Announcing Video Watch Time, LinkedIn & Twitter Tracking, Top Content, and More – 2/4/2017

Facebooktwitterlinkedin

We’re excited to announce the following changes that will reflect new activities starting Feb. 5th 2017:

Now Tracking… Video Watch Time

First and foremost, we have added the capability to track how long someone has watched a video. The ability to track video watch time was definitely one of the most highly-requested feature. And today, we’re proud to announce it’s finally available!

This will give you a better understanding of your viewer’s behavior. Instead of simply knowing your video page was viewed, now you can better gauge your audience’s interest: Did they watch the entire video, or did they stop after a few seconds? Did anyone watch your video more than once?

“Video Watched” will now appear as part of your Activity Feed, in the Activity Detail page. Video watch time tracking is available for OneMob videos only (we currently do not track video watch time of YouTube videos).

 

 

NEW! Overview Section

Ever wonder which video, URL, or document drove the most engagement? Another new addition to the Activity Detail page is the Overview section.

The Overview section will provide a graphical representation of total watch time of OneMob videos, and the total instances of your videos watched and contents clicked. The total watch time will help you find out which of your videos are found to be the most captivating, while the total watches and clicks will help you find out which of your contents are in demand.

The “Overview” section will now be available in the Activity Detail page. Click on any of the items listed under “OneMob Video Watch Time” and “Watches & Clicks” for preview.

 

Other Changes:

  • Now tracking your LinkedIn and Twitter icon on landing pages.
  • The activity event “Button Clicked” will now be counted as “Content Clicked”, and will only be differentiated by the URL.
  • The default text for email subject and body has been altered.
Facebooktwitterlinkedin

Introducing OneMob Checklist!

Facebooktwitterlinkedin

All New OneMob Checklist!

Previously, the Getting Started page was used to provide a summary of the user’s statistics (total activities from created links and emails). Frankly, it wasn’t providing any substantial benefits for our users, and was a misnomer considering the statistics didn’t help you “get started” at all. So we asked ourselves, “How can we prepare our users to truly ‘Get Started’?”

After much discussion, we have decided that the most sensible method was to point out the most essential parts of our platform by providing you with list of goals– a checklist.

There are two parts to the checklist: a Starter Checklist and an Advanced Checklist. Finishing the Starter Checklist will prepare you to use our platform. The Advanced Checklist will ask you to perform some of OneMob’s core functionalities.

If you are new to OneMob, we highly encourage you to go through the checklist. By the end of the Starter Checklist, our hope is that you will have all the tools you need to send your first OneMob. The Advanced Checklist should give you a good idea of what OneMob can do for you. If you are a seasoned OneMob veteran… Check out the checklist anyways! Sure, it’s not required, but you can only benefit from having a strong foundation!

You can click here to view the checklist now. Happy OneMobbing!

 

Questions? Comments? Send us an email at support@onemob.com.

Facebooktwitterlinkedin

Having Trouble Connecting With Your Buyers?

Facebooktwitterlinkedin

The following is an edited blog post originally written by Mario Martinez Jr. Mario is a trusted OneMob adviser and a leading social seller. He has been featured in multiple publications, such as Huffington PostInc., and B2C.

You can find his original blog post here.

Visual stimulation can be found in every waking moment of our lives. Movie posters, turn signals, and even a single dead pixel on your monitor are some examples of visual stimulation that we experience daily. Anything you see that grabs your attention and incite emotions are considered visual stimulation. Why do we never fail to notice these things? The reason is simple: We prefer to process content passively. In fact, a video can be processed by our brains 60,000 times faster than words on a page!

What does this have to do with sales connecting with our buyer? Everything, actually. Especially when it comes to companies using video marketing for sales.

In the same way that your brain gravitates toward images and video, your buyer is gravitating toward certain types of communication from you, in certain amounts and delivery styles. How do we know this? A lot of research has been done to prove it. Consider these findings:

1. Video in email leads to a 200% to 300% increase in click-through rates!

2. After seeing a product or service featured in a video, 50% of executives go looking for more information!

3. 39% of executives call a vendor after viewing a video.

Until we as sales people and as sales leaders learn to be where our customers are and connect with them the way they want to be reached, truly connecting with our buyers is going to be a tough road. What is a solution?

