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today’s topic which centers around video shows. So video continues to be a hot topic in social.

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And as B2B salespeople, we can use it to our advantage to start those all important first sales commerce ations,

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Welcome to the Making Sail Social Podcast, featuring the top voices in sales, marketing and business. Join Brynn Tilghman, Stan Robinson Jr and me Bob Woods. As we each bring you the best tips and strategies. Our guests are teaching their clients so you can leverage them for your own virtual and social selling. Enjoy the show.

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Welcome sales and marketing pros to making sales Social Live coming to you from the social sales link Virtual Studios.

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I’m Bob Wood. Stan Robinson has the next couple of weeks off but I am joined by my SSL team mate Bryn Tilghman. Bryn. How you doing? Are you melting out in the in the heat there on the East Coast right now? Yeah, it’s pretty hot outside, but I’ll tell you, we’ve got some good air conditioning, so I’m doing just fine.

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And yeah, I just. Stan is taking a class in the next few weeks. I can’t wait to hear what he learned. Yeah, absolutely. Absolutely. That that that should be good. So. So speaking of kind of class stuff, let’s let’s get into, into

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today’s topic which centers around video shows. So video continues to be a hot topic in social.

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And as B2B salespeople, we can use it to our advantage to start those all important first sales commerce ations,

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especially because so few in B2B sales are using it even now, even though we harp on it here. And quite frankly, a lot of other people do too. You’re still not seeing a lot of other B2B sales people use it, which which I don’t know about you burn, but I think is really interesting.

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It is. And I tell you, LinkedIn now has real. So yeah on to your mobile you can see you know LinkedIn is feeding in videos and I’m starting to see just regular people. It’s not just influencers anymore. So I’m, you know, I’m very fortunate. I get to do a couple of sponsored videos by LinkedIn, so they’re showing up, which is really fun.

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But they but I’m really blown away. I mean, you’ve got LinkedIn learning videos, but you’ve also got I’m you know, I had stands pop up in my feed so if we’re putting yeah it’s cool. So if we’re putting that video out, LinkedIn is feeding it to us. So yeah, here’s a few things about video and I’ll throw back to you before we get into tactics.

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But yeah, simply video really connects you with an audience. Video is the difference between someone learning from you and getting to feel like they know you. They can learn from ebooks. We do lots of ebooks and blog posts and but it’s the video and for us, most of our video are these live streams, right? And so people will come up to me at events and, you know, say, you know, they know me because of video, because of being out there.

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So it is so important. And, you know, the new saying, you know, it used to be it’s about who, you know, but the new saying is about it’s about who knows you. Yeah. The video is the magic piece to that. Now, we absolutely promote one on one video private video from your mobile. You can send a video message, but we’re talking today about a little bit of edited video that that now technology is making pretty simple.

00:04:01:27 – 00:04:26:09

Yeah, absolutely. Absolutely. And I’ve got I’ve got a couple of points that I want to talk about, too, But if you’re into numbers, here is a really good one for you that I, I just discovered today, actually. And I’m not sure if you’ve heard of this number brand, but according to a study by HubSpot, videos are 12 times more likely to be shared on social media than text and images combined.

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Wow. Yes. So I mean, that right there. I mean, we we we talk about expanding, you know, getting those those those sales conversation started. People don’t know you. They’re not going to necessarily want to start a sales conversation with you if you have more and more people sharing your videos, more and more people are going to start seeing you as the expert in your field, which is which is one of the points I’ve got coming up.

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But, you know, video, video ain’t going away. I hope that’s obvious, especially with LinkedIn starting starting reels now. And, you know, reels are on Instagram and on Facebook and there are other platforms that are that are using it. And one of the things that you get from LinkedIn videos and actually videos and other platforms too, but will but we’ll concentrate on LinkedIn.

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Here is higher engagement rates. So because it combines visual and auditory elements, you’re capturing and retaining a viewer’s attention much more effectively. I mean, because think about it, you know, you could be just sitting there just kind of reading something and you may get distracted or, you know, the cat comes on your keyboard or whatever and screws you up when it comes to video, though, you know, you’re there, you’re watching it, and you’re also getting much more personalization and authenticity out.

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It, too, with it, too, because unlike text and videos, unlike text, rather, video allows your prospects to see your face. As you said, hear your voice, interpret your your body language. You are creating a much more human connection with your audience that can make your outreach feel more personal and less like the generic sales pitches that we continue to get all the time and email and LinkedIn and all that stuff.

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So when you know, when you share a success story, a case study or even your own journey, but you’re doing it in a visually engaging way with your own words and showing you explaining things, it resonates so much more with your audience than typical written content or content with a graphic or whatever. And like I said before, that ain’t going away.

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So you really need to concentrate more on videos if you’re not doing it already. And plus, as I said before, no one else is doing it or few people are doing it. I really can’t say no one anymore because people are not honest. But yeah, it’s still early adopters. Yeah, it’s still early adopters in the talk. Yeah. Yeah.

