Never Been Promoted

Eric Anderson Explains Personalized Video Sales Magic

Thomas Helfrich Season 1 Episode 177

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Never Been Promoted Podcast with Thomas Helfrich

Thomas Helfrich hosts Eric Anderson, the co-founder of Virtual Sales Rx, for an engaging conversation on the transformative power of personalized video in sales. Eric shares his journey, insights into leveraging AI for customer profiling, and how personalized communication can revolutionize the sales process.

In this episode, Eric discusses:

  • The Shift to Personalized Video in Sales

Eric explains how personalized video allows sales teams to connect with prospects on a deeper level, breaking through the noise of traditional outreach methods.

  • Using AI to Understand Your Audience

By integrating AI tools, Virtual Sales Rx identifies customer needs and preferences, enabling highly tailored communication that resonates with the target audience.

  • Boosting Engagement Through Video

Eric highlights how personalized video outperforms traditional email campaigns, with engagement rates of over 75% compared to less than 2% for written emails.

  • Do’s and Don’ts of Video Sales

Eric outlines key best practices for video sales, emphasizing authenticity and relevance while cautioning against lengthy or overly scripted content.

Key Takeaways:

  • Engage Visually and Emotionally

Personalized video captures attention quickly, making it a powerful tool for delivering impactful messages.

  • Be Authentic and Direct

Tailor your videos to speak directly to the customer’s needs while keeping the tone genuine and conversational.

  • Leverage Technology Thoughtfully

AI and video platforms can enhance your sales process, but success depends on maintaining a human connection.

"Sales isn’t about the volume of outreach—it’s about the quality of the connection. Personalized video creates that connection." — Eric Anderson

CONNECT WITH ERIC ANDERSON

Website: https://virtualsalesrx.thinkific.com/courses/virtual-sales-rx-video-guided-training
LinkedIn:
https://www.linkedin.com/in/eric-i-anderson-7442818/

CONNECT WITH THOMAS:

