Posts tagged Video Messaging
Posts tagged Video Messaging
By Dave McLaughlin, CEO at Vsnap
Today Apple is releasing its iOS8 software – and it includes a feature that is proven to grow revenues. This is a great opportunity for small businesses.
What’s that feature? Video messaging. It’s now baked right into iMessage for Apple’s new operating system.
We recently published powerful client data on the impact that video messaging has in sales.
Our client Penn Foster, an online education company, achieved a 34% increase in their close rate, by sending short, individual video messages to students who were engaged but were unsure whether or not they wanted to enroll. This was on a data set of nearly two thousand prospective customers. You can download the full report here for free.
Now, Apple is giving this same core ability to all iPhone users – for free. You can read about it here.
iPhone and iPad users can send a video message almost the same way as they would send a text or a photo. In iMessage, you touch an on-screen button to engage the front-facing camera, then record a quick message that gets delivered right to the recipient’s device.
When would you do this?
Look at how people buy in today’s world. There’s a period of time when the buyer is doing her own research on your product. She hasn’t yet given you permission to get on her calendar for a live call. She isn’t ready for that yet. But she will watch a short, personal video message because, for her, it’s much more convenient than a live interaction. (On Vsnap, average view rates are about 50%, and many people have view rates in the 70% range).
Everybody who’s selling something needs efficient ways to create that human connection with buyers as a context for doing business together, and that’s exactly what a quick, personal video message does. (If you want to read more about how powerful non-verbal communication is, have a look at Honest Signals by MIT Professor Sandy Pentland).
At Vsnap, we see Apple’s video messaging feature as awesome for some business users such as sole proprietors and small businesses, and we know that more structured sales organizations will want features like branding customization, tracking and analytics, flexibility around how the video message gets delivered, and integration options, where they can pair video messaging with their own specific calls to action. For those companies, Vsnap will be a more suitable tool.
Whichever group you’re in, the most important thing is that you understand when to use a video message, rather than a call or an email.
After working with clients who’ve sent thousands of these messages, we have found that this kind of one-to-one video messaging is not for prospecting. Instead, think of it as an engagement accelerator. When a buyer engages with you – someone named Fred Smith downloads a white paper on your site, for example – immediately send Fred a video message.
“Hi Fred, I’m Nancy Jones at Company XYZ. I just want to say hello and say thanks for downloading our white paper. And I want to make sure you know I’m here to help if you have any questions or feedback for me. I’d love to learn more about your business, so let’s schedule a call when you’re ready for that. I have time open tomorrow and Thursday, or if you want to just try me, my direct line is 555-555-5555. I look forward to talking with you, Fred. Hope you have a great day.”
That simple statement puts a human context around the interaction. It makes Fred feel that you value his business, and that you’re oriented around him and his needs, and not around yourself and your needs. This is proven stuff. It accelerates the conversation and increases your close rate – and you can measure that.
For more details on how to do this, have a look at our report Revolutionizing Sales for Online Businesses. And let us know any questions you have. I’m easy to reach via email at email@example.com or on Twitter @davemacboston. We have a ton of learning on this subject. We know exactly what works and what doesn’t – and we love to share it to help people grow their businesses! (We have six simple values at Vsnap, and one of them is “Only Help!”)
By Bonnie Gibson, Content Creator at RAMP
Today’s sales and marketing tactics are full of noise and clutter. As a sales or marketing professional, you might be wondering, “What does a lead need to be a customer?” or “What does the customer need to stay a customer?” or even both. The answer lies within Maslow’s Hierarchy of Human Needs, the need for love and belonging. Successful businesses such as JetBlue and HubSpot know that creating a more human experience will allow their business to grow. Producing videos is a way to reach your audience and show the human side of your business. Let’s take a quick look at how video can help attract, engage, and convert your prospects and delight your current customers.
