I Sent Video Sales DMs On LinkedIn (INSANE Results) — Transcript

Full transcript

1. 0:00If you're struggling to sign clients on
2. 0:01LinkedIn or sell on LinkedIn, [music]
3. 0:02then this video is for you because I'm
4. 0:04about to show you the single best
5. 0:06outreach method [music] that I've ever
6. 0:08used. Text DMs are good, voice notes are
7. 0:10better, but personalized videos [music]
8. 0:12sent over DM are an absolute
9. 0:15game-changer. I sent a handful of these
10. 0:17personalized videos to my hottest leads
11. 0:19and [music] the results were insane. So,
12. 0:21if all else has failed, you're
13. 0:23struggling to sign clients on LinkedIn,
14. 0:24none of your DMs are landing, don't
15. 0:26worry. [music] You have this golden
16. 0:28ticket that is personalized video that
17. 0:30if you learn how to do it correctly, I
18. 0:31guarantee it will get you serious
19. 0:33results. So, in this video, I'm going
20. 0:35[music] to show you exactly why
21. 0:36personalized videos work so, so well in
22. 0:38LinkedIn DMs. I'm going to show you what
23. 0:40makes a very good personalized video, so
24. 0:42what should you show, what should you
25. 0:43say when you're recording it, and I'm
26. 0:45going to show you what tools I use to
27. 0:46make them [music] quickly and at scale.
28. 0:48Let's get into it.
29. 0:53Now, just a quick caveat before I get
30. 0:55into it cuz I want to be honest with
31. 0:56you. These personalized videos, if you
32. 0:58do them correctly, will take between 5
33. 1:00to 10 minutes per prospect. So, it's not
34. 1:03something you should be doing to every
35. 1:04lead in your inbox. This isn't a volume
36. 1:06play, it's for your hottest leads only,
37. 1:08the ones that are worth the extra effort
38. 1:10on getting them over the line because if
39. 1:11you create a personalized video for
40. 1:13every lead in your inbox, you're not
41. 1:14going to have enough time to do them
42. 1:16well, it's going to take too much time
43. 1:17out of your day, and it's not going to
44. 1:18be a sustainable channel. Instead, pick
45. 1:205 to 10 really hot leads each day,
46. 1:22create a personalized video for them,
47. 1:24and I guarantee you you'll get some
48. 1:25crazy results. So, I want to quickly
49. 1:27dive into the psychology behind why
50. 1:29these personalized videos work so, so
51. 1:31well on LinkedIn because like I say,
52. 1:33I've tested over 100,000 messages on
53. 1:35LinkedIn sending out loads of variations
54. 1:37of text DMs, voice notes, and nothing's
55. 1:39worked quite as well as personalized
56. 1:41video. Now, there are five reasons why
57. 1:44personalized video works so, so well,
58. 1:45and as I go through them, you'll start
59. 1:47to see why it's generating such crazy
60. 1:49results for me and my clients. Firstly,
61. 1:51it differentiates you completely from
62. 1:53everyone else in their inbox. Every
63. 1:55other DM that prospect has received
64. 1:57today, this week, this month has been a
65. 1:59lazy text DM. So, you who sent a
66. 2:01personalized video instead of a text DM
67. 2:04stand out immediately. You've instantly
68. 2:06got their attention and they're
69. 2:07instantly forced to check you out
70. 2:09because of their curiosity. Secondly, it
71. 2:11builds serious goodwill with a prospect
72. 2:13because of the perceived effort you've
73. 2:15gone into before DMing them. They're not
74. 2:17just another lead in a massive campaign
75. 2:19you're doing where everyone's got the
76. 2:21same automated message. Instead, they
77. 2:23can see that you've done your homework.
78. 2:25is in front of them. So, they're going
79. 2:26to be so much more receptive to actually
80. 2:28hear what you're saying because they
81. 2:29understand you've actually made it just
82. 2:31for them. Now, the third and probably my
83. 2:33favorite reason is it forces the click
84. 2:36purely because of that curiosity spike.
85. 2:38I challenge you to receive a video or
86. 2:40even a voice note in your inbox and not
87. 2:42click play because of the pure curiosity
88. 2:45what if factor that you don't know what
89. 2:47they're saying. It's linked to the
90. 2:48earlier points that it's such a
91. 2:49differentiator in your inbox. You've got
92. 2:51so much curiosity there's wow, this
93. 2:53person has sent me a video. I wonder
94. 2:55what it's about. I wonder what he's
95. 2:56saying. It must be important. The fact
96. 2:58he's thought I'm worth making a video
97. 2:59over. You just have to click play and
98. 3:02suddenly they're hearing your pitch. And
99. 3:03fourth is actually around the format of
100. 3:05video because it's so much easier to get
101. 3:07your point across in a video. I mean,
102. 3:09look at what we're doing right now.