X (Twitter):
https://twitter.com/thelfrich | https://twitter.com/nevbeenpromoted Facebook: https://www.facebook.com/hovienko | https://www.facebook.com/neverbeenpromoted
Website: https://www.neverbeenpromoted.com/
Instagram: https://www.instagram.com/neverbeenpromoted/
YouTube: https://www.youtube.com/@neverbeenpromoted
LinkedIn: https://www.linkedin.com/in/thomashelfrich/
Email: t@instantlyrelevant.com
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Welcome to the Never Been Promoted podcast, where we're all about helping you cut the tie to all that holds you back. The excuses, the fears, the people, that sense of entitlement. Cut the ties so you can unleash your inner entrepreneur. Your host, Thomas Helfrich, is on a mission to make more entrepreneurs in the world and make them better at entrepreneurship.
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Hey. Welcome to Never Been Promoted. You're probably wondering why I'm wearing glasses because we are gonna nerd it out today on AI and in video. It's gonna be great. And if you couldn't hear that, I threw my glasses on my face. Why? Because I got a prescription that doesn't actually work. It makes me wanna throw up. So we're gonna keep those off for the rest of my life, which is nice. And that's you know, there's technology involved when you get new glasses, and it doesn't involve AI or reason, apparently. But in sales, personalization of video will. So this is what we're gonna be discussing today with Eric Anderson. And I know you guys are wondering right now, does Stanley really make the water taste better? Fuck. Yeah. It does. Okay. I want Stanley to sponsor the show is why I do that. Anyway, today, if this is your first time here, I hope that was fun because I cussed in the first 30 seconds, which is great. Probably ruined the monetization for the whole video, which means it's a benefit to you because now you won't see any ads for the rest of the show. But we're gonna, extend our mission. We're gonna help entrepreneurs get better at entrepreneurship by helping you cut that tide, all the kind of shit holding you back. It is, the the fears, the excuses. Sometimes it's some people in your in your life, and a lot of times it's just you. It's your former self. You gotta let that go and and grow. So only shameless plug I ask is go to youtube.com. Subscribe at never been promoted. And if you listen to the podcast, a 5 star review super helps with getting our mission out there, helping the the information the guests are sharing, be promoted further, and also just helps, helps helps me personally. So thank you. Let's bring on our guest. Eric, how are you? Eric? I am fantastic, Thomas. How are you? I'm saucy and cheeky today, and I don't know why, but it but I dropped 2 customers in the first two minutes. I never do that, and I did that for you. So everyone else could be completely ad interrupted because I will not qualify for monetization now. So you're welcome. I love it. You know, I always love to join a, podcast where the u word saucy is used. I often, when someone asks me, hi. How how are you today? I always answer, I'm delicious. And if they were listening, they usually go, what? Like, you like, you know, like, the supermarket, the person is supposed to be cordial, and they're like, I'm like, I'm not at the supermarket. Clearly delicious. Love it with it. You can leverage it. Saint Augustine, Florida. I I was talking to you off camera. I just visited there. For those who've never been to Saint Augustine, go visit. Spend some money, but leave. It's getting too busy.
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Exactly.
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Don't move there. You wanna move more inland next to Orlando.
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Yeah. They love they will they we love you to move to Orlando. They love it there. Orlando. Go to Orlando. Yes. And come visit us on the weekends. Come come visit us. You'll love it here. It's a it's a wonderful historic town, and then, buy your home in Orlando, and you'll love it even more. Yeah. Be cheaper too, probably. Yeah. Yeah. I would agree.
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You, you've been in this kind of sales game for a while. Right?
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I have. Yeah. So I, after graduating from college, I get jumped right into sales because when you graduate from college and have no idea what you do are going to do, you jump into sales. And that's what I did, and, so sales has been my lifelong passion.
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You know, it's well, if you're good at it, well, I'm happy to do your background, but I will I will tell well, let's do the icebreaker. Okay. Give me the worst sales pitch you were required to say.
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Oh my gosh. Required to say. Man, there have been so many. I've had so many terrible sales managers. You know, I don't know if one can come right to mind immediately, but I I I do know when I was way back in the day, you know, I'll be dating myself, you know, when I actually had to go from office to office selling computers. Yes, ladies and gentlemen. At one point in time, we had to walk into offices and sell someone a computer. I had to say, today is the day that this machine will make your life easier.
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That's true. Should've just done it online. I don't know why.
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I should Back then, it was on the lines with the Internet. I was in a line. That's what it was. I was in a line. That's, that's not bad. I mean, it's kinda
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it's it's pretty hokey. It's, like, it some whoever thought of that was clearly somebody already knowing what the headline of their web page was gonna be at some point. Yes. Yeah. Yeah. It's And here we go. That was a truthful statement. They I don't think people realize when you said that,
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how actually true. That's probably the most truthful statement you've ever said in sales right there. It it maybe it maybe maybe I I did it early. I got out of the way early and then onward.
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Yeah. And it's funny. After after you're, you know, required to kinda say something or greeting or whatever, you kinda take a breath like, thank god that's over. Okay. Here's what we do. Yeah. Yeah. Do you wanna set up your set set up you know, start with what you're doing today, like, kinda a little foreshadow of of, you know, where you are in the world with, you know, the pitch kinda speak. And then go back and then give me enough creds and and ideas so people can understand your perspective or where you're coming from from, from your Yeah. Sure. Absolutely. So,
