Name: Top tips for maximising sales with better video content
Uploaded: 2023-02-03T10:59:13.301Z
Duration: 457.72

optimise sales through social video 3.mp4

Optimise sales through social video 2.vtt 2.vtt

English

{{00:00:00}}
My name's Viveka von Rosen.

{{00:00:01}}
I'm the Chief Visibility Officer
and co-founder of Vengreso.

{{00:00:05}}
We're a digital sales
transformation company.

{{00:00:07}}
And today, speaking of sales, I'm gonna
talk to you about the best ways that a

{{00:00:12}}
sales team can optimise social video.

{{00:00:22}}
The reason video is so great for marketing
and quite frankly for sales, is that

{{00:00:29}}
it allows the person to shine through.

{{00:00:31}}
Now, obviously we have really
fancy schmancy, highly produced

{{00:00:36}}
video, but I think at least for
the salesperson, , ironically, the

{{00:00:41}}
talking head is what works best.

{{00:00:43}}
Especially, you know, post covid where
a lot of people are not returning to

{{00:00:50}}
offices and trade shows and conferences.

{{00:00:52}}
They're still doing a
lot of virtual sales.

{{00:00:55}}
And unfortunately that means a lot
of phone calls, a lot of Zoom calls

{{00:00:59}}
with the video turned off because most
people are uncomfortable with video.

{{00:01:03}}
And so if the salesperson can use social
video, posting it on their socials,

{{00:01:09}}
sending it through email, it gives
people a real sense of who they are.

{{00:01:13}}
And that helps to build that KLT,
that know, like, and trust factor.

{{00:01:17}}
It helps to build positive sentiment.

{{00:01:19}}
I mean, when you see someone who's
comfortable on video and speaking to

{{00:01:23}}
you and they're smiling, you smile too.

{{00:01:26}}
So my pocket size, eight tips for
how to be more successful on video.

{{00:01:33}}
First of all, get comfortable.

{{00:01:34}}
We're not all born like
wanting to be on video.

{{00:01:37}}
I was, but not everybody is made for tv,
which means that unfortunately a lot of

{{00:01:43}}
folks have the Zoom camera turned off.

{{00:01:46}}
If they're doing video,
they're super uncomfortable.

{{00:01:48}}
You can tell they're uncomfortable and
that detracts from their ability to sell.

{{00:01:53}}
But if you do just a few foundational
things to get yourself comfortable,

{{00:01:59}}
it's gonna make a big difference.

{{00:02:00}}
So good lighting, good lighting is key.

{{00:02:02}}
If you've got that lighting coming right
at your face, you're not getting the

{{00:02:06}}
overhead glare with the the wrinkles
and the shadow showing up, that's

{{00:02:10}}
gonna make a big difference, and it's
gonna take like 10 years off your life.

{{00:02:12}}
Good audio.

{{00:02:14}}
So good, clear audio doesn't
sound echoy or anything like that.

{{00:02:18}}
A good camera is a blessing and
a lot of the cameras and webcams

{{00:02:23}}
these days have the ability to
adjust the lighting to adjust focus.

{{00:02:28}}
You can blur the background.

{{00:02:29}}
I mean, there's so much you can
do to make yourself look better.

{{00:02:32}}
If you look better, in most cases,
you're gonna feel better, too.

{{00:02:36}}
Another part of feeling comfortable
is turn your Zoom camera or

{{00:02:39}}
your webcam on in meetings.

{{00:02:41}}
The more you get comfortable with seeing
yourself, the easier this is going to be.

{{00:02:46}}
And we've had two years of practice.

{{00:02:48}}
There's no reason to leave your
camera off, turn your camera on.

{{00:02:51}}
Especially if you've got the good mic and
the good lighting and the good webcam.

{{00:02:55}}
The other thing that I would say now
as we move into actually speaking, is

{{00:03:02}}
speak to the camera or just below it.

{{00:03:05}}
That is another huge mistake.

{{00:03:06}}
You know, maybe people's monitors
are down here, so you're talking

{{00:03:09}}
and you think you're talking to your
audience, but really all they're

{{00:03:12}}
seeing is your big giant forehead.

{{00:03:14}}
So you've got to make sure that
you're looking at the webcam.

{{00:03:17}}
One of the things that hopefully
you do in real life when you meet

{{00:03:21}}
people is a good firm handshake.

{{00:03:23}}
Now I've been giving hugs all
week, but a good firm handshake.

{{00:03:26}}
Obviously, you're not gonna go like this
to the camera, but a solid hello is kind

{{00:03:32}}
of a version of a good firm handshake.

{{00:03:35}}
And here's ano another ninja trick.

{{00:03:38}}
Everyone does this.

{{00:03:38}}
They start their
video  - hi, I wanted to...