Attract – Your step to gaining trust
Think of this as a “getting to know you” stage. Sometimes that getting to know you phase can be overlooked and misunderstood. Even with the best of intentions, nothing drives me crazier than the use of caps and exclamation points. It reminds me of watching the monster truck commercials I’d see as a kid where the announcer is yelling, “SUNDAY!! SUNDAY!! SUNDAY!!” Video clarifies your messaging the way bold, italics, caps, and five exclamation marks simply can’t.
Examples of videos that attract:
· Tips and tricks
Engage – Being as human as possible
Purchases are based on need and emotion. The bigger the purchase, the higher the emotion. So it would make sense in any sales or marketing strategy to cater on the side of emotion to further build a relationship with your prospects. With a video, you can put a face behind the pitch and build trust and relationship with your potential customer. This is what Vsnap is all about, sending short, personal messages showing a prospect or customer how much you appreciate their business.
Examples of videos that can engage:
· Follow up’s
· Thank you’s
Convert – Keep the cycle going
In marketing, we strive for conversions, and we do this by creating a call-to-action. If you’ve ever seen a “register here” or “download now” button, then you’ve seen a call to action. The call to action is the next step you want the customer to take. For a disengaged customer, you might want to send a quick video letting them know you care and what steps to take to keep them involved in a relationship with your customer. You might have a big renewal coming up for a current customer, using video to convey why you are excited about your company can help in getting the customer ready for that new contract.
Remember, it’s not about how big you or your business is, it’s about how your customer feels. When your customer feels the love, so does your business. In the “Age of the Human Era”, isn’t it time you sent them a video to show your appreciation?
By Dave McLaughlin, CEO at Vsnap
(New Vsnap logo created by our designer Kate Lindsay!)
We announced last week that Vsnap will be launching a new product in early October and that we will be discontinuing our free service. We’ve been getting a lot of questions around the new product, so we’ve pulled together some of the frequently asked questions around pricing.
Why change your current pricing?
We did not include pricing information in that announcement because we thought that without seeing the new product, any pricing information would feel more or less arbitrary. But we are happy to share more info.
Our new pricing is based on the fact that teams that have committed to learning how to use Vsnap and to measuring their usage are capturing major value, including big revenue increases. For those teams, Vsnap will pay for itself very quickly. And we will be actively investing in the product to increase that ROI even more.
So we’re re-setting the price points to reflect the impact to revenue that our most active clients are capturing by using Vsnap. For example, one of our clients recently shared with us that they closed 34% more of their sales-qualified leads when they used Vsnap to follow up on their inside sales phone calls. For them, that represents $3M in new annual revenue. (See the bottom of this post for more detail on this case study.)
What’s the new pricing exactly?
As of October, we will have just two products, called Team and Enterprise. These will be available as annual subscriptions only. We will not offer a month-to-month subscription.
The Team account will cost $299 per user per year. It will have from one to 25 users. The features include the following:
Management oversight features so that leaders can support their team members and measure their activity
Provide a branded experience, richer than in the current product, for the customers watching your vsnaps. Your brand, not Vsnap’s
Real-time view notifications when your customer watches that vsnap you sent
Dashboards for each account member and for the team as a whole
Ability to send as many vsnaps as you want, which we will store and host for 12 months
An Enterprise Account will be any account that has more than 25 members, or that adds on features that are not included in the Team account. Examples of additional features include our Send As feature, our Salesforce.com integration (more info coming soon), and our APIs that give you greater customization and integration capabilities. Here’s a link to our Viewer API, and we’ll be adding another important API with the new product release.
Enterprise pricing is specific to a given customer. It will start with the $299 Team price as a base, then increases according to the additional features you feel you need.
Tell me more about the trial that everyone will be auto-enrolled in as of early October.
All new signups will be given a 14-day free trial so they can try out Vsnap for themselves. No credit card will be required for the trial. All existing Free Vsnap account holders will be transferred into a free 14-day trial when the new product launches, unless you ask us to shut down your account prior to that.
Can we get a sneak preview of the site?
We’ll be sharing more details on the new site as the launch day gets closer. Stay tuned to the blog for some sneak peeks of what it’ll look like and other features.