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I am the cofounder of Virtual Sales Rx. We are a company that is devoted towards teaching individuals how to utilize personalized video in their sales cadence and in their sales process, and it really came about because of well, you I was I'm about to say COVID, but it actually was before COVID. Myself, my cofounder, Matthew Ray Scott, we decided there had to be a better way to contact people, sell to people, convey our ideas without having to knock on 212 doors in a week and then hashtag hustle and go more and more and more. So we wanted to get relevant at scale. And the funny story was behind it was, my cofounder, Matthew, had a was purchasing a new vehicle, an EV vehicle, and what occurred was he received this video from his, I'll have to I'll I'll use the brand name, his Rivian guide. And the Rivian guide basically said, hey. I'm here to do this and that, and it was a personalized video that walked him through the process. And he was just dumbfounded, and he, you know, basically told me and said, this is the future. This is what's going to be what what the future is. And he was exactly right. And so we went about and we're we're in the medical device space, and that's where we did a lot of our our original work. And and so we decided that we needed to come up with an idea or a platform that would teach other salespeople how to utilize personalized video, be relevant at scale, create value for the, ultimately, for the customer, and then, also, most importantly, is bring a customer through the or your ideal customer through the process to obviously buying from you. And so we we launched in the medical device space, and that was almost 4 years ago now. And we've had phenomenal success. And so we not only are teaching medical device companies, medical device salespeople, we bridged into other verticals, other industries, and it's been a lot of fun. It's been, eye opening, and, you know, most importantly, we've learned a lot along the way.
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And, I mean, you're way ahead of the game before COVID on using the personalized videos, and I and I think they've and I wanna get really clear on what that is too because okay. So you've come from sales, and we set that up. Yep. You you you've been in you're a professional salesperson forever, and, you know, I'm sure I'd have to guess you've learned along the way as everyone others every other salesperson is the outgoing characteristics that you thought was a good salesperson has nothing to do with sales and everything to do with process. So and execution. And introverts, by the way, make the best salespeople because they don't wanna talk. Right. Yeah. They actually want you to They follow a process better than anybody so they can just get it done. And so anyway, we'll come back to that. So you you've you've you've you know sales, and you did this, and I love this from an entrepreneurial standpoint, because you saw a problem and a need of scale. Because you can't endlessly record videos and go do this. But there was a push a long time. I kept getting these on LinkedIn, like, right, these, like, personalized videos, but they weren't that personalized. It was just kinda like it almost looked hacky. Like, even, like, there was, like, a board that had my name on it or or there was, like, a horrible editing of Thomas and then the same pitch. Tell me what changed. And it's okay they started that way. It was, like, you know, it's nascent technology back then. But Sure. What's changed in that video so people understand what you're talking about so they don't think it's something old given when they hear this conversation.
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So what we do is we we combine AI and personalized video, and so we we do a phenomenal job of creating a scenario where you know your ideal customer because we utilize AI to profile that customer. We know more about the that customer than they probably do. And the reason we do that is we can cater a personalized video to exactly their needs, their background. One of definitely the things that they're looking to do now and in the future, and we generate a lot of those things in the background with AI. We don't generate the video with AI, not yet, but we utilize so much in the background to profile our ideal customer. And that's really what sales that's where sales is going. And a lot of industries are going kicking and screaming, but that's where it's going. Your ideal customer wants to hear or receive value from you in order to make a purchase or to to advance in the buying process. You know, the re you know, going and knocking on 27 doors every day and talking to 26 people that have absolutely no desire to talk to you, and we we say this all the time is so 1994. It's like that's just not the way things are they're they're not productive. So if you wanna be relevant at scale, this is the avenue and the platform where you can do it. And you guys are coaching this and have a technology that supports it? So we are coaching it right now. We utilize different software platforms that we don't receive anything from at this point in time, but we there's several amount there, so we don't really you know, we'll tell you which ones we think are are the best out there. Vidyard and things like that that are platforms that are out there that are great. They're personalized video platforms that allow you to send personalized videos. You know when they're opened. You know how much they've watched. They know they forwarded those type that type of data, which, you know, we didn't have that 10 years ago, and now we do.
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Well and and the reason I started this podcast because I I just didn't wanna pay for coaching, and I just need little help from everywhere. So we're gonna go down the path of how to do that now if it's okay. Absolutely. Alright. Here's the use case. I don't do any video sales. We're about to start our first email marketing campaign. To understand from my personal brand, for my company instantly relevant, never been promoted in the stuff I do, I'm so anti spam. I think in four and a half years as an organization, we have sent 4 emails out to our list of people. Like, that's it. And it's usually like, hey, we hit top 5% global podcast. I've mentioned you in a post. If you could just say, hey, great. It's I don't know. You may have gotten email. Like, you you'll get very few. Alright. Take me through this scenario, and it's okay if you speak, like, 10 minutes in a row here, and I'll probably ask questions. But take me through the scenario of an organization like mine, And I can give you the use case too. Right? So if you wanna know the mark so we we verify marketing agency's ability to deliver. So we give them a verification badge. We get build get them to get built trust so they can close more deals. That would be a market I'd wanna go hit, is marketing agency USA. Walk me through where that is in the sales cycle and what I need, lists technology, like, take take me through what it takes.