103. 3:10You're listening to me speak on a
104. 3:11YouTube video. Video is a medium that's
105. 3:13much more easy for people to understand
106. 3:15what you're saying but also easier for
107. 3:17you to get your points across cuz think
108. 3:19of the things you've been pull up in a
109. 3:20personalized video. You could pull up a
110. 3:22sales deck. You could pull up case
111. 3:24studies, a testimonial. Maybe even go
112. 3:26through a live demo of your product.
113. 3:29Simply, that is impossible over text
114. 3:31alone. Video gives you all these
115. 3:33opportunities to engage with a prospect
116. 3:35and actually better showcase your offer
117. 3:37and your product. And finally, probably
118. 3:39the biggest one is that it is human. A
119. 3:42video is human. They can see you
120. 3:44speaking. They can see your face, your
121. 3:46personality, your intonation, and it's
122. 3:48much easier for people to connect with
123. 3:50you than just with a text DM. It's hard
124. 3:53when you receive an automated text DM to
125. 3:54believe there's ever a human the other
126. 3:56side of it. You almost just think it's
127. 3:58an automated robot that's been sending
128. 4:00them all out. Whereas with a video it's
129. 4:01abundantly clear it's made just for them
130. 4:04by a human who's taken time out of their
131. 4:06day to create that video. It's all human
132. 4:08psychology and it's going to build that
133. 4:10human relation between you and them.
134. 4:12Again, that's building goodwill and the
135. 4:13result is that they're much more
136. 4:15receptive to hear what you say. So,
137. 4:17those are the five reasons. Put all of
138. 4:19them together and you now should be
139. 4:21understanding why it's such a strong
140. 4:23format of DM on LinkedIn. And it's all
141. 4:25about attention. It captures more
142. 4:27attention because it's standing out
143. 4:29differentiated in their inbox. It
144. 4:30retains that attention because it keeps
145. 4:33them watching for longer because the
146. 4:34format is engaging and what you're
147. 4:36showing is more engaging. And it
148. 4:37converts that attention into sales
149. 4:40because of the goodwill attached, the
150. 4:41human building relationship, and
151. 4:43everything else that you're showing that
152. 4:44video is going to be more effective at
153. 4:46converting that attention. It captures
154. 4:48attention, retains attention, and
155. 4:50converts attention much, much better
156. 4:52than any other format you could use on
157. 4:54LinkedIn.
158. 4:58Now, a quick pause before I get into how
159. 5:00you actually go about recording the
160. 5:01perfect personalized DM and distributing
161. 5:03it on LinkedIn. I want to quickly call
162. 5:05out that if you are enjoying this video,
163. 5:07please do like and subscribe. This is
164. 5:08just one video I'm doing on a massive
165. 5:10series on how to win on LinkedIn. When I
166. 5:12say how to win on LinkedIn, it is
167. 5:13whatever you're trying to achieve. Are
168. 5:15you trying to sell on LinkedIn? Are you
169. 5:16trying to win clients on LinkedIn? Are
170. 5:18you trying to grow as a key person of
171. 5:19influence on LinkedIn? Whatever you're
172. 5:21trying to do, this is the channel where
173. 5:22you learn how to do it. So, make sure
174. 5:24you don't miss any of the exciting
175. 5:25content coming out and subscribe. Thanks
176. 5:27and let's get back to the video.
177. 5:32How can you record a 10 out of 10
178. 5:34personalized video for you to send to
179. 5:35your hottest prospects in your inbox?
180. 5:37Let's get into it. Now, in this video
181. 5:39I'm going to show you the four simple
182. 5:41steps that go into any successful
183. 5:43personalized video. But, it might be
184. 5:45helpful if you actually see a real life
185. 5:47example as well. If it would be useful
186. 5:49for you to see a real life example of
187. 5:50one of the personalized videos I send
188. 5:52out, I've linked it in the description
189. 5:53so you can go and have a look. It might
190. 5:54bring it to life a little bit as to what
191. 5:56I'm rambling on about. Getting started
192. 5:58is very simple. You need to find your
193. 5:59tool, just any tool that can screen
194. 6:01record and record you at the same time.
195. 6:03The probably most popular one out there
196. 6:05is Loom. I'm sure you've heard of it,
197. 6:07but probably my favorite is actually
198. 6:08Tella. It's the one I use at the moment.