Try video marketing for sales to fuel your revenue growth

I recently spoke with Nimesh Gupta, co-founder of the video engagement platform OneMob, about the science behind connecting with buyers through social networks and email. Nimesh’s innovative company allows users to easily record personalized yet corporate-branded video messages, which can then be tracked and analyzed in customer relationship management (CRM) platforms like Salesforce. The reason that video marketing is exploding in popularity, Nimesh told me, is because video resonates with how modern buyers want to consume marketing content online. In fact, one study by the survey marketing firm Usurv found that consumers are 39% more likely to share content delivered via video than regular text, 36% more likely to comment, and 56% more likely to push the “like” button.

OneMob’s success with video marketing for sales is a reminder for us all that we need to be constantly reevaluating our outreach to our buyers and constantly looking for opportunities to shake up how we do connect and sell.

Here are five reasons you are struggling to connect with your buyers—and how you can fix it:

1. You aren’t building trust from the first “hello”: The classic top of the sales funnel starts with lead generation and audience-building. The strength of these foundational relationships is key to your long-term success with buyers. As my friend Anthony Iannarino says, “Your job is make all things unequal.” That starts with building a relationship of trust from the moment you attempt to connect with buyers for the very first time. You must remember that your modern buyers are people. People love stories. Stories create believability. And when the focus of your initial outreach is on the storytelling (instead of branded marketing jibber jabber!), then your buyer’s brain is actually going to light up as it processes this thought-provoking story, especially one told via video.

2. You aren’t feeding your buyer to create engagement: Today’s modern buyers scroll and scan, looking for the things that catch their eye. And this behavior is the exact same methodology busy executives employ when it comes to their professional inboxes. One masterfully crafted email or social media post isn’t enough; your target audience may never see it! Instead, your goal should be to feed your buyer content via social networks that is consistent, engaging, makes them stop as they scan, speaks to how you can solve their problems, and helps them to personally get to know you. Each piece of content should draw them in a little more, piquing their curiosity and creating a series of brand impressions that stick with them over time.

3. You aren’t engaging your buyers the way they want: Video sales acceleration companies like OneMob are seeing explosive growth because they use a type of marketing content that buyers are willing and eager to consume. Indeed, the ratings firm Nielsen says that the average consumer with an internet connection watches about 206 videos every single month! And videos have the potential to dramatically increase purchasing activity. One recent study found that video in an email leads to a 200% to 300% increase in the click-through rate. This means sending a video message over a plain text email can equal higher engagement. Whether it’s videos or simply posting more frequent messages that resonate with your buyer, you need to be constantly looking at better ways to engage buyers in the way that they want.

4. You’re failing to maintain relationships after the sale: The relationship between a seller and a buyer should never end with the sale. In fact, the sale is just one more opportunity on a long continuum of opportunities to engage the buyer and leverage referrals based upon having built a bridge of trust. After a sale, you should be looking to provide educational resources, helpful guidance, and expert support. That way, when it comes time to upsell, renew, or ask for a referral, there is no question that your buyers will gladly oblige. And one more thing: If you haven’t already come to this point in your relationship, after closing your deal it now would be a good time to connect via Facebook. Your goal is to let your buyer see you in your personal life, engaging with your kids, posting personal videos, etc. That is something your competition just isn’t doing, and it’s a highly effective, simple way to stay connected “personally” after a sale.

5. You’re focusing more on differentiating your product than yourself: Most sales teams focus on selling a great product. The problem is that every sales team believes they have a great product to sell, which means the customer gets essentially the same type of sales message from your competition. Although it may seem counterintuitive, the only thing that truly sets you apart is when you can differentiate yourself from the competition. When you become the face of your company, and when you endear your buyer to you and help your buyer to trust you, you’re going to gain a huge leg-up on the competition. Remember, people buy from people they know, like, and trust.

Connecting with your buyer is as much an art as a science. As video marketing for sales has shown us, even a technology that has been around for decades (since the first commercials were aired on television, to be exact!) can be reinvented and reimagined in new ways to truly resonate with your modern buyer.

To show me the power of video marketing for sales, Nimesh Gupta set me up with a free trial. The results were impressive! I decided to create one for you. As you watch this OneMob video, think about how much you could improve your sales outreach if you connected with your buyer this way, every time. In my opinion it’s a GAME CHANGER for social engagement and sales prospecting.