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Yeah. It's so, obviously, it's gonna be different for everybody else in certain situations. But I can tell you right now that when you have targeted, you know exactly who you're looking for. So let's kinda rewind a little bit. Written emails are about now people will tell you all kinds of rates that probably aren't too true. Let's say it's anywhere between 0.5% and 2% engagement rate. So that's engagement rate. Engaged, they click. They they follow through. They wanna see what you have to say. More like that's engagement. 1 you know, actual emails that are even read is probably point 1%. They they people don't read emails. And I know that everybody talks about, I've got a system for cold emailing people, and this is how it works, and you're gonna love it, and this they don't work. I I'm sorry. They don't work. But what does work, and it all is about the human brain, and it's about punching it in the amygdala, is this. If someone sees you, well, with software platforms that we use, if someone sees a personalized video and it starts in your whether you text it to them, whether they receive it in some kind of a email form, now it would be in the email form, but if it was in that kind of form and they see your face, they engage. That's how it works. And these platforms will allow you whether it's a moving thumbnail or things of that nature with a highlighted byline that, obviously, that pertains to what you're trying to achieve. Hey. Have you thought about doing this and increasing your engagement by 72.4% and you see somebody's face I mean, usually, you use a good looking person, not me. But if you use somebody who, you know, you look at them and you go, oh, I wanna know what they have to say. They'll click. And here's the crazy thing. Over 4 years, we've sent, boy, 30 something 1000 videos, just our organization, just our organization. We have a 75.2% watch rate.
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70 ask you. We we use a thing called WiseStamp, so I have things embedded in there. Is it recommended to get rid of something like that as part of it?
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I would. Yeah. Too much? I think it's too much. Yeah. I think I think if it's a very simple
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if it's a very simple visual punch in the amygdala, I know what I wanna know. Wow. Okay. I do wanna know about that. Click. So so it'd be like, let's say, for a cold email campaign or whatever that would be. This is where you would use it in in with a simple text and then, like, enough to be like, hey. Just I made you a video. Like, this is actually me making you a video. Well, yeah. They will it the software platforms will allow you to have a thumbnail where it may be moving.
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Oftentimes, what we teach here is a little tip. We have a little whiteboard that we often will hold up, and on the whiteboard, it will say whatever we're gonna do to punch you in the amygdala, and they go, oh, I wanna know that because here's here's the here's the actual neuroscience behind it. When p the brain the the human brain doesn't know whether you're seeing a person right in front of you or if you're seeing a video. It doesn't differentiate. It just knows I'm going to engage, and it never sees that when you have a text email. What it does is it triggers some kind of, okay. I read that. I get to do that. But if somebody sees a video, it's why TikTok, it's why Instagram, it's why all these pro all these platforms are able to give you the shot of dopamine, punch you right in the amygdala, and go, hey. Here we are, and you watch. And that's why it's addictive, why everybody do do yourself a favor if you wanna figure out how addictive it is. Go into any doctor's office or go into any place with a group of 20 people and count how many people are staring at their phone. Now
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that's that's what it is. It's it's I play TD Balloon 6, so I like to just play video games. There you go. Yeah. Whatever works for you. But, you know, it it blind. I mean, it's great. I mean, and not that I get paid from them, but I should. I love it to me. Yeah. There you go. Why do you grind so hard on it? I go, I don't know. I just like grinding through games. Leave me alone. I'm grinding. Exactly. And you don't know why you're grinding, but you are. I do. I I just love it because it's a complete mental checkout in a little bit of strategy. Yeah. Alright. I'm sorry. Please continue. No. No. I digress. It's a fool. I am you know, there's one skill I have, and I usually put it on a job application why I'm unemployable is that I am fantastic at diverting and digressing any meeting if allowed to. That's why you probably get invited quite often. No. I just it's it's with the corporate tactic when you're not prepared for a meeting is to waste the 1st 28 minutes. Like, hey, guys. Looks like we're out of time. Why don't we just pick this up in a month, and we'll we'll, I'll send some emails about it, and and then no one remembers. Alright. Keep going.
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Gotcha. No problem. Well, you know, and so once the human brain sees it and it locks in and it says, you know, that's something that interests me, that creates the I'm gonna I'm gonna watch this video. And like I said, we have our videos are watched 75.2%. And so we the software we use allows us to measure that data to see when it's watched, how long it's watched, is it forwarded to all those different things. And So what we so give a perspective.
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You're at 75% or so. What what is, what is industry typical for an email, you said?
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They'll give you anywhere between 0.5% and 2%.
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And then on a warm email list, is it is that is yours on a cold outreach?
