Hello to the Build Live, Give Solo Podcast episode number 259. If it’s your first time, welcome. And if you love what you hear, please subscribe. I recommend listening to episode 0.5. That’s right. I’ve got a 0.5 first to guide you. If you’re a regular, thanks for your support. I love listening to podcasts and always have follow-up questions. I’m one of those listeners, if you are the saying, go to paulhigginsmentoring.com/questions and lodge yours and I promise to answer it. Please check out past shows on your favorite platform, just search, Build, Live, Give.

 

So today’s topic is how to move connections to clients using video.

You’ll learn three key things.

  1. Why use video
  2. How to use it video
  3. Where to start.

 

So I must admit I don’t, I consider myself a LinkedIn expert, but I spend a lot of time on the platform gaining new clients.
I have about 15,700, so let’s call it circa 16,000 followers on LinkedIn. And look, the majority of my clients do come from there and particularly over the past 12 months. And if you’ve been listening for a while, you sort of know my journey post-transplant was allowed to go and market myself again for the first time. And I really doubled down on LinkedIn and it’s been fantastic. And we really focused on the three P’s, which is

  • Profile
  • Posting
  • Possibilities

 

And what I call possibilities is what a lot of others called outreach. Okay. And look, posts were King. I’ve got to say, the back end of I’m talking back end of 2019, about when COVID hit in 2020, content was King, do a post. I would get clients out of it pretty easy. And, I ran a community called the Sales Machine.

 

We’ve got about 70 service-based business owners.

So I sort of was keeping track of results and they started to drop a little. So I don’t know if that was the same for you. So if you’re listening to this, I’m recording it in December 2020, we’ve definitely seen a change in post turning into clients. So we needed to add another element, which was pretty obvious cause we already had the third piece. So we added LinkedIn outreach and we’ve been doing it for about the last six months as I said, and really, you know, we started text-based and text-based was great, but you’re probably, How many requests or connections that you get every day on LinkedIn, you get hundreds, right. And they’re all text-based and it sort of became a sea of sameness. So no matter what you said in the text and the script, it was really hard to stand out.

 

So we started using video and our response rates were quite high, so we’ve stuck with it. So that’s what I want to do is share more of that with you today. But before we go into the, how I’d like to talk to you about DUBB. So it’s D. U. B. B an all in one sales and marketing video platform that helps attract, convert and retain more happy clients. Very similar to what we’re talking about today. And this is exactly the platform I use for creating my videos. So why not check it out for yourself, just go to buildlivegive.com/dubb.

And just to let you know, I don’t have COVID, but I’ve got a sore throat at the moment. So my voice does sound a bit husky if you’re a longtime listener, but let’s go with the how, okay.

 

So I break it into the three R’s. So we’ve got the three P’s overall, which is profile posting and possibilities. But in this particular case, I want to go through the three R’s which is

  • Research
  • Relationships
  • Replies.

And before we go into them, I just want to talk a little bit about the hardware that I use because a lot of people get stuck in the hardware. To be honest, it doesn’t really matter, but I know that if you’re comfortable with your hardware, well, then it makes doing the videos of the laziest. So I use a Logitech USB camera with my Mac and I use Nawer lights. So, if you want to, you know, get the specifics of exactly what I use and I’ve got a detailed list just in the, I’ll mention at the bottom, how you can ask me questions, just do that and you can get those.

 

So the first one R is Research.

So the most important thing is to qualify people. And we’ve learned this the hard way, right? You really need to look at sales navigator, which most people are using to find your ideal clients. I’d recommend you start with your first connections first. It’s a lot easier and then move to your second connections, but have a look at them and have, you know, we use eight attributes and, you know, we score each person and if they meet a certain threshold, then we go and do more research with them. But I think that’s really important. Then we mainly do desktop research and my team helped a lot with this. So they look at their LinkedIn profile about experience posts, company page, and then also go to their website. And they’re collecting information for me to use in the video.

 

And also if a sales call, so the next R is Relationships. 

