
versus their product, right?
So you really want to make sure that in here
they're just popping them up on the screen for me as well.
Perfect. You really wanna make sure that going
into this in your video, you're gonna be able
to provide some type of value proposition
that's going to make them want to book a time with
you. And biggest thing as
well is once you're done all your research,
right? You've blocked your time off. I actually
suggest creating all of your videos
first. And that's because
you kind of get in this natural flow
state of what you're saying throughout your videos.
So like, and I'll get into this tips
uh in a second, but like you are going
through like, hey, this is my name, this is why I'm reaching
out, this is why we should schedule some time and
it just goes back to back to back to back versus
research, create a video, edit
your the text of your email and then send
it out research, create a video, it
almost breaks up your day. And for me,
I like to be like research, do all
my videos, do all my emails. So that's my biggest
tip when it comes to actually creating
and setting yourself up to create those
effective videos and then when
it actually comes to creating a video.
So we're gonna jump into a little bit of a screen
share here
and let me know just
in the chat if everything looks
good
and then I'm sharing the right screen because I work off
dual monitors.
OK? Perfect. Yeah, looks good. Everyone can
see that free screen and web
recording. OK? So it did look
like a majority of people were kind of in the business
plan but also free in pro users. If
you are not already using our Chrome
extension, I believe my
colleague will put this in the link for you, but it's
free to download. And the best part about
this is that it allows you to record from any
screen that you're on. There are certain
situations where maybe a website might
have a blocker or some type of firewall
that prevents the chrome extension from recording
over it.
So there's a desktop app. So depending
on if you're using a I OS device
or a Windows, just go right into our knowledge
base. You're gonna be able to find which
um version you need to download and then you can
just use our desktop app to record over
those one off situations. But like
I said, nine out of 10 times, you're gonna be recording
over your Chrome extension.
Now,
when it comes to recording, I am just
going to use this one
really quickly. So I'm gonna hit my chromic search
and feel free to follow along as well.
You'll notice the very first thing too if
you are a free user and you are setting
or you're setting up for the first time, these
might be disabled. So just check with your it
team on how to get those actually enabled.
Now, quick thing here when I hit
start recording, if you're
like me, you 1000 tabs open
at any given moment. So to make
this more aesthetically pleasing, if that
is your vibe, um You can always just
select what tab you want to record
over or if you're doing a multi,
like multiple tabs or a presentation,
you can always just do your entire screen. So
for the purpose, I'm just gonna show you how I'm gonna record
over just this single tab. So first
things first you get a countdown, the first three
seconds is what creates that gift. So I like
to open and close my hands. I
like to wave. I also like to
use this app and I'm gonna go on my phone right now.
I'm not looking down for no reason
if anyone has an iphone
you can actually use, make it big
free to download. All you to do is type
the prospect's name in, shake your
phone and then it will start flashing. So that creates
a really cool animated GIF and you can notice
here how I'm backwards but then
correct on my chrome extension. And
that's because I've disabled the mirror setting.
So just under I'll hit stop recording
really quickly
under the settings option. There is that
mm camera here, just make sure you
disable that whenever you're writing on a whiteboard
or like I said, using that, that make it big
app. So that's a great way to personalize
it, but also create that movement within the inbox.
I'm just gonna go record one more time because
I want to show you some other areas.
So countdown, like I said, use your
phone, open your hands, weave whatever
you wanna do
quick things to call out. So the bubble,
the bubble is in a large
or small mode and
you can move it all over your screen. So if you ever feel
like you're in the way, feel free to just
scoot yourself over here, whatever it is,
right? We also have an awesome drawing
tool. So I love to use this in
proposal followups. Let's say
I'm passing over a video to my,
one of my champions. I like to be like, hey, this
is your pricing. Um This is the customer
story that you requested for. This is your value
on that investment of Vineyard Xyz,
right? Feel free to just draw, it just
disappears within a couple of seconds. You
can change the color, you can change the thickness.
So that's really all you can do
as you're recording. But once again, we don't want
you doing any crazy editing because from an
efficiency lens, we want you to create
a video, send it out, be
done with it, move on to that next one. So
even just to bring up the point about
uh Tyler's first thing about
how long a video should really create. Um
And that's where a lot of people have a little bit of hesitations
on creating videos. It shouldn't take any more
than a minute and a half and that is even
a stretch. So
when it comes to creating a video, you
just want to create 30 to 45 seconds
edit the name of the video. So you can see here
it defaults to vid yard recording. I'm
gonna change this to Jessica click
play.