WATCH THE VIDEO

This article was written by Mario Martinez Jr. See the original post here.

Facebooktwitterlinkedin

4 Reasons Why You Absolutely Need Video In 2016

Facebooktwitterlinkedin

tablet on the hand with video player

Marketing gurus predicted 2015 to be the year of video marketing, and they were right. With 96% of B2B marketers using video in their marketing strategy, video has proven to be the most engaging form of content. So engaging, that it has made it’s way into email marketing, content marketing, social SEO and demand-generation programs to help marketers improve results, increase brand awareness and strengthen customer relationships. But video is not just for marketers. Quickly catching on in the sales, customer success, support and human resources sectors, the momentum behind video is quickly picking up in 2016. So if you aren’t using video now, you sure as hell should be.

Here are 3 reasons why you need to make video a part of your arsenal this year, no matter who you are.

 

1. Video is THE Most Engaging form of Content 

With nearly 200 million internet users now consuming online video each day, one thing is obvious- that video is the most engaging form of content. While YouTube has been the long standing dominator of digital video, consumption has extended into social media, with channels like Facebook, Instagram and Snapchat creating their own audiences. That’s why in 2015 we saw Facebook hit 8 billion daily video views and Snapchat earn another 6 billion views. With each platform racing to innovate with new ad formats and attractive features, video is now omnipresent in our digital experience. Regardless of the nature of their content; whether they be high quality productions or personally recorded messages, video is clearly capturing audience’s attentions.

To no surprise, video has made its way into the world of B2B, with 93% of marketers using video for online marketing, sales or communication. Not only is visual content more engaging, but it’s provenly profitable- in fact, 52% of marketing professionals worldwide name video as the type of content with best ROI. But the success isn’t limited to marketing, as video is quickly becoming an instrumental part in sales and customer experience in 2016.

 

2. Enter Into the Next Phase of Digital Sales

In very recent years, we’ve seen social media take its place in the sales space. Twitter and LinkedIn have proven valuable for sales reps to connect in non-traditional ways; cue the typical break in scenario in which the sales rep finds that he and his prospect share the same alma mater. While those channels help to facilitate a connection before the first email is sent, the opportunity to share diverse forms of content is even more prominent. Call it “sales enablement 4.0” or whatever you want, but in the next wave of social selling, video will be a major game changer by increasing the value of your content and your efforts. This is already underway, with 56% of B2B sellers indicating that sales results have been positively impacted by using video.

 

3. Deliver and Capture a Great Customer Experience 

With buyers gaining more autonomy and knowledge of a product on their own, buying on complete viewability will become the norm in 2016. Buyers will make decisions based on their knowledge and perception of not only a company’s product, but of their experience with it as well. Take Uber for example. Instead of taking a taxi, most people now would rather wait longer for their car to arrive and even pay more. Why? Because they know what their experience and transaction will be like based on previous experiences, and are willing to pay for convenience. In fact, 55% of customers would pay extra to guarantee better service. This knowledge has become a major motivation, with Gartner predicting that 89% of companies will compete mainly on experience, and that the experience itself is now part of decision-making criteria.

So how can companies best capture this experience, and be sure that they are delivering a seamless one to their prospects and clients? How can they be better at answering questions, offering support, on boarding, etc? When it comes to making a choice, what will make customers think about their experience with you and your product? Video will help deliver that great customer experience and ultimately build relationships, reminding clients why they want to keep coming back, year after year.

 

4. Tie Effort to Results

In the past, the majority of brands looked to free sites like YouTube and Vimeo to host their digital content. We’ve cautioned against this for a few reasons, the first being that these free hosting sites are impersonal. YouTube is better suited to entertain the masses, not to deliver an individual message. Remember what we said about the importance of providing an optimal customer experience? The same idea applies when watching and interacting with a video. The type of video  doesn’t matter- the medium itself has already proven effective. What matters now is the viewing experience. When you turn your digital assets to Youtube, all control on your end is vanquished. Unsupported content, comments and the inability to add additional content make it more of an open forum then a one-on-one conversation. Even when hosted privately, the only data that is supplied to you is the number views or watches, which is why Marketing professionals predicted 2016 to be the year that “views” becomes an irrelevant statistic.

