Posts tagged Vsnap
Posts tagged Vsnap
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
Yesterday, Mike Sadeghpour (LinkedIn, Twitter) led a discussion at Vsnap about understanding the role of emotion in sales, both for buyers and for sellers. The participants were from sales teams at a range of companies, from startups on the rise to a multi-billion dollar business with a thousand-plus reps.
A bit of background on Mike. He began exploring the mental and emotional aspects of high performance in the context of competitive sports. He won the NCAA hockey championship at Rensselaer Polytechnic Institute, then stayed at RPI as a member of the coaching staff. At the same time, he earned his Masters in Performance Psychology.
After school, Mike entered the sales realm, and over the years he has sold everything, from class rings to competitive research. And he’s held every role, from individual contributor to VP, SVP and EVP. Today, Mike is a sought-after speaker, mentor and coach through his consulting practice, edgeThink (www.whatisyouredge.com).
Yesterday’s conversation was called “Thrive in Q4” and it was framed around what sales leaders can do right now to impact 2014 revenues. We covered too much to recap, so here are just two big ideas I think are worth highlighting.
Q4 Pressure Vectors
Mike deconstructed that pressure that creeps up in Q4, breaking it down along four key vectors where pressure builds — the pipeline, the forecast, the quota, and the W2. All of that bubbles up to the overarching pressure around job security.
What is the effect of rising pressure? Well, think of it as a pipe that is constricting. Your brain actually begins to behave differently, explained Mike. In high-pressure contexts, people have a tendency to rely on intellectual shortcuts, or what Mike calls “thinking traps”. He spelled out eight of them for us, things like Tunnel Vision, where reps start to see only the negative aspects of a situation. Or Mind Reading, where the rep unwittingly begins to invent the details of what the buyer is thinking, creating a false basis for their next actions.
The takeaway here is two-fold. First, you need to recognize how real the pressure is for your reps, and where it’s coming from. Why? Because that helps you watch for the patterns that will probably start to play out. And understanding those patterns gives you the ability to help your reps rise above their thinking traps and all the misleading, counter-productive emotions that go with them.
Fixed Mindset or Growth Mindset?
This is less of a Q4 comment and more of a framework for thinking about the connection between emotion and achievement more broadly. Mike referenced a concept from the work of Stanford professor Dr. Carol Dweck, author of the book Mindset (video). In short, the idea is that we are either Failure Avoiders or Success Seekers, and the distinction comes down to mindset. Failure Avoiders have a rigid or fixed mindset. They believe they know what they need to know, full stop. Success Seekers have a growth mindset. They have high self-confidence, but they also believe they can become better at what they do — and they actively look for learnings to help them do that.
For sales leaders, this idea offers another lens for looking at your team and identifying how to help them succeed. The mindset lens helps you identify what’s going on internally in those situations, and it connects you with a resource — Dr. Dweck’s book — that you can explore more deeply.
Also, since my company advocates a new behavior — one-to-one video messaging — for our clients, I see this mindset lens as valuable relative to identifying our most likely buyers. After all, fixed mindset “failure avoiders” are very unlikely to take on the risk that comes with being an internal champion for a new tool, even one as powerful and impactful as Vsnap.
Let’s Do It Again!
The people who sat at our table yesterday are Success Seekers. They are growth mindset people. They want to learn and they want lead their teams, whether by authority or by example, to bigger and better outcomes. Personally, I love to be around people like that. As Mike said at the start of his talk, emotions are contagious!
So we’re going to do this again — we’ll host another conversation on the same topic, right after Labor Day. Because we’re going to keep it small, we will ask you to fill out this form if you’d like to participate. We just want to be sure we’re involving people who are committed to participating with that all-important spirit of learning and enthusiasm, and the desire to put new ideas into action and capture the benefits.
By Trish Fontanilla, VP of Community & Customer Experience at Vsnap
Last week I had the opportunity to go to the #satechBos UnConference at Simmons College. As some people know, my past life was in higher education, first at Emerson College and then at Berklee College of Music. So I jump at opportunities to combine my love of video and the higher ed community whenever I get a chance.
If you’ve ever been to an unconference, you know that the energy is palpable. It’s great to see people jump in to suggest or lead sessions to help their edu peers be more successful at what they do. And while I didn’t get a chance to attend both days, I still had a few key takeaways from the event.
Stop dreaming big, start acting big.
Ed Cabellon of Bridgewater State University challenged the audience in his keynote: “What have you set into motion thanks to last year’s conference?” Most people admitted that not much had changed. But it’s not just this audience, this reaction is quite common. You go to a conference, get incredibly inspired, and head back to the office talking about how moved you are instead of putting together a set of action items that make the conference more applicable to your team. And not only do you have to take time to figure out how to apply it to your work, you need to figure out how to communicate that set of actions to your internal audiences. Ed’s suggestion is to lose the boring Powerpoint explanations and make the information more visual with the help of some resources like Nancy Duarte’s slide:ology and Garr Reynold’s Presentation Zen.
Stop asking for permission.
Another point that’s applicable to all organizations. Sometimes the instinct is to immediately pitch an app or program to the whole department. Instead, focus on small scale implementation before bringing it up the ladder. So if it’s a new Facebook app, don’t play around with your institution’s main feed, experiment with a specific program’s feed instead. And whatever you do, don’t go into a decision-maker’s meeting empty-handed. Make sure you’re measuring all your initiatives and how they relate to your students. Talk about data instead of only sentiments. I’d even suggest asking the app / program maker for help too. Most companies are more than happy to help you sell to your organization, and may even have a Convince Your Boss doc.
At the end of the day, for folks in education, if the student is at the center of the project, no one can fault you for trying something new.
Know the difference between non-literacy, literacy and fluency.
It’s important to realize what people bring to the table. Just because a colleague has never been on Twitter doesn’t mean she can’t be good at it with a little training. And just because a student has a Twitter account doesn’t mean he’s trained to manage a brand. Take time to train your team and help them understand the underpinnings of why you’re doing what you do, not just how to use a product. Another one of Ed’s suggestions is to measure how your trainings are going, so be sure to test their aptitude before and after the training.
I want to say thanks to Thomas Kelley for allowing us to partner with the SATechBos unconference, Eric Clark for the introduction, and to all the hard-working professionals in this community that showed up and shared all of their learnings!
For those of you interested in using Vsnap in education, we’ve actually got a case study coming out soon. If you’re interested, let me know and I’ll send it over when it comes out.
For other recaps of #satechBOS, check out:
Paul Gordon - #satechBOS Day 1 Twitter Recap
Paul Gordon - #satechBOS Day 2 Twitter Recap