Beyond the Digital Handshake™ by jiveSYSTEMS

PERSONALIZED VIDEO: A SALES REVOLUTION

LEARN EVERYTHING YOU NEED TO KNOWTO PRODUCE VIDEO IN 5 MINUTES OR LESS

ANNIVERSARY WORKSHOP

VIDEO FOR SALESCase Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building

BlocksWhy Video?Why Now?INTRO

“LET’S MAKE SELLING ENJOYABLE AGAIN.”

Summary of phone call.marketing@sale…

info@something…

buyitnow@borin…

marketing@sale…

marketing@sale…

stuff@salenetw…

marketing@sale…

opportunity@sa…

Summary of phone call.John Smith ([email protected])

Summary of phone call.

Dear Tom,

Great to speak to you today. I want to send you some info and recap our call.Please let me know if you have any questions.

Best regards,

John

marketing@sale…

info@something…

buyitnow@borin…

marketing@sale…

marketing@sale…

stuff@salenetw…

marketing@sale…

opportunity@sa…

Summary of phone call.John Smith ([email protected])

Summary of phone call.

Dear Tom,

Great to speak to you today. I want to send you some info and recap our call.Please let me know if you have any questions.

Best regards,

John

marketing@sale…

info@something…

buyitnow@borin…

marketing@sale…

marketing@sale…

stuff@salenetw…

marketing@sale…

opportunity@sa…

ARCHIVE COOL VIDEO!

10YEARS

2.5HOURS

20,000HOURS

724PEOPLETRAINED

DISTILLED INTO

Our ExperienceVIDEO FOR SALESCase Studies 4 Pillars PTR Types & Styles Digital

Handshake™Misconceptions My Solutions 9 BuildingBlocks

Why Video?Why Now?INTRO

VIDEO FOR SALESCase Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building

BlocksWhy Video?Why Now?INTRO

Agenda

1. Why Video? Why Now?2. Case Studies3. Misconceptions4. My Solution10–Minute Break5. Nine Building Blocks6. Four Pillars7. Prime, Time, Ready8. Types & Styles9. Digital Handshake™

Why Video?Source: The Marketing Donut Source: Ovation Sales Group Source: RingLead

Average 8 dials per hour for6.25 hours to set 1 appointment

80% of sales require5 follow-ups after the meeting

80% of calls go to voicemail

CALL SENT TO VOICEMAIL

✗ ✗✗

✗✗

VIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building

BlocksWhy Video?Why Now?

a

VIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building

BlocksWhy Video?Why Now?

Is the 2nd largest search engine

Predicts that written word will be almost obsolete on their

platform within 5 years

Predicts that 84% of all Internet traffic/content will be video by the year 2020

#2

Why Now?Source: Mushroom Networks

SALES TIME+

+

=

=LOW TRUST

HIGH TRUST

SALES TIME

Inspired by Stephen Covey: Speed of Trust

It’s All About TRUSTVIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles Digital


Why Video?Why Now?

VS.

TEXT EMAIL PHONE TEXT EMAIL PHONE VIDEO

+

Who Would You Trust?VIDEO FOR SALESINTRO Case Studies 4 Pillars PTR Types & Styles Digital


Why Video?Why Now?

VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building

BlocksWhy Video?Why Now? Case Studies

I've increased my closing ratio by 35%! I will officially

be sending 100% of my itineraries out using video email.

Over the past four years, I've gone from $400K to $1.5M

in sales per year largelybecause of video email and the support provided by the

jiveSYSTEMS team.

I send new leads a video email to put a face to my

name and establish trust. I'm then able to get them on the phone with me and go right

into a sale!

WINK JONESOnline Diamond Sales

MARK IMPERIALMarketing Consultant

JUSTIN DEBOOMTravel Consultant

Real People. Real Results.

VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™Misconceptions My Solutions 9 Building

BlocksWhy Video?Why Now? Case Studies

DR. JEFFREBARCAK

Chiropractor

I've been in business for over 22 years and I've never

come across another company that comes even close the customer service

of jiveSYSTEMS.