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But on LinkedIn and you know, and they, they are really now looking for Tik Tok style video. Yeah. And so you know, what is that That’s 90 seconds or less. Yeah. And you know you said the word resonate and I think that’s really important. There are five things that we recommend all your content do, including your videos. And the first thing is resonate with your buyer.

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Need to know right away that this video is for them. Next is create curiosity That’s that they stick around to listen. Then you need to teach them something new that leads them to your solution, not with your solution. It’s not a pitch, but it’s an education, an insight, a tip, a strategy that gets them to go. That’s interesting.

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And then they need to start picturing it in their environment. And then the thing is, we need it. We need it to be compelling enough for them to take action, whether it’s reaction or comment or a connection request like it really needs to be important. It really needs to be actionable, something that gets them to move from lurker to engage.

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Yeah, well I can’t remember the new word response Spectator from Exeter. I knew if a guy came up I couldn’t come up with it. I am. I am putting a post-it note on my monitor right now so I will never say lurker again. It’s fine. But anyway, we can’t start a conversation with someone unless they’re engaging. We don’t know who they are.

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We can’t start a conversation. So now you know, let’s talk a little bit about different kinds of video and the two apps that this whole program is is about. So you can do raw video. So you can absolutely just do a video. You can post it on LinkedIn. You can you know, you don’t need editing. LinkedIn will actually give you the option for captions that you can then edit the captions there.

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And you know, if you’re good on the fly, you could absolutely do that. One of the things that I noticed and you know, because LinkedIn sponsored two videos, I’m looking closely at how they’re editing, right? I’m looking at what they’re doing, how they’re branding the movement, the icons that they’re putting in. There’s all kinds of kind of fun little or they they go they have a bigger role.

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They have a role into screen sharing. So as we’re looking at this, we’re thinking, okay, this is great, but they have a professional editing team and it’s not cheap. So I’m going to start with Cap Cut, which is I think it was $100 for the year. And it is a very, very easy to use tool where you take your video, you upload your video, you can drop any B-roll.

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So if you have a Canva account and you find a little video and you can drop it in certain second increments. So if you drop it in and it’s you know, 3 seconds or 5 seconds, but you want it, but the whole thing was ten or 15 seconds, then, you know, you can move it down and it’ll keep.

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So it’s just phenomenal how it does that. It has lots of music that you can put behind it, lots of options. There’s so much you can do in the editing side, and I really like Tab Cut and Joe Sabatino is the one that introduced it to us in a master class. So if you’d like to learn more about it, we have the master class in the free library.

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Go to social sales links, slash library, or scan the code if you’re here live. So now I sound and I’m obsessed with big view. Yeah, so big view. A little more expensive. Not significantly more. And it has much of what cap cut has. But there’s two things that I love more. The first thing is it has a teleprompter on your phone, so you can have your script written, you can run the phone.

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And the way that it runs is it looks like you’re looking in the video the whole time. So it certainly makes it easy. The second thing that I love is you can do all the editing on desktops, you can record it on your phone, log in to desktop, bring in B-roll. Now, the B-roll is not it’s simple. It’s not as drag and drop as cap cut.

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But for me, you know, I’m grabbing video off of my desktop, I’m grabbing maybe some B-roll of LinkedIn and so I can drag and drop. The other thing is, and this is what we’re doing just so it’s starting today is our team is pulling down transcripts. They’re finding our quotes, they’re going in and putting in that big view the quotes.

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Then I’m going to go in and if this works, great, then I’m sure Bob and Stan will start doing this. But we just started doing this today. You know, they’re going to great. So they’re going to put in the transcript. And then this is, you know, I can go in, I can record it. Then the video person has the recording so I can recorded on my phone.

00:13:04:23 – 00:13:35:13

And then all in the Philippines, they can log in to our big view and do the editing. And then from there we can download it and upload it, make and download it and upload it to places. So very neat. These are. Yeah, So there’s cap cut, which I think is much more popular. And then, you know, more people know about it, but big viewers B.I.G.

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D you got TV and I think now I’ve got to make sure I did this. If it’s live and I’m wrong, I will correct it. So if you’re listening to this in replay, it will work. If you go to social sales links slash big, you know, it works. Social sales link dot com slash big view. It’s an affiliate link.

00:14:00:18 – 00:14:34:18

So we might get a couple bucks, who knows. But social sales links slash big view B.I.G. B and you right Yeah I’m really excited about it. I mean this is all newer for us, you know, our team does all of our video editing and like Adobe and all these Big Mac programs right now we’re like, Wow, you know, a little bit of AI and a little bit of the, you know, just getting comfortable is going to go a long way.

00:14:34:21 – 00:15:07:01

And I think we’re going to try to have someone from big you come in and do a masterclass for our entire communities. So which is exciting. That’s very exciting. That’s very exciting. So, so, so so now you have the tools and everything else. There is one thing that I want to touch on really quick. B Before we go, and because Brant has been talking and we’ve been talking mainly about pre-produced videos, I do want to get into livestreaming just really quick, especially because that’s what we’re doing right now.