We always pre-engaged. So that’s going to their posts, going to their skills, pre – engaging, and then you send them a connection request, letting them know that a video is coming. So I always put a connection request. ‘Hi, I love to connect with high-performance business owners. Love to know what your key focus is at the moment. Would you be open to connecting‘, something like that nice, simple, short. And then I go, ‘PS, I will send you a personal video upon acceptance.‘ Right. So you’re letting them know. So that’s a bit of a point of difference and a bit of intrigue, I should say. So you basically, pre do it there. You record the video using some key points. So I use my sticky pad on my Mac. Okay. So it doesn’t matter if it’s a Mac, it’s a PC, it doesn’t matter.

Right. But, whatever the little notes are in Windows. I can’t remember what it is, but I just put it up at the top and in DUBB you can select the tab to record. So it doesn’t record your whole screen. So I’ve just got that sitting above right where my camera lens is. And I’ll just go on and sorta go through a couple of keys, things. So always have their profile open and I show why I picked them. Okay. So it’s great to put a face to the name. This is why I reached out and picked you and give them a compliment. Then, you know, just briefly describe what you do. ‘So I’m a high-performance mentor for service-based business owners needing help in sales and teams. And then would you be open to a call?’ And it depends exactly on your research, how you’d word that.

And then often I’ll give them a value add. So down the bottom of DUBB, it can just pre-play there, you add videos, little videos. So I’ve got one on engagement. I’ve got one on profile, I’ve got a couple of others on sale. So if I in my research and what I’ve seen have a value add that matches their need. I will put that at the bottom. Okay. And then I always say know, I’m using your email in your context. So, you know, I show them that that’s where I’ve got their email address. Right. And I always use email because of a couple of reasons, one, I think LinkedIn messages are not a great platform, like go missing high chance and two, you can track it when they’ve opened it on with your CRM. So I do that and then I’ll let them know at the end if this is not a priority for you at the moment.

No problem. Just let me know. It’s very simple. It’s about a minute, maybe a minute, 20 some cases depend on the research we’ve done and that’s it. And then in the email header and footer, when I send it, I let them know that this is a personal video. It’s safe to open and safer to watch because sometimes video, even though it’s got a thumbnail there, they’re a little bit sceptical and what I am testing at the moment is to actually put up their name on a sticky pad. So, you know, write out 50 nines and hopefully they, one of those 50 years raise it so that they know it’s them in the thumbnail for the last one, number applies. It’s pretty simple, you know, just keep it, keep it nice and simple.

 

If they do reply to you, which often happens.

And if, you know, you can help them based on their reply of what their focus is, ask them if they’ve got someone that they are using for that at the moment, if they don’t are they open for a call and if it’s not the right fit, refer them to someone else. And if their focus is not what you do, ask them once again, if they’ve got someone and then refer them, that’s the key thing.

 

So, today what we went through is, or what are the key actions you can take more importantly from today.

  • Start recording videos,
  • Reach out for video,
  • Set up help

Below if you want second to follow the three R’s. So research, relationship and replies and listen to this again. If you want to go into that detail that I went through my little script at a one-time speed and have questions, I said, the tech stack I use, anything that you need to know in this, podcast, just go to paulhigginsmentoring.com/questions.

 

And you can ask me any questions. It doesn’t have to relate to this podcast there, but I definitely will reply. And thanks to everyone that’s been sending the questions in. You can get all the links to the show notes at paulhigginsmentoring.com/podcast episode 259 or on your app. You are listening to now recommend the pocket cast app. Listen to episode 0.5. As I said before, if you’re new and it’ll give you a great overview. If you want to know if you will have a high or low seven figure service-based business in 2021, go to paulhiggins,mentoring.com/assessment, 15 questions in three minutes with a specific video for me and the opportunity to have a free 45 minute strategy call, please connect and follow me on LinkedIn. As I said, I’ve got lots of connections and I’d still do post content. If you know someone interested in converting more connections to clients, please share this with them. They will love you for it.

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