GENE POSPICILCFP(R)

Financial Advisor

jiveSYSTEMS may be the greatest innovation in my

wealth management practice in the last 30 years.

PHILIPPELE BARON

Sales Productivity Coach

jiveSYSTEMS are experts at teaching sales agents and teams how and when to

leverage video email.

Real People. Real Results.

But Isn’t Video…?VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital

Handshake™My Solutions 9 BuildingBlocks

Why Video?Why Now? Case Studies Misconceptions

DIFFICULT TIME CONSUMING EXPENSIVE

MisconceptionsVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital



GREEN SCREEN TELEPROMPTER

GOPRO

EDITING REQUIRED

BUILT-IN WEBCAM CELL PHONE DSLR CAMERA

VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™My Solutions 9 Building

BlocksWhy Video?Why Now? Case Studies Misconceptions

SIMPLE

LABORIOUS

LOWQUALITY

HIGHQUALITY

FLIP HD

DSLR

BUILT-INWEBCAM

CELL PHONE

EXTERNALWEBCAM

COMPLEX VERSATILE SIMPLE

Recording OptionsVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital



SimpleVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital

Handshake™

9 BuildingBlocks

Why Video?Why Now? Case Studies Misconceptions My Solutions

How It Works

RECORD UPLOAD SEND

RECSUCCESS

5:000:00

VIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles DigitalHandshake™

9 BuildingBlocks


Hosting OptionsVIDEO FOR SALESINTRO 4 Pillars PTR Types & Styles Digital

Handshake™

9 BuildingBlocks



9 BuildingBlocks


Production time

ClosingRatio

0 MINUTES

FollowUp

SHORTERHIGHER

5 10 20 25 30

SWEETSPOT


9 BuildingBlocks


How you look / What you sayBETTER

ZOMBIE

AMATEUR

BUSINESSPROFESSIONAL

PRO

CURRENT

ClosingRatio

FollowUp

SHORTERHIGHER

VIDEO FOR SALES9 BuildingBlocksINTRO 4 Pillars PTR Types & Styles Digital

Handshake™


SCRIPTLESSSCRIPTING™ AUTHENTICITY

ENERGYLEVELS FRAMING POSTURE GROOMING WARDROBE PROPS STAGING

CAMERA MIC LIGHT TRIPOD

PRIME TIME READY

FOUR PILLARS

NINE BUILDING BLOCKSWHAT YOU SAY HOW YOU LOOK

HIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGEHIGH-CONVERTING VIDEO MESSAGE


Handshake™


In the end, it's about the teaching, and what I always loved about coaching was the practices. Not the games, not the tournaments, not the alumni stuff. But teaching the players during practice was what coaching was all about to me.

– John Wooden


Handshake™


What You Say

SNAP MESSAGE SUMMARYCALL TOACTION


Handshake™


Tell them why they should watch

in the first 10s

“Ad lib” around one-word

bullet points

Reiterate the key takeaways

1:000:00

Logical next stepin the sales

process[ ][ ][ ] [ ]SNAP MESSAGE SUMMARY CALL

TO ACTION

Scriptless Scripting™

SNAP

MESSAGE

SUMMARY

CALL TOACTION

• APPLES• ORANGES• BANANAS

< Leave Blank >

< Leave Blank >

< Leave Blank >

Scriptless Scripting™


Handshake™


Authenticity

GREATJOB!


Handshake™


HEAD vs. HEART

Energy Levels

1 10

2

3

45 6

7

8

9

120%


Handshake™


INCREASEBY 20%

2 SENSES

4 SENSES

Nine Building BlocksVIDEO FOR SALES9 Building

BlocksINTRO 4 Pillars PTR Types & Styles DigitalHandshake™


WHAT YOU SAY1

HOW YOU LOOK2

AUTHENTICITY ENERGY LEVELSSCRIPTLESSSCRIPTING™

How You LookVIDEO FOR SALES9 Building



CERTIFICATE 2.4


Handshake™


Framing

VS.