That's the only editing that really should happen
when you're doing a prospecting video in the situation
where you might be doing a proposal video. I really
like adding chapters and I'll show
you what that looks like.
Um Just give me one second here.
I'm gonna pull up a different screen and use
one of our
customers really quickly.
Any, uh, anyone want to throw in the chat
here, if you're using it from a proposal,
follow up standpoint,
or if it's mainly from prospecting just while I'm
getting this tab open.
Yes. Atrocious handwriting. Yeah. After
doing a few videos where you
are writing the person's name on a whiteboard,
make it big will certainly come in handy.
Ok. I'm just pulling up chapters here.
So in regards to chapters and I'll show
you where you can do this on the editing page in just
a second.
So this is a great
use case of how a longer
length video because there always is a time and
place when you're doing a proposal follow
up uh anything where there's a frequently
asked question and you really need to get a lot of
information to them. But what you wanna do in the
shortest amount of time,
the best way is to add chapters to those videos.
So mine, this is an hour long webinar. This
is more from a marketing angle, but from a sales
angle angle, you can still do this for proposal followups.
So what you'll see down here are these little milestones
and it's more or less just a change in their topic, right?
So it's a great way that you can
have them go to a direct
section of your web of the video in case
they don't need to revisit something again
and where you can actually do that and
I will just go in here really quickly
is under the editing page. This is the only
other editing that you really should be doing from a sales angle
because you can add those chapters. Now, it is
very manual to add, but
I promise you it will go a long way because
you're gonna be able to see the level
of engagement right from the business standpoint.
If you with our business package, the level
of engagement. So it's a great way to add those
chapters on those longer length videos. So
from a prospecting angle just to quickly summarize
and actually, I'm gonna stop sharing here and
then if you can go to the slide
deck where it says my tips and tricks, that
would be great.
Um because I just want to summarize everything. Perfect.
Thanks. So that 30 to 45 seconds.
That's really just for that first or second
prospecting video as you start
building trust and rapport with these individuals,
that's where the videos can get a little bit longer. So
a proposal follow up anywhere between three
and four minutes, but like I suggest definitely
add those chapters, personalizing
the title of the video. This is a great way
because you can just put their name. It doesn't have to be a
long extravagant sentence or if it's
a proposal add the word proposal
um video just going to that second
bullet point something we haven't touched on. Not
something you have to add to every single subject line,
but definitely from a prospecting angle, I would
always suggest like 32nd video
for you and then their first name and don't
just put 30 seconds if it's 32 put
32 seconds. So they know it's only 32
seconds of their time.
And then like I said, can, that's something
I was just dabbling in where you would have saw my agenda,
setting something where you can use more of a generic
video that you can use at scale. So if
you know, you're constantly gonna be sending agenda
um setting emails, create a generic
video for it doesn't have to be personalized
or create a generic video using can on
a frequently asked question even and
then personalizing that thumbnail, like I said, make
it big is great to that individual's
point, writing a few names daily
depending on if you have activity metrics, you definitely
want to keep it short and sweet um with
the app and then whiteboards, letter boards
using the linkedin profile or website is
a great way to personalize that outreach
and then adding chapters.
Now we're gonna move on to default calls to
action. But if you want to jump to that slide
because it is only available currently
in our pro as well as business
plans.
So to follow along, if anyone hasn't
set this up in pro or business, it works the
same.
Um I am just going to pull up
my and if you want to stop sharing it and share my
screen. Perfect, thanks.
So
the very first thing that you'll want to do
and once again, free users, you're not gonna see this,
but pro in business if you haven't already set this
up, um the best way to
facilitate a next step or initial
meeting or even follow up call, even for like
post support. If you're doing any quarterly reviews
by annual, uh even renewals
at time of like the annual commitment,
adding a call to action will help that
client or prospect book time in with you
for any unanswered questions concerns
whatever it is. So make that as easy as
possible for them.
When it comes to the calls to action, it's
under the mouse with the, the target
and then all you're gonna want to do is hit that top
right button where it says action and
some this screen might look a little different for everyone.
But I'm just gonna go with the quick call to action
because that's pretty standard
and it's gonna be a full screen.