{{00:03:44}}
first of all, they're starting in the
middle of the camera, which means in most

{{00:03:47}}
cases you're gonna get a play button nose.

{{00:03:49}}
So that play button is gonna cover
exactly your nose, which just looks weird.

{{00:03:54}}
And you're, you're uncomfortable
and people get a sense of who you

{{00:03:58}}
are in the first eight seconds.

{{00:04:02}}
It's a thin slice, right?

{{00:04:03}}
And their opinion of you is gonna
continue on through the next 10

{{00:04:08}}
seconds or 10 minutes or 10 hours.

{{00:04:11}}
It's that thin slice.

{{00:04:13}}
So you've got to make sure that their
first impression of you is a good one.

{{00:04:17}}
So what I always recommend is lean
a little, well, first of all, lean

{{00:04:20}}
forward because it's slimming,
and then lean over a little bit.

{{00:04:24}}
So the play button is gonna be here,
and then just give them your wave and

{{00:04:28}}
move into focus and start talking.

{{00:04:31}}
That's like the firm handshake.

{{00:04:32}}
And it eliminates play button
nose, so that is important.

{{00:04:36}}
People generally appear flat on video
and it's because you're away from

{{00:04:42}}
the camera and audio and lighting
and all of that kind of good stuff.

{{00:04:45}}
So you've gotta make sure
you're a little bit extra.

{{00:04:48}}
That means more hand gestures.

{{00:04:51}}
That means more voice modulation.

{{00:04:54}}
A lot of people are nervous, so they
speak really quickly and they speak in

{{00:04:56}}
one tone and they talk like this, and no
one's gonna listen to that for very long.

{{00:05:00}}
So you've gotta slow down a little bit.

{{00:05:01}}
Take a breath.

{{00:05:03}}
Which brings me to my next point,
and this isn't for everybody.

{{00:05:07}}
I get it.

{{00:05:07}}
And I generally don't script
what I'm gonna say either.

{{00:05:11}}
However, if you have a
video that you wanna.

{{00:05:16}}
At least two bullet points.

{{00:05:18}}
There are tons of
teleprompter apps out there.

{{00:05:21}}
A lot of the software that
people do to shoot video has

{{00:05:24}}
teleprompters built right in.

{{00:05:27}}
So try it.

{{00:05:27}}
Why not?

{{00:05:28}}
But you want a script so that you
don't go down the rabbit holes.

{{00:05:33}}
Because it's very easy to do,
again, when you're nervous.

{{00:05:37}}
If you know what you're going to say,
you're going to be able to keep it

{{00:05:42}}
succinct and studies show that people will
listen to a one minute video and actually

{{00:05:49}}
a 30 second video like three times
as much as anything that gets longer.

{{00:05:55}}
As soon as you start going into two
minute, three minute, four minute, 10

{{00:05:59}}
minute, two hour videos, the view time is
gonna drop off depending on the use case.

{{00:06:05}}
Now, obviously if you've got something
educational that can be longer, things

{{00:06:10}}
like a cold prospecting outreach, you
can still keep that to under a minute,

{{00:06:15}}
but that's where it's really good to
have that script and to stay succinct,

{{00:06:19}}
which brings me to my next point.

{{00:06:22}}
What we call PVC.

{{00:06:25}}
PVC methodology, which
stands for personalised, add

{{00:06:28}}
value, and a call to action.

{{00:06:31}}
Now, in some cases, right, I can
say, Hey Jordan, great to meet you.

{{00:06:34}}
I'm just following up
with our last phone call.

{{00:06:37}}
Here are the documents,
so I've personalised it.

{{00:06:40}}
Here are the documents I
promised, there's my value.

{{00:06:44}}
Take look at them and click reply
to let me know if you have any

{{00:06:48}}
questions or, here's my calendar link.

{{00:06:49}}
Let's jump, let's jump on a call.

{{00:06:52}}
If you're doing an out of
office like I did, you know,

{{00:06:54}}
Hey, this is Viveka von Rosen.

{{00:06:56}}
I can't personalise it to an individual,
because I have no idea who's emailing me.

{{00:07:00}}
But hey, this is Viveka von Rosen,
thanks so much for reaching out.

{{00:07:03}}
I'm not here right now.

{{00:07:04}}
I'm out diving in Nassau, but in the
meantime, I want to make sure you're

{{00:07:08}}
covered with some great content.

{{00:07:11}}
Below, you're gonna get a copy
of my book for free and access

{{00:07:14}}
to AutoText Expander for free.

{{00:07:16}}
Check out those below.

{{00:07:17}}
Let me know if you have any questions.

{{00:07:19}}
Just hit reply or click
on my calendar link.

{{00:07:21}}
There's so many opportunities
to use video, but keep it short,

{{00:07:25}}
keep it succinct, and then
always, always add value in some

{{00:07:29}}
way, shape or form if you can.