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Mine's on a cold outreach. Yeah. Ours is on a cold outreach. Yeah. And so it's enough for your services. Well, yeah, it's you know, we we get told that quite often. But, you know, it it's, you know, I would say it's cold outreach with a very warm, potential customer. We we know what they want. We know what they wanna hear. We understand that. We've done our background with AI. It's how we we've studied. We know more about them than they probably know about themselves, and so we're able to then cater that, you know, personalized video to what their How long are the videos typically in something like that? So we try to say that every video between 1 and 2 minutes. And long? Okay. Wow. Yeah. I would not get that at all. So, ideally, they're all less than 1 minute. Ideally, they're all less than 1 minute. Gotcha. Go over a minute, don't ever go in 2 minutes. Because as salespeople, we have absolutely not been trained to talk in 1 minute increments. We've been taught to we have been taught to talk and talk and talk and talk and not listen and then talk more. So what were you saying? Yeah. Exactly.
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And, So do you do the trick like, hey. In less than 90 seconds, I'm gonna explain this, and you do it in, like, 58 seconds? Because that's, like, a great trick because they're expecting 90, and then you're like, oh, it's over? It can be. Yeah. That's actually very that's an excellent way to do it. I do that all the time. It'd be 2 minutes, and I'll do it, like, in in 48 seconds. Like, there you go. Now I'm in it for you to question me. Well and it's
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it's proven that when people start to hear after about, I think it's 7 seconds now, which I think is probably less, now that we're so distracted that the human brain's being that's a whole other we that's a whole other podcast how the human brain's being transformed with technology. But they say in about 7 seconds, if you don't catch some attention, you don't catch them with something, they're not listening. Right. They're there, but they're not listening. Alright. So
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when you're working with the customer, you got the list, you know it's giving a cold email, you know, you have an idea what the personalized emails I'm sorry, the video should be. Does the does your cuss or your person you're coaching, they go and film it just like I would film something here or and and you give them the script or tell me, you know, like, how much hand holding do you do with that one?
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So with our course and our platform, you know, we do what we have, what's called the content cookbook. It's 50 different ideas. Just give them all kinds of different ideas and and and things that they can utilize in order to whatever they wanna use in order to get to where they wanna go. And so, typically, we tell them either it could be a webcam. I mean, it can be iPhone, phone. You can do that with the software as well, and you can take your own personalized video. There's the opportunity and the ability to use scripts and word for word. We recommend using scripts as you get a little bit better with personalized video because you really wanna be authentic and genuine. And if you're sending someone a personalized video and you think that this is the way that they want to hear, they're going to immediately hit stop, erase x, whatever you wanna say, that's what they're gonna do. So it's better to talk the way you typically talk, inflection points like you typically would. We'll give you some guidance and understanding on how that works, but inflection in your own way, in your own mantra is a much better approach than doing the scripts. Now we have Right. We we have we have Salesforces that use scripts. They love it. They do it, and they practice it. So I I tell everybody, do what is most comfortable for you, but be the most genuine you could possibly be. And everybody I mean and I will say what we're gonna immediately hear is, I don't wanna do videos. I hate that. I hate doing a video and sending it to somebody. And well, the reality is is that technology is changing. The world is changing. And if you're okay with walking up in a hallway and talking to somebody, just pretend that that somebody is a camera and talk to that camera. It's the same it's the same thought process. I I'm to the point where, like, I don't
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return I mean, I don't I listen to voice mail every once every 2 weeks when I think about it. I I I absolutely hate talking my on the phone. My wife's like, why don't you wanna talk to the phone? I'm like, you're on you talk all day. I'm like, yeah, but I'm talking to someone. I go, I cannot stand phone conversation. And that used to be the way you talk to people. It was like, hey. You give them a call and you work things through and you listen. But now I'm like, I can't I just can't do it. And so, like, when people when people are stuck in that mode, I get it. Because if I had to go back to calling people, I would be like, yeah, I'm not doing sales because I I just it just drives me nuts. And then I I get the the mode of it. But the thing about that, what you're describing, and I'd love to hear how this happens a little, like right? I know AI is not quite there to enable and do some things, but how do you make a personalized video for every person?
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Great question. So, typically, what we will teach is we say, hey. You want to talk to this certain doctor or this certain individual, whoever that may be. What we will say is, hey, doc. Listen. This is what we under you know, you you may it's personalized, but then it can also be an evergreen video that you can send to 22 different, prospects or different targets. You know, when you get in the process of sales and they say it takes 7 touches in order for someone to buy from you, when you get down the the road of the 3rd and 4th step, well, then it's like, hey, Thomas. It's Eric. Want to talk to you, and you can personalize it that way and send it. And if it again, it's all about being relevant at scale. And right now well, let's rewind. How companies and and people who sold products, how they became relevant at scale was they hired a lot more bodies. They just hired more salespeople to go out face to face and talk to as many people as they possibly could. And so, obviously, that's kind of we've stuck with that since, you know, the early 1900. We stuck with that, and it's and and still works. And another, you know, another thing that we hear, we always hear into this objection. Well, you know, face to face sales is never gonna go away. Absolutely. In fact, with personalized video, we well, exactly. Personalized video enables you to get more face to face with with your potential customer or your ideal customer because they know that they wanna buy from you, and you know that what you're providing to them, it's it's it's a it's a much better interaction. It's a much better next appointment.