Easiest way is to just change
it to the length of the meeting. So if it's gonna be 30
minutes,
let's do 30 minutes, you can change
this to whatever you want
interested in learning
or surprised. I felt that right with
everyone watching, it doesn't have to say book a
meeting if you use appointments. If
you use consultant visits, whatever
your language is really, make sure to mirror
that. And then this is where you can use something
like call or Chili Piper.
So I'm gonna have my colleague just put those in the chat.
Because if you're not using a calendar booking tool
or something like hubspot's calendar link, you will
need to have a unique calendar link
to you that can be applied to all your videos.
When I go to save and assign this, this is the
biggest part. It looks like
nothing really happens. But you want a toggle list
to be a default call to action, meaning
it's going to apply to all your videos
and then you're gonna see that pre
is selected, but we don't want that because
what happens is when they open the video, it's
gonna be your calendar link right off the hop, which could
be a little bit deterring, right? So we wanna make
sure that it selected to post. So
set the default call to action, trigger
that to post and it should be green and then you're
going to save it. I'm not gonna save it because
I already have one. But then that will apply to
all your videos seamlessly booking
more meetings for your team and of course, increasing
that pipeline, right?
So that's all I really want to cover today
if there's anything else. Um
Let me know but feel free to shoot
me an email because I am all ears.
I love giving feedback if you're open to it
and I believe Tyler's gonna close this off here.
All right. All right. And yes,
our Oh,
here I am.
Thank you so much, Jess. If you do wanna
email uh Jessica uh pro
tip, first name dot last name at vidyard
dot com. So, uh feel
free to connect with Jessica Bordo Lucy,
feel free to connect with myself with any other questions.
Um But this was really great. One of the things
that um you mentioned that really resonated with
me, I'm just gonna bring your tips back up is
um the idea of batching
your video creation is something I've heard other
um reps be really successful with. I call it
the video recording power hour when
you can block off that time and say I'm gonna
get into the mood and I've,
I found myself that when you make one video,
then the next you get into a rhythm and every
video becomes quicker and easier. But if
I stop and come back an hour later, it takes
me a little while to get back in the groove. So I think that's such
a great tip time blocking, you
know, is, is such an important thing generally in
sales and it works for this as well. Yeah.
Yeah. Yeah. Amazing.
All right. So much goodness here. And
don't worry if you missed anything on where to click
and how to use some of those uh capabilities. You'll
be able to watch the recording afterwards. Come back to this,
check out all those specific little tips and ideas.
Um and a huge thank you to Jess for joining
us today and sharing her secrets to video success.
Thank you so much.
Thank you all for listening to me.
Uh It is our pleasure. Somebody asked
what your uh open rate is on your videos
or your response rates. I was gonna chime in and say
probably like 100 and 10% is my
Yeah. Uh It depends honestly, I would say
my open rates are anywhere between 60 80.
So just know that adding the
word video to your subject line does work,
you know, smiling and waving the
visuals how you personalize it. It all comes
together folks to make a great video
that you know, is gonna get open and every time it gets open,
you're more motivated to make the next one and that's how you're
gonna make 1400 plus videos in a year and
drive your success with it. So um thanks
again uh to Jess and as
noted in the chat, I have a special
surprise for all of you right now to thank you for
holding on to the end.
I want you to try out some of these tips. Hit the record
button. If you haven't made a prospecting video, this is
your chance. If you have maybe apply some of
these tips to make it faster. Than ever. And if
you send a prospecting video, a sample
one yourself, make it and send it over
to Tyler L. That's an L
Tyler L at vid R dot com.
By the end of this week, we'll send you
a virtual selling kit with
one of these handy little whiteboards, a little light,
a little notebook, um and
a microphone, all sorts of great things that you can
use to up your video game. That's all it takes.
So send us a prospecting video, a sample one to Tyler
L at vidyard dot com. We'll hit you back
with some awesome swag to help you be an even better
video creator.
Um to thank you for joining us here today.
So we hope you take us up on that offer.
We're gonna wrap up this session and for those
of you joining us for the last session, we'll kick that off
in just one moment. We're gonna share some final
tips on the trends we're seeing around
the use of video and what that means for all
of you as ongoing video creators,
sales reps and marketers. So
we'll see you over there. Thanks again, everybody
and uh bye for now.