199. 6:10You just have a few more options as to,
200. 6:11you know, formatting your video, where
201. 6:13you sit in the video, and that kind of
202. 6:14thing. So, in this example, I'm going to
203. 6:16use Tella, but you can use whichever one
204. 6:17you prefer. Both are pretty similar and
205. 6:19both have a free trial attached, so you
206. 6:21can test them out without spending any
207. 6:22money. Now, the structure, like I say,
208. 6:25is four steps. Step one is about them.
209. 6:28Step two is about you. Step three is
210. 6:31proof. And step four is offer. I'm going
211. 6:34to quickly go through what these four
212. 6:35stages are in a bit more detail. Now,
213. 6:37step one, like I say, about them. This
214. 6:40is the most important part of a whole
215. 6:42video. So, when I say about them, I mean
216. 6:44your video should start with a screen
217. 6:46recording of either their LinkedIn
218. 6:47profile or their website, aka anything
219. 6:51about them. Why is this so important?
220. 6:53Well, the first reason it's so important
221. 6:55is that's the thumbnail of the video
222. 6:57that's going to appear in their inbox.
223. 6:58Just imagine you receive a personalized
224. 7:00video in your inbox and that in the
225. 7:02video he's going through your own
226. 7:03LinkedIn profile. That's going to spike
227. 7:05enough curiosity. Whoa, what's this
228. 7:06person on LinkedIn profile for? I have
229. 7:08to find out. I have to watch the video.
230. 7:10But, secondary to that, it also tells
231. 7:12them instantly that it's about them, not
232. 7:14about you. And this is simple sales
233. 7:16psychology. So many salesmen just speak
234. 7:18about them when they're trying to sell
235. 7:19their product, but that's not what it
236. 7:20should be about. It should be about
237. 7:22them. Starting on their website or their
238. 7:24LinkedIn makes that abundantly clear.
239. 7:26So, like I say, start on their LinkedIn
240. 7:28profile or their website. And in this
241. 7:29part of the video, you're talking to
242. 7:31them. Hey, first name, I see on your
243. 7:34website that you do XYZ. I also saw that
244. 7:37you've achieved this. And then you can
245. 7:38go into step two. So, step two, you move
246. 7:41it from them to you, and this is when
247. 7:43you actually introduce yourself, your
248. 7:44company, and your services. So, you
249. 7:46might move to a frame of your own
250. 7:47LinkedIn profile or your own website.
251. 7:50And try not to pitch in this stage. This
252. 7:52is just context. So, with step one and
253. 7:54step two together, it's going to read
254. 7:55something like this. Hi Harry, I hope
255. 7:57you don't mind, but I've had a look at
256. 7:59your websites, and I can see that you
257. 8:01offer SEO services. So, step one is
258. 8:03starting on them, speaking to them,
259. 8:05something you saw on their website or
260. 8:06their LinkedIn profile. Step two,
261. 8:08switching the focus to yourself. So,
262. 8:10they're moving to your website or your
263. 8:12LinkedIn, and likely introducing what
264. 8:14your company does. Now, step three is
265. 8:16what's going to make them interested,
266. 8:17actually your solution, and that is
267. 8:19proof. So, either show a case study of
268. 8:21someone like them that you helped, show
269. 8:23a testimonial, or anything like that.
270. 8:25Results, for example, that's going to
271. 8:27help give them the proof that makes them
272. 8:29think, "Okay, I understand what they do,
273. 8:31and they're pretty good at doing that
274. 8:32thing." The final part is the offer. So,
275. 8:35when you've done those three things, you
276. 8:36then want to put an offer in front of
277. 8:37them that they can't refuse. It doesn't
278. 8:39have to be a straight sell, and you can
279. 8:40actually use the personalized video to
280. 8:41your example here. It could be pitching
281. 8:43them to book in a call, and there's
282. 8:44quite a good tactic I like to deploy
283. 8:45here, linked to the personalized video.
284. 8:48Something along the lines of, "Hey, I'd
285. 8:50love to chat to you about this in a bit
286. 8:51more detail. You've seen how much work
287. 8:53I've done just for this personalized
288. 8:55video. Imagine how much I'll do before
289. 8:57that sales call. Trust me, it'll be
290. 8:58worth your time." Something on those
291. 9:00lines. Again, it increases the perceived
292. 9:02effort attached to your pitch, which
293. 9:03only builds goodwill, and it's going to
294. 9:05make them want to sit that sales call
295. 9:06because they know you're going to blow
296. 9:08their socks off.
297. 9:12So, that's it. Four frames, that's the
298. 9:14whole structure. If you do these four
299. 9:16steps right and don't spend too long on
300. 9:18each individual one, your video should
301. 9:20be about a minute long. Don't make it
302. 9:21any longer than that because you're
303. 9:23asking too much of them to take more
304. 9:25than a minute out of their day to hear
305. 9:26your pitch. Respect their time, respect
306. 9:28inbox dynamics, and that is going to be
307. 9:30a good video that's going to convert.