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This and this this brings me up to this is a really good, segment into a point that I think people should realize when they're marketing. This is where people kinda go wrong too, I think, of it, or get it right, I guess, to be more positive. But, given what you're selling so if you're selling an app, I think it's an extreme version, where I don't expect to interact within humans. I don't know if I need a video to buy it. I need information, and I can roll through and be like, okay. This option, you know, I should be able to get that pretty quickly because the app should be built for purpose. Right? If you're a high ticket coach and your whole model is 1 on 1 or person one to many, but you're you're there. A video is the way to go because they get the first touch on you. Now if there's something in between where you're a service that might be more expensive and you have some kind of customer support help, if you will, or is it kind of face I think a video still works that there's a real person behind the scenes that we don't probably need to interact with you. And I think people understanding how to use those videos is in at the right level. Do you let me ask the question to you. Do you find that people sometimes miss that that, hey. You don't need a video or you need several because of so tell me about what the strategy is and when to use it.
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Yeah. So I'll give you a real real world life example. So we had, one industry in particular, HVAC, that has gone through our course and gone through our in what we're teaching, and they are sending personalized videos every step of the way. Hey. This is what identified in your system that needs repair. This is how we did it. This is what we used. Their customer engagement slash new customer because everybody they were sending these personalized videos to, they told all their friends. They're like, listen. I knew step by step. I knew what time they got there. I felt like I was in one of the customers said, I felt like I knew exactly where they were. Like, I was in the room with them. And so when you're in that kind of world and you're able in a service industry to say, hey. You're gone, and I'm fixing or I'm I've got this thing on your roof. Here's what I'm doing on your roof because everybody I don't care who you are. When somebody goes up on your roof or somebody does some kind of service related thing to your home and they come back down, they go, you know what? This is gonna cost $81,000, and and you're like, how how does this because you have no frame of reference. You don't know what they're talking about. You don't have any understanding. But when you visually can see what they're talking about, what they've done, why they've done it, and this is why you're willing to talk about price. You're willing to talk about exactly, you know, what the next step can be. But it's in in the in the service industries. And then also, you know, what we do in our medical device, you know, we where we started in medical devices, we've been able to show physicians exactly what a device can do, how it works, why it works the way it is, way it does, and it completely eliminates the,
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hey. Let me come to your office and set up lunch. That one makes sense. So so if you can you know, there's two reasons people buy things, right, to make money and save time. And if the video has a perception, hey. This this is something you sell, and I can save you time so you understand how it can help to do it faster. They're in between patients. They can literally look at it while they're, like, you know, about to go into the room. Like, they you see doctors. They literally multitask in between walking that look at some record reply. It looks like a terrible existence. Yeah. And I I do glad I didn't do that. 2 minutes. If you want me to come show you in person, it's great. Otherwise, here's the form kind of thing. Right? Yeah. And does it help people, like, in in that medical world in particular? And and that could be anything. It could be for bar equipment. It could be you know what I mean? There's many things it could do, right, for it. Sure. Is generally the video there to get an in person or a Zoom call? Or how how do you see a lot of times the video used from a kind of a call to action next step?
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So after serving several physicians and understanding what doctors, how they think, they see it as a next step in a call to action. Like, let's get together and take a look at this. You know, it there there's different variations of it. You know? It may be a product that they are currently using. They're already a customer. There's a new iteration of the product, and you say, hey. This is what this does now, and I know you have a patient that needed this, and this is how this works. That's one portion of it. There's also the next one that's call to action that, hey. We spoke at some point in time, you know, relating it back to another conversation, or it could be just completely cold and say, you know, hey. I know you see patients that experience this kind of condition. Here's x y z. This is what this does. I think this could be a benefit and a solution to your patients. Would this be will would would you be willing to have a chat about this, or should we schedule a chat? And we have found tremendous I mean, into the point where we've had physicians say to us that thank you so much for doing it this way because I can tell you, I hate it when I have to have some rep set up a lunch in my office. I've gotta take time, and I've gotta pretend that I care and like what they have to say. And he's he's like it's just he says it's uncomfortable,
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and it's, you know, it's just Yeah. You save me so much time in doing it this way. A really good salesperson when I get them on. I'm like, hey. I just pitch me in the first 5 minutes. Right? Just hit me. I don't get me on now they don't care where you're from. Let's just get to see if this is gonna be something I wanna follow-up with or not. Just what do you guys do? Yep. And and it's like it it won't me liking you is not gonna be making me buy anything. So I'd if you're, like if you know how to handle a salesperson, they actually appreciate it. Like, cool. This can be done in 5 minutes. Right. And, and I would tell people that, like, listen, hit a salesperson with just tell me what the value is with the problem you solve. How do you guys do that? And and and, like, if they're good, they'll have that. Like, this is the problem we solve. We see it in your industry. Do you wanna hear how we've solved it, and here's a new use case? That's usually enough. Like and and and I think if you think about your video, that's what you people are looking for of, okay, I believe, yep, I got that headline. That's my thing. I got it. What now? That's why I said you said 2 minutes. I'm even surprised that most of them can't you know, if it's if the idea is I'm not trying to sell you now, but just get to next step, I think it it's probably just practice to get it faster. Yeah. It's it's it's
