Getting the Yes_part1

0:00Hey, I'm Alexander with TeraLeap. In this quick video series, I'm gonna be going over the art of asking for video testimonials and really looking at the system that you need to establish to get consistent testimonials and customer insights. Now, before I jump in, I wanna reiterate the versatility of video testimonials and customer stories. I think they're like the Swiss Army knife of your marketing efforts. There's so many different ways you can use and leverage them, and they're a perfect investment, and particularly in an environment like right now.

0:35Now, if you need a quick refresher and reminder on the power of video testimonials, I've got five for you. And so, like, if you're looking at, "Okay, why am I putting all this energy and time and effort into asking for it and building a system around it?" Let me tell you why. First, they build trust and credibility like nothing else. It's a window into seeing a real-world customer using your product, and it, it builds that confidence in your product and in your brand. It tells a story, and stories sell.

1:05And video stories like nothing else as well because the amount of retention someone when, retains in their memory, ninety-five percent compared to just ten percent, retention when reading text alone. It is powerful form of advertising and communication. They're authentic. I mean, there's nothing like seeing a real customer sharing their story th-- compared to traditional written case studies or reviews or ads where people are like, "Ah, the marketers, they made that." You can't refute a real customer when they see them, and that in-- dramatically increases the likelihood of conversion.

1:46They build an emotional connection. Video, actually has this ability to kind of secretly get into the emotional decision-making portion of our brains. Because of our facial cues, our, our body language, our vocal inflection, that ties into this part of our brain that, that connects on a deeper level without, without words. Actually, even-- doesn't even matter as much about the words. Just seeing another individual makes a huge difference in, in, in their body language and in the way they're emoting.

2:16And last, they are relevant and targeted. Being able to build a library of customer stories speaking to particular industries that you serve, use cases, being able to talk about the different features and products that people are leveraging, these are powerful, relevant, targeted assets that you can use across your marketing funnel. Now, if you need a quick refresher, I hope that was helpful. If there's anyone on your team you need to convince why you should be putting energy and time into capturing video testimonials, share these with them. Now let's, let's dig in.

2:47O-over the next little bit of, of our video series here, we're gonna go over the RIGHT Factor, and we're gonna talk about that right now, the three things you gotta get right. That's what we call it, the RIGHT Factor, when you're reaching out to your customers. We're also gonna look at systems and teams and timing of when you're reaching out to your customers for that consistent testimonial gathering. And then some... We'll land on some great email templates and outreach tactics that you can leverage right now. Let's begin with that RIGHT Factor. We call it the RIGHT Factor 'cause there's three pieces, right?

3:18The right staff member making the request, the person on your team. The right moment to make the request. And then having the right incentive so that they will say yes. Each one of these parts of this triangle is crucial. Let's look at each one in a little bit more detail. First off, the right staff member, the right person. Who has the best relationship with your customer? Now, very much I'm looking in a B2B environment where most likely it's customer service or sales. They're talking, they're dialoguing with them.

3:49if for whatever reason you don't have someone, maybe you're more product-led or B2C, then you're fig-- trying to figure out who has the biggest clout or title that you can use, and make the outreach and they're like, "Ooh, someone important." But the best case is always someone they have a real relationship with that makes the request and they're like, "Oh yeah, I know this person. I see what, what, what they're asking for." The right moment. Figuring out when is the maximum goodwill, where they feel so, excited and love your product, your company so much.

4:20Where is that moment? And if there isn't one massive moment, is there a potential multiple trigger points that you can leverage where they're seeing results or the potential of results, or when they really wanna promote what they've achieved internally or externally? And that is a, a powerful trigger point that you can then jump on and leverage to make the request. The right incentive. Now, this could be financial, like a gift card or a coupon or, or a free service add-on, or it could be more intangible, like an experience they get access to.

4:53Or maybe it's the opportunity to get the word out there, to share their story, maybe additional press coverage for their, their company and what they're achieving and doing. That could be more than enough. An incentive isn't necessarily needed though. what does matter, no matter what though, is the words that you use to make the request. 'Cause if you position it in the right way, you might not need to add any other cherry on top. They'll m-they'll be happy to do it. I shared this RIGHT Factor in a particular order on purpose.

5:27It is the order of importance. If you can get the right person making the request, the second two may not be very needed or necessary. And the fir-- if you get the first two, the third one definitely may be very little needed if at all. Just make sure you have the right words in play. Now, if you have customers that are very, like Fortune 500, high-profile customers, or you have very specific po-- they have very specific policy requirements or it's difficult to get it approved through marketing, this still applies, this RIGHT Factor, but that last one, the incentive, it's not about money, it's the angle.

6:04The angle in which you make the request that's gonna either make it or break it. We actually have a whole nother, webinar and content on this if you're interested. just send, send us a note and we can send it to you. It's all about, how to get high-profile customers on video. And we actually applied this to one of our own customers, and they were able to get a very large company, I wish I could say what it is, more than two hundred billion dollar company that does not do video testimonials, got them on video. so it does work.

6:35Let us know if you're interested in that. But this, what we're really talking about is not two hundred billion dollar companies. looking at this RIGHT Factor of making the... Figuring out who's the right person to make the request, knowing the right moment, and figuring out what is the right incentive. Now, the next piece we're gonna look at is creating a consistent system for capturing testimonial videos and customer insight. What does that look like? That'll be in our next video.