Getting the Yes_part3

0:00Welcome to our final part of our video series on how do you get your customers to say yes to doing video testimonials. In this video, we're gonna go over three email options that you can start using, you and your team right now, as well as some great outreach tactics to improve the, your response rate. So let's begin with the first email. Now, these are email templates that your sales and customer service team can be using when those trigger points happen, what we talked about in the last video. The first one is the primer. So this is prior to when you actually need it.

0:32Much earlier, probably your customer success team is sending this out. I'm gonna read through this with you and explain, the different parts to it. First is, kind of referencing what's happening right now. You're... We're... I hope you're thrilled as we are that this project or implementation is going so well. I think you're gonna end up with great results. Personalize this even more as, wherever possible. Then begin to, as we get closer to completing the project or implementation, we'd love to share your unique story. Now, if they're extroverted, you tag on there with the rest of the world and show off what you've achieved, because they wanna get their message out there.

1:07You... They, they love to have a platform. If they're introverted, that will scare them off. Do not say that. Instead, you can say, "As I believe it could truly help someone else to hear it." introverted are much better on one-on-one and, and helping others. They're, they're cool with that, not sharing it with the whole world. So if you know, modify it based on that, if you know who they are. If you're not sure, you can either, do the introverted, 'cause extroverted people like helping other people too, or just take that part off.

1:37Now, if you think they're a flight risk, add on the next piece. And don't worry, nothing will go out without your approval. So if you know people, this individual is a bit more concerned about how they look or their messaging, that can alleviate some of their fears. The final part is saying, "Hey, I'll reach out to near to the time, but until then, are you up for it?" So again, you're not asking for it right now. You're already prepping the conversation, for later, and it's much, much easier to get, someone to do a video testimony if you've already asked them ahead of time, and then you can circle back to it later once they've seen the results and are happy.

2:13So speaking of, the primed ask. So if... Let's say you've already sent the first email, what does the second email look like? So we're thrilled with the results you've had with the product or service. Also, thanks again for being willing to share your unique story and experience, so referencing you've already said yes. Ideally, you can reply to that first email that they had said yes to, so they can see the email chain. If you do have any specific incentives, you include it right here. Remember we talked earlier in the right fact of the three things, the right person, the right time, and then the right incentive.

2:43If, you don't have a, a tangible incentive, you could reference the intangible incentive, like, hey, being able to get your story out there, which is kind of related to what we have here in this last piece of, it'll be fantastic to show off the hard work you've done and the success you've achieved in your own words. The last part is, what's your, what's your schedule like next month? I like this as a bit more sales tactic of already moving the conversation to timing, not of, "Hey, are you still good to do it?" No. "What's your schedule like next month?" And then they can reply, with, you know, "Well, I'm, I'm good the first half, second half," whatever it is.

3:15This is, assuming you're going in an approach of a more of a customer interview format where you need to get something scheduled. if, You'll, you'll notice that this doesn't give a lot of details still. This is that simple ask. All you're trying to do is get them to say yes or say, "Yeah, okay. what's the next step?" Then you follow up with the details. Even if you've primed the ask, you don't start with the details yet. You just get the conversation moving again.

3:49From this email, you follow up with the actual details of what the process looks like. The third, third option here is if you didn't prime it, but you've had a recent trigger point, a recent project, other trigger point that's happened. You reference it and say, "Hey, we're all thrilled with..." we're so thrilled with whatever results they've seen and you had with X product. I've seen a variation of this of people if they get a positive review, they'll follow up on that review and say, "Hey, I noticed you said X. I'm so happy about this." Or if maybe your sales team has heard something recently, they follow up with that via email.

4:19And then you say, "We'd love to share your story." If extroverted, with the rest of the world. If introverted, say, "Hey, it'll help... It'll really help someone." And then if they're a flight risk, "And don't worry, nothing will go out without your approval." Ending with, "Can I send you some more details about the process?" You could swap that out with the previous option if you feel pretty confident saying, "Hey, what's your schedule like next month?" and then the idea is they reply with, "Yeah, can you share me some more details?" That's always where it will lead. But again, you, you just wanna begin the conversation, and then you can follow up with the additional details after that point.

4:54something, if you're ever not sure, if you're not, getting good response rates and people are, aren't engaging, here's... I'm gonna go over a couple more... All right, so let's go over some more outreach tactics to help improve your response rate, open rate, and, people saying, "Yes, let's do some video testimonials." Beginning with email headlines. How do you get people to open it? quick question about company name. That is always good. It gets most people to open their emails.

5:27a couple other ones that are good though is, saying their company name, then case study, or your... Their company and your company name story, or introduction to important title. I saw this one work. I thought it was really interesting. Everyone loves a good introduction to someone important. Email body suggestions. Focusing on telling their story, building up their ego, particularly if they are extroverted. Using words like participating, kind of sounds a little exclusive, something special, and case study. Most B2B environments, they know what case study means and get that concept.

5:57Using, the terminology short interview or quick call, can work well instead of Going straight for the testimonial video. Video can be, a negative connotation to some people or may create some, some anxiety ear- too early on and immediately make them shut down. So starting with some other verbiage, short interview has a very different connotation connected to it. It's like, "Oh, I just show up. You ask me some questions. I can do that." Quick call, everyone gets that. Video is like, "Oh, do I prepare a script?

6:28Are you bringing out lights and cameras?" Now, if you are doing a video testimonial, with a whole crew and everything, you might have to reference that. But I much prefer to start with this other terminology for one key reason. You, again, you begin light with, with just some starting conversation, to get the dialogue going, and then when you get to the facts of, "Hey, we're gonna do a video testimonial," our, our solution is a, a remote video testimonial, so it's like a quick call, very easy, hop in on it. but even if you're not able to alleviate a lot of their concerns or fears, you have the option to backtrack and say, "Oh, okay, you're not up for the video part?

7:06Well, let's do a written one." So it gives you options versus kind of pigeonholing you into only one option there at the end. A couple more tips here. Be confident in your tone. Know that they have a good story and that if they should really share it. Always personalize wherever possible, that it dramatically increases your response rates, and be brief. The shortest email I've ever seen that worked was two lines. It was, "Hey, our CMO thinks you have a great story. Would you be willing to share it?" Brevity is always good.

7:36Avoiding the words opportunity or request. We both have way too many opportunities or requests in our lives. We don't need more. Using a tool to track if they open your email, always smart, 'cause if they're not even opening your email, then there's... you got something else you gotta do about that. and expect, as I mentioned earlier, to send at least two to three emails. It really does usually take at least two emails, and don't be surprised when, when that happens. The last thing I'll share is a secret weapon. Call them.

8:07The-- It's, it's much better to ha- be on a live conversation. This is where sales or customer service, they can embed this, The templates that I just shared work as a sales script, and if they just tag that on on one of their check-in calls, it can work really well. Then you can follow up with another email of them, introducing you, the marketing team, and you-- then you can take and run with it there. So if you don't have their phone numbers, well, then you have to use some of these other options and tactics to, to be able to leverage.

8:39Asking is only the first part, though. If you really want a turnkey solution, constantly and consistently capturing and creating testimony videos, that's something we can help with. Shameless plug here. If you wanna see our solution, how we work, just go ahead and schedule a call. Happy to walk you through that. I hope this series has been helpful, and you can start getting more customers on video out front in your marketing efforts, 'cause you'll be amazed at the results you'll see.