"I'll say this is a genuine hello from me to you, this isn't automated. And my response rate on that is through the roof."

From Episode 10: Humanizing Sales Tech with Smile Virtual’s Nick Capozzi

Clip Transcript:

So before we started recording, we talked a little bit about the importance or at least the power in video for salespeople. So let's share with share with everybody who's listening, sort of your ideas around using video to communicate with you, with your prospects and how you would recommend video be used.

So I'm going to give you the top two ways that I use video right now. And just for context, like I said, I was a radio TV guy. And then when I got on cruise ships, I had my own TV channel, my own in cabin television channels. So that's how I would drive people to my event. So I've used TV or video for years. And when I got into now this B2B space, I'm like, oh my gosh, there's so much opportunity here because only three percent of people in sales use video in some part of the process.

And if they do, they're probably not doing it well. And even if they are doing a well, it's probably only prospecting. Now, prospecting is a great way to reach out to people with sales. You want them to know it's a personalized message. So you want to do that, whether putting personal video in brackets, in the subject line or however you want to know if I'm connecting with someone LinkedIn, then I'm sending an authentic, unique video.

I'll say this is a genuine hello from me to you, this isn't automated. And my response rate on that is through the roof. First place is prospect. And second, and this is a huge missed opportunity. I just actually did a video on LinkedIn about this because I just heard about this hack and I've used it, my hold rate and small sample size, but my hold rate on meetings was about 60-65% here. I started every day sending out a quick 15 second video.

Hey Tom, I'm so excited to talk to you today about Smile Virtual. So I want to let you know if you have any questions that you want to make sure I cover in the demonstration today. Just go ahead, put them in the email. My old rate went from 65% to 90%.