Where can I read more about the company that used Vsnap to close 34% more of its sales-qualified leads?
There’s a good description of the use case in this free e-book, Tools & Tactics to Close More SQLs. For August, we’ll be providing a more detailed write-up with a broader summary of the benefits that company captured.
If you have any other questions about the new pricing or want to share some feedback, please feel free to contact us at firstname.lastname@example.org and one of the team will get back to you ASAP. We’ll also be sending a few more updates in the coming months, so stay tuned to your email as well.
By Dave McLaughlin, CEO & Co-Founder at Vsnap
How we feel determines what we do. This is true in our personal lives. And it’s true in business.
Customer emotion accelerates sales velocity, and it inspires evangelism. It’s what lies behind every single referral and retweet you’ve ever received.
Vsnap’s new Viewer API is an entirely new tool for people in Sales and Support who want to engage their customers emotionally. There’s a quick overview below. But first, for the newcomers…
What is Vsnap?
If you’re in a customer-facing role but you don’t have any face-to-face interaction with your customer, then you use Vsnap to send that person a quick, one-to-one video message.
It’s the easiest and most efficient way to establish a personal connection with a remote customer as a context for doing business together. Now, our new Viewer API makes all this better. It provides three big benefits…
Benefit #1 = Full Branding Customization
Prior to now, when you vsnap a customer, she watches that message at a vsnap.com URL, in the context of Vsnap’s logo, etc. In short, vsnapping has been a Vsnap experience, not a YourCompany experience.
But our new Viewer API lets you completely tailor your customer’s experience. Your customer will receive a customized notification from your email address that brings her to a page on your website, and we’ll dynamically stream the vsnap you’ve made for her right into this view page.
There’s nothing else like this. A personal video speaking directly to a single customer — talk about making someone feel important! — watchable at the customer’s convenience, in the context of your brand assets.
Here’s an example of a vsnap being sent without our API, and here’s the same vsnap when the sender has implemented the API.
Benefit #2 = Action Focus
In the example above, notice that Nineteenth Amendment’s developer has chosen to make the video larger. Also, notice that they’ve removed the reply functionality. Those simple details illustrate an important point — that everything on the view page is now in your control.
With the Viewer API, you are free to use or not use any of the current Vsnap elements. The title, the attachments, the description, the sentiment buttons, the reply and forward buttons, etc.
And you are free to introduce whatever calls to action you want that customer to take. Remember, Vsnap drives customer action 41% more than email outreach. Now you can choose what actions you want them to take when they finish watching your vsnap.
Here are examples of how some clients are using this flexibility.
Inside Sales team - Looking to drive demo calls, putting a “Schedule Demo” button right next to each vsnap.
Consumer Apparel company - Sending vsnaps to engage influencers, presenting two clear calls to action: “Purchase” and “Promote”.
Online Education - Using Vsnap to increase enrollment by as much as 70%, presenting vsnap recipients a “Register Now” button.
Net Promoter - An online services company sends a vsnap to each client to ask them to complete the Net Promoter question, pairing the video with the ability for the customer to replay 1 to 10 right in the same interface.
Increase Engagement - An insurance company vsnaps clients on their birthdays, gives them a “Schedule a Call” button — using this “surprise & delight” tactic to uncover upsell opportunities.
Benefit #3 = Measure What You Want How You Want
Because it’s your view page, you can define any events that you deem important. And you can track them in whatever analytics tool or CRM you’re already using. So now you can run reports on the impact of your vsnapping — and you can connect those events to other items in your workflow.
We love businesses that believe making customers feel loved is the fastest path to growth, and that are brand-sensitive and measurement-obsessed. That’s who we built this new Viewer API for.
Prior to the launch of our new site later this summer, the only way to get your hands on this API is by contacting us — just email me at email@example.com. If you have questions, feel free to email them, or post them in the comments below!
By Dave McLaughlin, CEO & Co-Founder at Vsnap