I'm the Chief Visibility Officer
and co-founder of Vengreso.

We're a digital sales
transformation company.

And today, speaking of sales, I'm gonna
talk to you about the best ways that a

The reason video is so great for marketing
and quite frankly for sales, is that

Now, obviously we have really
fancy schmancy, highly produced

video, but I think at least for
the salesperson, , ironically, the

Especially, you know, post covid where
a lot of people are not returning to

They're still doing a
lot of virtual sales.

And unfortunately that means a lot
of phone calls, a lot of Zoom calls

with the video turned off because most
people are uncomfortable with video.

And so if the salesperson can use social
video, posting it on their socials,

sending it through email, it gives
people a real sense of who they are.

And that helps to build that KLT,
that know, like, and trust factor.

I mean, when you see someone who's
comfortable on video and speaking to

So my pocket size, eight tips for
how to be more successful on video.

We're not all born like
wanting to be on video.

I was, but not everybody is made for tv,
which means that unfortunately a lot of

If they're doing video,
they're super uncomfortable.

You can tell they're uncomfortable and
that detracts from their ability to sell.

But if you do just a few foundational
things to get yourself comfortable,

If you've got that lighting coming right
at your face, you're not getting the

overhead glare with the the wrinkles
and the shadow showing up, that's

gonna make a big difference, and it's
gonna take like 10 years off your life.

So good, clear audio doesn't
sound echoy or anything like that.

A good camera is a blessing and
a lot of the cameras and webcams

these days have the ability to
adjust the lighting to adjust focus.

I mean, there's so much you can
do to make yourself look better.

If you look better, in most cases,
you're gonna feel better, too.

Another part of feeling comfortable
is turn your Zoom camera or

The more you get comfortable with seeing
yourself, the easier this is going to be.

There's no reason to leave your
camera off, turn your camera on.

Especially if you've got the good mic and
the good lighting and the good webcam.

The other thing that I would say now
as we move into actually speaking, is

You know, maybe people's monitors
are down here, so you're talking

and you think you're talking to your
audience, but really all they're

So you've got to make sure that
you're looking at the webcam.

One of the things that hopefully
you do in real life when you meet

Now I've been giving hugs all
week, but a good firm handshake.

Obviously, you're not gonna go like this
to the camera, but a solid hello is kind

They start their
video  - hi, I wanted to...

first of all, they're starting in the
middle of the camera, which means in most

cases you're gonna get a play button nose.

So that play button is gonna cover
exactly your nose, which just looks weird.

And you're, you're uncomfortable
and people get a sense of who you

And their opinion of you is gonna
continue on through the next 10

So you've got to make sure that their
first impression of you is a good one.

So what I always recommend is lean
a little, well, first of all, lean

forward because it's slimming,
and then lean over a little bit.

So the play button is gonna be here,
and then just give them your wave and

And it eliminates play button
nose, so that is important.

People generally appear flat on video
and it's because you're away from

the camera and audio and lighting
and all of that kind of good stuff.

So you've gotta make sure
you're a little bit extra.

A lot of people are nervous, so they
speak really quickly and they speak in

one tone and they talk like this, and no
one's gonna listen to that for very long.

Which brings me to my next point,
and this isn't for everybody.

And I generally don't script
what I'm gonna say either.

However, if you have a
video that you wanna.

There are tons of
teleprompter apps out there.

A lot of the software that
people do to shoot video has

But you want a script so that you
don't go down the rabbit holes.

Because it's very easy to do,
again, when you're nervous.

If you know what you're going to say,
you're going to be able to keep it

Best Practice

Video is a vital component in any salesperson's arsenal, but in a post-COVID era where webcams are more off than on and virtual sales prevail, how can sales teams improve their video content and engage with their clients?
Viveka von Rosen, Chief Visibility Officer and co-founder of Vengreso, walks us through her pocket-sized tips for building great video content, and the many opportunities that it holds.

Content optimisation

Content Creation

Content Strategy

Digital Content

Content Marketing

Video

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NM-Stright-hair-clos-eup-Akris-outside-cropped_491470_1643240280.png

Viveka von Rosen

Chief Visibility Officer

Von Rosen talks us through how good lighting and good audio can transform your video into a great sales video. 

Get comfortable on camera

In order to build a impactful rapport with colleagues and clients, you must turn your camera on. Building confidence in front of the camera comes with practice.


Switch on your webcam

Von Rosen stresses the importance of positioning before recording in order to avoid 'play button nose'.


Consider your positioning on camera 

Find out how you can liven up your content and prevent falling flat on camera. 

Avoid being flat on film

Integrate the PVC method - personalised, add value, and call to action - into your video strategy. Von Rosen shines light on how to use the PVC method and how using social video in an out-of-office email can be a creative sales technique.