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what we say is we want you to talk in 1 minute increments. Personalized video is about talking in 1 minute increments. We wanna go to 2 minutes and discuss, you know, all kinds of different features, and this is, you know, this is something where somebody's asked you for a video or a next step on how this works or how that works, then that's 2 minute. But we as salespeople, as I said before, we are not trained to talk in 1 minute snippets. We're it it like, it's painful. If you watch somebody who's been in sales for years, you they get to about the, you know, one minute mark. They're just revving up. And you as a customer, you just said it. You're like, oh my gosh. You know? Just just let's get to the point. Let's let's let's I got you know? But it's it's the transformation of our behavior that's happening because of you know, we can go down that whole neuroscience world of why that is and, you know, just go out to any local area, and you can see what everybody's doing. They're staring at things that are creating dopamine hits.
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What tell me about the future of this. So so, you know, and and if you got more to say, obviously, on the on the process looks, I think I get it. Like, you do it. Use a tool, and you gotta coach through this a little bit. Maybe before we get to the future, what are some absolute do nots and absolute dos when you're using this kind of technology and this approach?
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Yeah. So I, do not do not send a video where you're reading from the, from your pamphlet, and it takes about 6 and a half minutes. Don't do it. Do not sit there and spout off about, you know, typical sales things, and I'm not telling anybody anything. You know, don't sit there and send a video about how much your competitor sucks. That's just ridiculous. Don't do that as well. The dues, you need to write off the bat within the first 7 seconds, catch them. And so there's several different thing, and it's all visual. You know? I'll typically have a little whiteboard in my hand that we teach that says, hey. Would you be interested in having 72% more patients in your office? If a doctor doesn't click on that, you've got problems. They're going to click on it. And whether it's them or it's their office manager, you know, dues are you wanna catch them in the first 7 seconds. You wanna punch them in the amygdala right off the bat. You want them to know this is why this is I'm watching this, and this is something I need to see. But those are mostly you know, the do nots are pretty self explanatory. You know, if you've ever bought anything from anybody, you know what the do nots are. Now I say that because in the world of sales, people sometimes have a really hard time listening. They'll do they'll, engage in the do nots for a certain amount of time.
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About the future and AI, how is it gonna play into this kind of tech and and and and and from either either creation or regulation standpoint?
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Yeah. So I I have this conversation a lot with people, and my thoughts are this. I just because the deep fake stuff that's going on with AI, there's going to be some kind of regulation on knowing when AI is talking to you. It's gonna be fine if it's an AI generated video. That's fine. If you if you know what that is, but, you know, if Joe Rogan sends you a personalized video about how you need to, look at this supplement and you think it's him talking to you, though those are issues that there are real. Now for us, you know, we use certain things that I don't get anything from, but we'll use something called humanic.ai, and that's just it's a platform we utilize to learn about our prospects. And it's pretty scary. Go ahead and put yourself into one of these AI platforms, and you could it will spit out exactly who you are. It just it it it's it goes through the Internet and pulls all of your data and all your your your data. It's about you. And it it's, it's scary. It's scary how how great and how well it works. Now, obviously, as the as AI is going to be integrated into everything we possibly do, it's going to shorten that process even more of, you know, what to say to who and when and where and how and all those different things. But as I said in the beginning, and I have this conversation all the time, there's going to be some regulation on AI and how it's utilized, and you're gonna have to know when you're being talked to by someone who's not real. And Yeah. But all all that being said, I think AI is a fantastic thing for kind of the migration back to the genuine face to face interaction because there is some right now. I mean, I I feel it. I I know when I get AI bots who respond to me on LinkedIn. I have a lot of LinkedIn content that I share, and, you know, I get these crazy messages from, you know, the best process is to be you. You know? And it's and it's, you know, some guy from another place that, you know, it's obviously it's an AI bot who's doing it. And that's really infiltrate all of social media to a point where people are saying to themselves, I don't know if I really wanna I don't really wanna, you know, follow that person or follow that because it's just all AI generated crap. The genuine people who are out there and they're sharing every day, and you know who they are, you can tell that has become even more relevant and actually prevalent in what, you know, these successful creators are doing.