While the use of video for B2B sales and marketing is prevalent, the inability to accurately measure results, whether it be engagement or ROI, is a major reason why companies struggle to justify making a greater investment in video. Since video has traditionally been used in content marketing and generating brand awareness, measuring the actual ROI that video marketing efforts deliver has been cited as the biggest challenge by marketers. But with 73% of marketers saying video has positively impacted their results, and another 56% seeing the impact in sales, the benefits are undeniable. Ultimately, what we need to know is not how many watches our videos are getting, but if those videos are actually helping close deals and make renewals.

 

Conclusion

In 2015, we saw the influence of online video skyrocket, both in our personal and professional lives. Video found crazy success in marketing, with sales and customer support quickly catching up. No, we’re not saying that reps are going to start Snapchatting their prospects in 2016, but even that doesn’t sound entirely impossible. While we looked to video to help us engage in 2015, 2016 will be the year where we’ll measure engagement, and its impact on our business. And as video’s influence continues to grow in the coming years, professionals will look beyond the content itself, and into the experience surrounding it.

With these ideas in mind; engaging with video, creating optimal user experiences and measuring analytics, businesses will look beyond free video hosting sites to maintain their digital assets. With OneMob, reps can host, distribute and track all their videos with complete control. So stop turning over your video assets to the Wild Web, and contact us to see how you can control the way you connect. 

Facebooktwitterlinkedin

The Anatomy of the Perfect Prospecting Email

Facebooktwitterlinkedin

The ability to deliver an effective email is critical in today’s selling scene. Phone calls are proving ineffective, taking an average of 22.5 dials before meaningful contact is made. The voicemail is on it way out too, with companies such as Coca-Cola and JP Morgan eliminating it from their communication entirely. This tells us that connecting through email is more important than ever. But thanks to marketing automation, buyers are being inundated with hundreds of emails a day. And although it’s tempting to spray and pray, we all know that method is ineffective. It’s not sending emails, whether it be 10 or 100, that matters. What matters is getting a response- and a meaningful one at that. Because if you can start a conversation, you’ve successfully broken through, meaning your chance of closing that deal increase exponentially.  

As we’ve said before, if you’re unable to break through the noise, your emails are being ignored. And if you’re going to stand a chance, you need to be different and offer real value. So how? Incorporating video into your email outreach is the solution, but there’s more too it than throwing a YouTube link in  the body of an existing email template. We’re here to help you get started by building the perfect prospecting email- from subject to signature line.

 

Devin

Subject Line

Shorter email subject lines directly correlate to an increase in open rates, with six to ten-liners finding the most success. This is tied to mobile, since more than half of emails are read on mobile devices. Most mobile screens and email service providers such as Gmail and Outlook only display the first four to seven words of the subject on mobile, so keep it short and sweet.

Include the words Videomail, Video Message, or just Video and the recipient’s first name in  your subject. This will catch your recipient’s attention and help you stand out from the 100+ emails that land in their inbox every day- because emails with personalized subject lines are 22.2% more likely to be opened. Here are a few examples:

  • Personal Videomail for John
  • New Video Message for Heather
  • [Video] Salesforce/OneMob Meeting Recap

 

 Email Body

When using video, keep the text portion of your email body brief as well.  Use this space to initiate the conversation and lead into your video. Whether you’re breaking in or following up after a cold call, remind prospects why it’s worth their time to speak to you. The body should lead the recipient to watch the video, driving more watches and getting your message both seen and heard. No need to repeat the content of the text and video twice. Keep it down to 1-3 lines, then let your video do the talking- literally.

 

Video Content

Your video should obviously be the star of your email. If it’s your first break in attempt, then all the more important to make a good first impression. There are 3 key things to include in your video- the introduction, trigger event and call to action. What’s the reason for contacting them? Did they download a piece of your content? Were you referred to them? Or did you notice a certain commonality? The real engagement comes from your call to action. With OneMob’s built in response form right on the Engagement Page, you can tell your recipient where to reply to you or set up a time to talk if they want to continue the conversation. For prospecting new leads, keep the video around 30 seconds. Once you’ve engaged, length can go into 60 seconds with more detail

 

Kyle

What Next?