308. 9:32I'm going to show on screen now an
309. 9:33example personalized video that I've
310. 9:35sent out to prospects. Here it is. Hi
311. 9:38Nick, thanks for opening the video. I
312. 9:39promise to make it worth your time. So,
313. 9:41I came across your profile while I was
314. 9:42doing a bit of a LinkedIn deep dive this
315. 9:43afternoon and I just wanted to say that
316. 9:45of all the profiles that I see, this is
317. 9:47definitely one of the better ones in
318. 9:48terms of the foundations. So,
319. 9:49congratulations there. But, there is a
320. 9:51missed opportunity when it comes to your
321. 9:53LinkedIn growth and that is in your
322. 9:55irregular posting cadence. Now, looking
323. 9:57through your posts, most of the recent
324. 9:59ones are reshared of other people's
325. 10:00content as opposed to your own content.
326. 10:03In fact, the last post you put up of
327. 10:04yourself was a month ago. Now, that
328. 10:06doesn't seem like a big issue, but
329. 10:07actually that's a big missed opportunity
330. 10:09cuz founders that do put out regular
331. 10:10content will achieve a much more
332. 10:12efficient inbound lead machine than most
333. 10:14that don't.
334. 10:15So, who am I? I'm Harry and I run a
335. 10:17marketing agency called Leader and we
336. 10:19basically help founders just like you
337. 10:21produce regular, effective social media
338. 10:23content that's going to bring them leads
339. 10:25and clients.
340. 10:27We've actually worked with a lot of
341. 10:28brands just like you on YouTube,
342. 10:30Instagram, Facebook, TikTok and anywhere
343. 10:32else where the ICPs are to build social
344. 10:35media channels that follow this process.
345. 10:37Short form, long form, lead form.
346. 10:39Now, my offer to you is actually quite a
347. 10:41crazy one and it's for us to take the
348. 10:42range of your social media channels for
349. 10:44a week completely free. You pay us
350. 10:47nothing and we'll put content out there
351. 10:48on your behalf and see how it lands.
352. 10:50Hopefully, we'll impress you with the
353. 10:51results so much in that week that you'll
354. 10:53want to continue working with us. So,
355. 10:55that's my offer. What do you say? Thanks
356. 10:57for watching. Look forward to hearing
357. 10:58what you think. You can see from that
358. 11:00personalized video example how good of a
359. 11:02tactic this is. The person who received
360. 11:04that video understands I put so much
361. 11:06effort and work into my pitch. They
362. 11:08understand what I do. They understand
363. 11:09why they should choose me over other
364. 11:11service providers and I've given them an
365. 11:12offer that they can't refuse. And all of
366. 11:14that's been done in a very engaging
367. 11:16format that's engaged and nurtured the
368. 11:18prospect. Like I said, it's captured
369. 11:20attention, engaged that attention and
370. 11:22converted that attention. So, what we've
371. 11:24covered in this video is largely around
372. 11:26outreach, LinkedIn DMs. But, actually
373. 11:28that's only a small part of the puzzle
374. 11:29of any successful marketing strategy. At
375. 11:32Leader, we've coined the term ROI,
376. 11:35recognition, outreach, and inbound. The
377. 11:38three critical pillars to any successful
378. 11:40marketing strategy. I've actually
379. 11:42created a free assessment for you to
380. 11:44take right now to assess where your
381. 11:45business currently is when it comes to
382. 11:48ROI. Just answer a few questions and
383. 11:50you'll be scored as to how you're
384. 11:51performing in terms of recognition,
385. 11:53outreach, and inbound. You'll also get
386. 11:55an overall score as to how your business
387. 11:57is performing across all three.
388. 11:59Alongside that, you'll get some really
389. 12:00valuable insight as to how you can
390. 12:01improve and deploying some of the
391. 12:03strategies we've talked about. I
392. 12:04guarantee it's going to be worth your
393. 12:06time. Businesses have taken this ROI
394. 12:08assessment and identified critical areas
395. 12:09they have to address immediately in
396. 12:12their marketing strategy. And the
397. 12:13insight attached to that score has
398. 12:15helped them do just that. It's free and
399. 12:17it only takes 2 minutes. The link's in
400. 12:18the description. Make sure you check it
401. 12:20out. As always, thanks for watching this
402. 12:22video. I hope you enjoy it. If you
403. 12:23haven't already liked and subscribed,
404. 12:25have a great day. Thanks for watching.