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We are doing a LinkedIn live session, unless of course you’re listening to us on podcast, which actually is part of the reason why you want to do a LinkedIn live, because you can actually chunk out portions of what you say and then put those into smaller videos. This extends your reach. You get to reuse over and over. You know, it gives you kind of almost a green kind of environmental mindset because you are recycling things, but you’re recycling obviously only the the good things.

00:15:44:08 – 00:16:22:07

So your word gets out all the bad ones. Yeah, exactly. So, you know, so you get to use all, all of the bright insights that you have, but you also just when you’re talking about just the live, you now have an interactive way to connect with your audience or prospects in real time, which I think is really cool too, because, you know, it helps you build a stronger connection, provides an opportunity to ask to address questions and concerns, and you get to do a live plus.

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When you answer someone’s question in a live you all, you’re likely answering that same question that someone else had, which I think is really cool, too. And then that also gets into the whole education thing. You know, you get to prove that you are the thought leader that you are in your industry. And that’s all really cool too.

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Plus, when you do this, you can go out to platforms, you know, like X and Facebook, Instagram threads, TikTok if you have enough viewers, and YouTube and we’re even talking about doing something on Twitch now too, which is, which is really interesting for us potentially. So, you know, there is so much just overall going on with video.

00:17:08:24 – 00:17:36:17

And I think it’s really, really cool because you can stand out from your B, from your B2B sales competitors. You can bring your thought, leadership and education to your audience of prospects. And guess what? If you can do it in an entertaining way, like I think I said before, you know, there’s that retention there and you can really, really have an impact on people so that hopefully they’ll want to have that initial conversation with you.

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And and we’re actually doing some comments right now so you can tell us why. And I know Erica asked, are you using streaming for the livestream? We actually use re stream right? We use stream yard a long time ago. And we had I mean, years and years ago we had some glitches, so we switched to re stream. But I know so many people that love streaming hard.

00:18:00:05 – 00:18:31:06

I think they’re really great. Yeah. Yeah. And hello to Lisa who said this is some a great information Thank you. Our pleasure. Why we’re here. Yeah so so while if you guys are watching live, if you scan the LinkedIn library code, you will get invited to some of our upcoming events. One of them is and I think it’s this Thursday is be our guest to code.

00:18:31:09 – 00:18:58:06

So if you go you can actually go to social sales links slash events. If you’re listening to this in replay, you can still go to social sales link daggone slash events and look at our next be our guest to coaching. But you can join Bob, Stan and myself Thursdays, 1:00 Eastern once a month it’s free. You come in as a guest and you can ask all of your questions around video or on anything LinkedIn or I.

00:18:58:09 – 00:19:33:05

Yeah, yeah, exactly. We are here as a resource for you, and we love doing it. That’s why we keep on doing it. So, and again, you know, video is big video is not going away. I know I’ve said that a lot this time but true it’s it’s true. So you know whether you’re you’re talking about recording yourself or live videos you know live sessions like this one.

00:19:33:05 – 00:19:56:23

And then you cut them up and then feed them out like that. You really should be doing it if for no other reason that there are now that there are more people starting to do it now. But it’s still at that early adopter stage. And this is one avenue that you can take to where you’re in early and you can just ride that wave.

00:19:56:26 – 00:20:25:03

Yes, but on LinkedIn, it’s early. Yeah, yeah, yeah. On LinkedIn, it is on the platforms for actually so late to the game. Well, well, so so here’s the thing though. A lot of those people are using video. But you have to ask yourself how many people in your industry are using video on those channels because, you know, video may be huge on those things.

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But if no one else is in your industry and you are using video specifically for your industry, you’re actually an early adopter. That’s a very good point. That really is. So, yes. And beat and B is much slower than B to C. So yeah, I agree. And LinkedIn is still beta testing. Yes. So you are early for that.

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But I also agree with you, you know, let’s spread out if you’re making the video, put it everywhere. Yeah, everywhere. Absolutely. 100% so yeah so let’s so let’s let us take ourselves home or something like that. That didn’t sound right. But I think for landing. Yeah, that’s it. There we go. So, thanks again for joining us for this episode of Making Sales Social Live.

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If you’re with us live on LinkedIn or YouTube, Facebook or X right now, we do this every week. So keep an eye out for our live sessions. If you’re listening to us on our podcast. Therefore, we’ve been recorded and you have subscribed already, go ahead and hit that subscribe or follow button to access all of our previous shows and be alerted when new ones drop.

00:21:37:15 – 00:21:57:11

If you’d like more info on our podcast, go to social sales link dot com slash podcast and we do two shows weekly. We do this one and our Making sales social interview series where we talk with leaders and experts in sales, marketing, business and so many more areas that we hope and we know that you will find interesting.

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So when you are out and about this week and every week, be sure to make your sales social buy guys. Everybody, have a great week. Bye bye.

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Don’t miss an episode. Visit socialsaleslink.com/podcast. Leave a review down below. Tell us what you think, what you learned, and what you want to hear from us. Next. Register for free resources@linkedinlibrary.com. You can also listen to us on Apple Podcasts, Spotify, and Google Play. Visit our website, socialsaleslink.com for more information.