When you send a video through the OneMob platform, you’ll know who opens, watches and responds to your videos. With all this information tracked in your Salesforce account, you’ll gain actionable insights to help you determine the next steps in pursuing your prospect. You’ll also be able to tell which type of videos drive the best results for you- whether they be personal or product focused. Remember that the goal is quality, not quantity. With OneMob, our aim is to help you deliver a unique email experience to your prospects, and in turn receive quality responses that ultimately lead to quicker closed deals and increased revenue. To learn more and start engaging your prospects through video, sign up for a free trial. 

Facebooktwitterlinkedin

“After the Beep, Shoot Me an Email”

Facebooktwitterlinkedin

Cold calling. You’ve done it a million times, and will probably do so a million more. But we keep hearing same the questions pop up in trending sales discussions and articles everywhere. Is it effective or is it outdated? Will we ever move away from it? Is there a better method? A practice endangered to extinction, social sellers everywhere are pronouncing cold calling nearly dead. With so much back and forth, what’s a salesperson to do? The answer isn’t to stop cold calling- it’s to stop leaving voicemails.

original

 

The Challenge

As every salesperson knows, making initial contact is the hardest part. Picking up the phone has long been the first step in this process. If someone answers your call, great. But when you’re sent straight to voicemail, that’s where things start to go downhill. It used to take about three to four calls to reach a prospect. Given our increased mobility and new modes of communication, the number of attempts has doubled. On average, less than 1% of calls get returned and less than 2% of those calls result in booked meetings. So what does this mean? It means that there’s a fundamental hole in the way sales teams are reaching out to prospects.

 

Communication is Broken

Simply put, leaving voicemails is no longer very effective. We’ve all been in the situation where, upon seeing a missed call and voicemail from a friend or relative, you choose to call back without listening to the message. “Did you get my message?” they ask. “No,” you reply, “but I saw that you called.” Unfortunately, the business world doesn’t operate in the same way, and your prospect is not going to call you right back. According to Business Insider only 33% of people listen to voicemails from business contacts daily, and only 18% listen to voicemails from numbers they don’t recognize. Meaning, four out of five of your cold voicemails aren’t even being played. I’m not suggesting that you put down the phone indefinitely. Real-time verbal communication is absolutely essential. But when you do get sent to voicemail dungeon, you need to be more strategic with your follow up.

 

Resolution

As evidenced by text and email, much of our communication has evolved from verbal to visual. InsideSales reported that the top three forms of messaging that people respond to are email, office phone calls and cell phone calls. Clearly, people are choosing their email inboxes over their voicemail boxes. But even those are becoming inundated with mass amounts of generic messaging. As text becomes less compelling, what is the next medium that will catch, and hold, our attention?

It’s time to take a step back and re-examine our methods. Don’t let an unreturned voicemail slow down your sales cycle. Following up with email is still more effective, but even those can get lost in the mix. So how can you ensure your emails are not only being read, but eliciting more and higher quality responses?

 

Personalize Your Outreach

Putting a face to a name goes a long way. When someone sees a smile and hears a voice, a sense of trust and a layer of objectivity is established around that individual and their context. Not like in an email, where a text-based barrier makes it difficult to accurately express yourself in letters, fonts and whitespace. And more often than not, your messages are being misinterpreted. With video, this is unmistakable. You’re essentially unmasking yourself and gaining more credibility with your viewers. People don’t want to be sold to. Buyers want to be engaged on their own time, in a new way that’s more dynamic, less about products and more about their business application. They’ve gathered enough information on their own to form an educated opinion. What they need is an expert, trusted advisor and source of guidance. So how are you going to elevate yourself, get more attention and receive more responses? By personalizing your outreach.

 

Thankfully, we live in an age where new tools and technologies are making communication easier, more engaging and enjoyable. Video messaging allows people to record, send, watch and reply to each other whenever and wherever it’s convenient for them. Technology has advanced enough to the point where we’re not limited to recording videos on our webcams and uploading them to YouTube. Nor are we required to own expensive DSLRs to record high-quality videos. Look no further than to your smartphones. You use it every day, in x amount of ways. The practice of moving the phone from the ear to the front of the face is becoming less of a novelty, and more of a norm.

At OneMob, we practice what we preach. By incorporating video into our email outreach, we’ve seen increases in our open rates, click-through rates and higher quality responses. See how our customers are getting results with video messaging and contact us to learn more.