• TALKING WITH YOU• INVITE INTO SCENE• COMFORTABLE

• TALKING AT YOU• NO IDENTITY• AWKWARD

CONDESCENDING

FEARNATURAL

PostureVIDEO FOR SALES9 Building



Grooming

CHECKLIST❑ Face cream❑ Disposable makeup wipes❑ You know what

else you need


Handshake™



Handshake™


CERTIFICATE2.4 • POINT #1

• POINT #2

• POINT #3

Props

KITAVOID

Wardrobe

FIT

CHECKLIST

❑ Face cream

❑ Disposable

makeup wipes

❑ You know what

else you need


Handshake™


SNAP

MESSAGE

SUMMARYCALL TOACTION

• APPLES• ORANGES• BANANAS

StagingVIDEO FOR SALES9 Building



CAMEO NOTES

Staging

Nine Building BlocksVIDEO FOR SALES9 Building



WHAT YOU SAY1

HOW YOU LOOK2

FRAMING

WARDROBE

GROOMING

STAGINGPROPS

POSTURE

AUTHENTICITY ENERGY LEVELSSCRIPTLESSSCRIPTING™


FOUR PILLARS


VIDEO FOR SALESINTRO PTR Types & Styles DigitalHandshake™

Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars

Four Pillars

Yudy and John, First American Realty Medellin Soraya Gutman, BrandLauncher Liana and Albie, United Nations

VIDEO FOR SALESINTRO PTR Types & Styles DigitalHandshake™

Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars

Four Pillars

a

Are You Prime, Time, Ready?

? IF NOT, WHAT GETS IN THE WAY?

VIDEO FOR SALESINTRO Types & Styles DigitalHandshake™

Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR



TEXT EMAIL PHONE VIDEO

I’LL DO IT NEXT TIMEI’M TOO BUSY

I DON’T LOOK/FEEL GOOD TODAY MY OFFICE IS A MESS



SCRIPTLESSSCRIPTING™ AUTHENTICITY

ENERGYLEVELS FRAMING POSTURE GROOMING WARDROBE PROPS STAGING


PRIME TIME READY

FOUR PILLARS

NINE BUILDING BLOCKSWHAT YOU SAY HOW YOU LOOK


VIDEO FOR SALESINTRO DigitalHandshake™

Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Syles

EVERGREEN

AUTOMATED

ONE-OFF

Video Types

Video Styles

FAQ VIDEO EVERGREEN

AUTOMATED

ONE-OFF

PRODUCTIONTIME

> 5 MIN

< 5 MIN

DIGITAL HANDSHAKE™

CONVERSATIONRECAP

HARDQUESTION

THANK YOUVIDEO

VIDEONEWSLETTER

VIDEOCOURSE

HOW TOVIDEO

VIDEOBLOG

1 2 3

4 5 6

7 8 9

4%->64%

VIDEO FOR SALESINTRO DigitalHandshake™

Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Syles

VIDEO FOR SALESINTRO Why Video?Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Styles Digital

Handshake™

HANDSHAKE™DIGITAL

HOW TO TURN TEDIOUS FOLLOW-UPINTO CLOSING CONVERSATION

When to Send?

BEFORE

ON

AFTER

FIRST DATE


Handshake™


Handshake™

Minutes after call

Effe

ctiv

enes

s

0 5 10 15 20

SWEETSPOT


Handshake™

REC

Prime, time, ready

“GET YOUR HANDSHAKE ON!”

SALESTIME SALES

TIME

VIDEO FOR SALES9 BuildingBlocksINTRO Why Video?

Why Now? Case Studies Misconceptions My Solutions 4 Pillars PTR Types & Styles DigitalHandshake™

Date post:	23-Jan-2017
Category:	Sales
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