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Well, I mean, one of our decisions last year when we started this podcast was, hey, this will become my personal content because it'll all be authentic. Yeah. The conversations we have and and and it doesn't do as well on LinkedIn as some other things, but I do know long term the fact that, you know, as we do articles, we put a newsletter. These are real conversations. Not only you're drawing your branding because, hey, Tom's a real guy. I talked to him, and, hopefully, hopefully, the podcast doesn't suck. And, like, you know, like and the and the point is over time, people, like, okay, that's at least I can trust that when they're talking about entrepreneurship or they're talking about, you know, bringing a guest on so they can you can learn something about a new tech or how to do it or not to do it. The reason behind that is because 5 years ago, we had access to OpenAI's beta, like, you know, 3 years before it became GPT. Right? And I we quickly you know, my background being an AI and consulting on it, I was like, woah. Authentic content, it will be absolute supreme moving forward. AI will modify with better word usage or repeat it, like, don't repeat myself or whatever it'll be. But original thought into it well written will be attributed very nicely. And so I was like, let's just go talk about this and get as much content out there as I can between now and then because now you're 4 years ahead of what the algorithms will shift back to, which is, is that real? Yeah. And that's the question it's asking now. Is that real content from a human, or is it an AI make it? And you already see this more and more because they have massive spam problems with AIs writing to AIs.
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Yep. Yeah. Well, it's it's the big joke on social media platforms. You know, AI generated content who's being is being commented on by AI and then argued with by an AI bot. You know, it's they're just they're arguing with themselves and with AI, and you can tell what it is. You you look at it. Now I do think it's gonna get considerably better. I think it's gonna you're you're I think people are gonna struggle at some point. I think this is in in the years to come where you're gonna go, that's where I think when you talk to certain people in that world where this is gonna have to be
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labeled and have to be understood that this is what it is? It well, it's gonna have to be. I mean, it's it's there. But, you know, you're the coaching side. I think I was smart of you guys to do that because, you know, building your you know, you could see if you had built the app you needed when you started, it would have been so far outdated already. The investment would have broke your company. Yeah. Not knowing anything about your company, but I'm I'm pretty safe in saying that would have killed you guys.
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A 100%. Oh, well, we looked into it. We looked into it. I mean, we we we we we went heavy and and and and into the research into it. We looked at buying one of these, you know, different software platforms, and it was just like, well, that's that's not our business. We're not tech guys. We don't we don't understand that piece of the puzzle. We're not, you know, app builders. You know, what we are are coaches and platform builders and that type of thing. So that's why we went in that direction. Yeah. Well, I mean, it makes sense because you're
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a it's well, in this world, one of the things I think I realized too was that you and this is for anyone out there in sales or out there who's an entrepreneur. When you see a very turbulent space, consulting and services around that are a really good business to have because it's a growing market. It's a it's a high demand, starving market that needs something and which means you don't have to be good enough. It's gonna be better than the person you're selling to typically, and it and and and you can grow your business. As it as it normalizes and it becomes, like, a way to build upon LLMs so it can always take the latest and greatest, then sure. Dive in. But until then, it's good. Just conscious of time. I wanna make sure you who who is it that should get a hold of you, and and how do they do that?
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Yeah. So it's it's you know, predominantly, we are in the medical device space. So if you're a medical device company and you're looking to have a Salesforce that is new experiencing, you know, maybe a slowdown or you're experiencing fantastic growth and you wanna add to that, you know, get in touch with us, virtualsalesrx.com, and you can, you know, book a time to to schedule a meeting with us. We can go through step by step. You know, we've we've now taught several of the largest medical device firms in the world, Medtronic, Shockwave, Oh. Dupesynthys, and it's just growing. We're about to embark on all of the visions within Medtronic, Europe. I mean so it's it's it's now it's growing tremendously, and which is exciting. But, yeah, we'd we'd so please go to virtual sales rx.com,
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schedule a time to chat, and we'd love to talk to you. Awesome. Thank you so much, by the way. Eric, I appreciate you coming on today and dropping this. I'm I'm, sure I'm gonna follow-up with you on kinda how we could leverage this potentially in some email campaigns and stuff going forward. So I'll I'll take it with you offline on that and not bore the audience with my details.
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Yeah. Love love to do that, and thank you for having me on, Tom. I mean, this has been great. I love what you're doing. I, you know, the first time I saw you with a tie, you know, cut like that, I go, alright. That that caught my attention. That was a personalized video you didn't even know was a personalized video. Just a picture of you doing that. Yeah. Imagine if I did that and instead of the people, like, I cut
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we dropped. Oh, our our our connection died there for a minute. Alright. We're gonna say goodbye. I'm gonna put you in the so much, for coming on. I appreciate it. Yeah. Thanks, Tom. I appreciate it. Let's do it again soon. You got it. And listen, everyone who made it today, thank you so much for listening. Eric, Anderson, up with the the, I'm sure the the we're having a little technical challenge. You gotta love the Internet. It's raining here in Atlanta, so maybe that's the problem. But, tell you, we may have again. I want you to get out there, go unleash your entrepreneur, do a great job of cutting a tie even if it's just a small one, something that's holding you back. Go find that one thing today, brushing your teeth, think about the one thing that you've always wanted to do or whatever excuse you always make, stop doing it, and then, you know, take a step towards becoming a great person, great entrepreneur. Thanks so much for listening.
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Thank you for listening to the Never Been Promoted podcast. If you liked today's show, subscribe at youtube.comforward/at never been promoted. Until next time. Get out there and go unleash your inner entrepreneur.




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