Facebooktwitterlinkedin

Why Video Works For (All) Sales Reps

Facebooktwitterlinkedin

OneMob Head of Sales, Randy Yabes, has been in the B2B sales game for 15 years. Here’s how video messaging helps him perfect his outreach and ultimately close more deals.

FCQAMKJMKXMZAICSTHDIXJGVKE

 

The B2B landscape is continually changing. Since the 2000s, we’ve seen the birth of social media, smart phones and SaaS. We’ve also seen the decline or end of the flip phones, rolodexes, fax machines and mostly everything dealing with paper. In order to succeed, you have to adapt. Call it survival of the fittest. Today, sales orgs are inundated with new tools for sales enablement on the daily. Seasoned reps stick to the tried and true since they know what works. But there are some unique ways out there to stand out from the noise. These ideas aren’t only applicable to progressive millennials, and shouldn’t be ignored. Every rep has their preferred methodology, and my new outreach method is video. Here are 5 ways that implementing video in my sales methodology has helped me adapt, break in, form lasting relationships and ultimately close deals.

 

1) Gives Cold Calling a Break

Cold calling is monotonous and energy draining. It’s awkward, impersonal and often inconvenient for the person on the other end of the line. Reaching out via video is a successfully proven alternative. In this on demand age, sellers need to understand that buyers want to buy on their own time, so why not present information in a way that they can receive whenever they want? Video allows you not only to pitch your product, but really yourself- as a professional, an adviser and as a personality.

 

2) Shows More Empathy

The tone in your speech affects people’s perception, instantly. Many times, sellers forget what the experience is like for the buyer. Reps are so concerned with delivering the pitch so perfectly that they forget to ask enough questions and really learn about the buyer and their needs. During the middle of a sales cycle, I use video to re-state the purpose of our partnership. Summarizing gets all parties on the same page. Can I do this via email? Probably. But there is no “empathy” font. There is no “insert joke” button (and no, emojis don’t count). Video allows me to deliver a message in a way that says I am here to help, but in a more personal way than text. Stop treating deals like transactions and more like relationships. Showing empathy affords you trust and credibility, which is key to maintaining relationships and ultimately closing more deals.

 

3) Affords Honest and Direct Feedback

Once I’ve established credibility with my contacts, communication becomes much more direct and efficient. You’re guaranteed to get more direct feedback from someone that knows and likes you – even if it is a “no”. I just want to avoid the two statuses that all salespersons dread – “maybe” and “gone dark”. It’s easier to blow off a response or beat around the bush with someone you don’t know on the other end of the line. Video provides that familiarity. Receiving direct feedback and quicker answers unsure that both of our our times aren’t being wasted.

4) Improves My Pitch

Every salesperson has their signature style and approach. After years of practice, it’s comfortable to get stuck in the same, “proven” routine. But remember, we have to adapt. Since the ways in which we buy, sell and communicate are continually advancing, can you truly step back and see if you are caught up with the times? Training to enhance your routine is best done through video. It’s a crystal clear mirror to see how you look and sound. Golfers record their swing to analyze that hitch. Singers record their voices to hear those flat notes. Why don’t sellers record their potentially stagnant presentations? Seeing my pitch forces me to listen to how I present, poking holes in my normal speech and highlighting possible bad habits and making improvements. It also gives me the opportunity to try something new, such as a new line or sign-off.

 

5) Keeps Me Optimistic

Selling is one of the toughest jobs because your success is instantly measurable, and success is dependent on buyers making decisions that are in your favor. It’s daunting. It’s tough. But remember this; you are the tip of the sword. You are the first impression that your company makes in a partnership. What inspires me about using a video is this statistic alone: that the average person receives 121 emails a day, a number that is still on the rise. Sending a video itself is already entirely fresh approach to initiating those new conversations and fostering communication. I’m confident and optimistic knowing that I’m delivering something unique from other sales reps because I’m reaching out in a way that’s sincere, unexpected and engaging. The positive feedback that I get from prospects affirms this.

 


About the Author: Since the early 2000s Randy Yabes has been tasked with building pipelines, growing sales teams and developing structures for companies like Staples, IDG, Extole, Experian Information Solutions, and now OneMob. Connect with him on LinkedIn to see how he’s adapted in the SaaS sales world at startup’s and the Fortune 500’s.

Facebooktwitterlinkedin

Send Emails that People will Actually Want to Open (and Watch!)

Facebooktwitterlinkedin

play-by-play_2-be8689ff509b8736300212cc1e01f34a
 

Can you remember the last email that stood out to you? Given that we receive so many emails that are solicitous, transactional and dry,  it’s hard to recall. As any professional, this is the last way you want your messaging to come across. Luckily, there are ways to rise above the rest. Taking a few minutes to spice up your emails has proven to make a big difference. The numbers don’t lie- personalised emails deliver 50% higher open rates and 22% higher reply rates. Here are some themes to keep in mind that will make people remember, reopen and refer on your emails

 

Be Straight

Cut to the chase. Our attention spans are short, so you have a limited amount of words and time to catch and keep someone’s attention. A simple message, without too many ideas and directions, is the easiest to remember.

Make them Unexpected

People expect lame emails and pitches. What they don’t expect is a sharp subject line, a funny GIF or a dynamic video- and those are what stick out. Be counter-intuitive and send something unexpected. 

Stay Authentic

Forget the technical jargon, product features and bulleted statistics. Images and videos bring an email to life and encourage engagement. Visual content is substantial, and can translate an idea or experience instantly into a memorable and meaningful concept.

Establish Trust

With consistency comes credibility. Sending current and relevant content on a regular basis builds up your integrity with customers, and will make them more likely to pay attention to and engage with your content.

Evoke emotions

A successful company doesn’t just sell a product, they sell an experience. In the B2B space, it’s buying into relationships as well, which are formed through discovering mutual commonalities and connections and take time to nurture. It’s not enough to communicate and engage through text. Step up your messaging with engaging content in a dynamic format that will truly resonate.

Tell a Story

Relating to my previous point, emotional appeals increase engagement and build rapport. Creating a narrative around your brand captures these emotions and experiences, and takes your viewer on a journey. Make your story about the customer and tailor the information to the individual. This will encourage not only reaction, but action as well.
 

There are many mediums out there that can capture these ideas, but only one is capable of embodying all five- and it’s video. Video puts a live face to the name, connects sounds and visuals to the story and triggers emotional reactions through the senses. A dynamic video will inform and engage your audience, keeping relationships strong through the entire customer lifecycle. It doesn’t require a lot of time or resources either. There are a number of video platforms that you could choose as your host, but only OneMob gives you the tracking, analytics and freedom of mobility. For tips on how to improve your emails and examples of video use cases, check out our support page.

Facebooktwitterlinkedin

Video Messaging – the New Kid on the Block

Facebooktwitterlinkedin

If the rumors are true, then Sales Enablement 3.0 is upon us, and this puts us sales and tech professionals at yet another split in the road: to continue down the current path with our social selling and email tracking, or take a slight left at the bend and see what new concepts have surfaced.

If you’ve had your ear to the ground lately, you’d agree we’re moving towards heavier sales automation, predictive sales intelligence and video messaging. Given sales automation is the most established, and sales intelligence is difficult enough for the wisest and most experienced — take a go with video messaging.

Primarily, we need to understand what video messaging is to the B2B space and then what value it provides to sales messaging and pipeline generation.  

video_player

 

What is it?

In its simple elegance, video messaging is recording and sending sales and marketing messaging via email. Sending video in B2B sales, as prospects have told me, is a novel concept. The goal is to create a video for your audience, whether it’s to set a new meeting to a specific person or to promote awareness for your event/cause to a broader audience.

 

How does it work? 

There are a small handful of video messaging platforms for recording and sending video messages. Features and quality vary, including CRM integrations, mobile apps, corporate branding and even DNS set-up for the enterprise crowd. With OneMob you can have all of these features, plus the technology for a recording and sending solution that is both trackable and scalable.

WCMIAHWBNNBTAQJDFRIAVZTIMJ

 

Why would I do such a thing?

1) Video thumbnails deliver the highest CTRs

This is where message differentiation comes into play. The majority of buyers already think you and your competition are more-or-less the same (via The Challenger Sale). If your messaging looks alike, then they’re ignoring your email all the same. That being said, there’s no better means of driving high CTRs than a video thumbnail (MarketingProfs). So if you need your initial message to be received, include a video. This is a personal, digital approach and is best for top tier accounts. Since great sales people take the time to know their audience and tailor their message, do yourself the favor and give your great messaging the best odds of being seen.

 

2) It doesn’t get more personalized or trustworthy

Sales automation has made sales people seem like robots. There’s minimal room for personalization, so most emails look the same at first glance. Seeing a smiling face, a company logo, plus physically hearing and seeing the sales person carries weight — the type of weight sales people long to replicate via their rare and invaluable face-to-face meetings. If I had a dollar for every time a prospect noted I’m “the guy with a beard from the video” as we began our first meeting, I’d have enough dollars for Chipotle for me and a friend, plus guac.  

 

Keeping in Mind…

Video is an additional outlet to phone calls and emails that go hand-in-hand with any sales position. In a time where sales automation is becoming bigger than ever, video is pitching value via a wider and more consistent net. While phone and email aren’t going away anytime soon, video is looking to be the next accepted addition, creating the Big Three in foundational sales outreach. So, while the sales effectiveness space is preaching volume, video is singing personal touch.

 


About the Author: Devin Reed is the newest member to the Sales team at OneMob as a Sr. Account Executive and author of The Reeder. Having spent his career in technology sales, specifically on ROI-focused software selling at the executive level, he credits audience analysis as the success of his outreach, along with overcoming the fear of clicking “Send” on those not-so-ordinary emails to top executives.

Facebooktwitterlinkedin

Your Emails Are Terrible

Facebooktwitterlinkedin

The phrase Send me an email and I'll Ignore it Later on a cork notice board. A concept for time wasting or avoiding being overwhelmed by communications and workload

Yeah, we said it. Here are five, all too common ways that plain text emails are bringing your sales down. The good news? Video helps turn them around.

 

Vague Voice

You can only say so much about yourself in an email. Words limit our ability to not only convey, but interpret emotions. In fact, studies show that over half of emails are misinterpreted. This means there have been times where you’ve come off in a way that you didn’t intend to. From a sales perspective, this can be detrimental. When selling becomes less emotional, and all about logic and facts, the connection is less personal and thus diminished.

Solution: Video is better than a phone call because it allows you to express yourself verbally and physically. Yes, body language is still important. Show that you mean what you say.  

 

Mechanical Messaging

Cold calling is the more personal attempt to reach out, but can be awkward and end in a harsh hang up, bruising your ego. It’s easier to say “no” when you don’t know the person on the other end of the line or email chain.

Solution: Video is a much better alternative, letting you introduce yourself and make your point, without interruption. Your prospect can puts a face to the name, and it shows rather than tells others about you. A visual along with a voice makes you more likeable and proves that you’re not a robot. Nobody wants to be a robot.

 

Pointless Replies

You’ve been in that frustrating situation with a client where after a confusing email exchange, it’s just easier to explain verbally. And to add to that, you’re playing phone tag and it’s getting you nowhere.

Solution: An easy and instant medium to explain yourself, videos can be watched on a person’s own time, as many times as they want. If they still still have questions, they can shoot you a video back as well (hello, new video reply feature). Problem solved.

 

Idle Conversations

Have you ever liked someone just by the sound of their voice? It’s the intonations, cadence and emotion that bring a name to life. You can tell if someone is interested or not, which is why phone calls have traditionally been the base of selling. Buyers like to know and trust who they’re buying from. With so many missed calls and connections, it’s hard to keep up.

Solution: Sending a video of yourself keeps the conversation stimulating and dynamic, helping you foster trust and maintain a solid relationshipwhich will ultimately get you that deal.

 

Prolonged Sales Cycles

With our inboxes flooding on the daily, it’s easy for messages to go unnoticed or have delayed replies, holding up the sales cycles.

Solution: If you can’t meet in person or talk on the phone, video is the next best thing. It speeds up communication. OneMob has proven to shorten the sales cycle by increasing response rates tenfold.

The way we consume media is becoming less text based and more visual. We’d rather watch the news than read the paper, send a snapchat over a text and chat via video rather than phone. So it’s only natural that our business practices align with our personal ones. But before any of these innovations, (even writing) communication was done in person. In an increasingly global and digital age, this is no longer as possible. Video is the next best way to maintain personal connections. Using OneMob can help professionals connect, build trust and ultimately make better sales. You’re not a robot, so don’t sell like one.

Facebooktwitterlinkedin