How Sending Video Messages Drives B2B Sales

How Sending Video Messages Drives B2B Sales


(smooth synth music) – We’re here at the B2B
Marketing Expo here in L.A.. What kinda data points can
people look out for their videos? – Number one, conversation starters. – LinkedIn is my favorite content channel because of the B2B component. – Are you able to generate conversations? The number one metric is
conversation, not views. – The things that are
most important today, one, everybody get on video. Truly, you cannot bypass that. – Video is actually a very
powerful tool for sale. (playful trumpet music) – I’m here with Bruce Clay. This is the father of SEO. If you Google Father of
SEO, this guy shows up, so it’s great to meet you, Bruce. I just wanted to see if you
could give us a couple of tips. – Everybody, get on video. Right now, get on video. (smooth synth music) Google changing the algorithm. A regular base is something
called a core algorithm update. And of late, that has
actually emphasized trust. It is less about on-page,
it is less about linking. Are you trusted by the community? – I love your platform. I love the integration of the video and all the tools that
you guys are providing. – Attaching videos to emails,
there’s a lot of limitations. There’s a 25 megabyte
attachment limit to most emails, but then, of course, the
recipient has to then download it. So instead of sending them to YouTube where they’re gonna be bombarded with distractions and advertisements likely from competitors, we actually direct to a landing page. You’re actually able to
control the customer journey. – What kind of trends are you seeing with videos specifically? And I always talk about this idea that the homepage of Google is gonna look like the homepage
of YouTube at some point. How can we get ahead
of the video movement? (smooth synth music) – First, you have to
actually start making videos. There’s a lot of things out on the web that can tell you how
to improve your video. The real thing is,
understanding that the video has to be about what
people are interested in. Gotta remember your target market. (lighthearted music) – Darius mentioned that we
meet you where you work, but I think it’s also about meeting you where you feel, right? So, a lot of people are not ready to turn a camera on, a
webcam, the Dubb mobile app, any other mobile app, and
actually record themselves. Just record your screen. There are so many things that we convey by sharing our screens. Social proof, customer
testimonials, case studies. I’m here with Daniel,
the CMO of wave.video. What do you see that
people are doing in video? What’s being successful
on social media videos? – [Daniel] The play
stories, customer stories, number one, conversation starters. Are you able to generate conversations? Can you put a question
on top of the video? Can you put a question in the video? (techno pop music) – This is the amazing Steady Pod. It’s literally the world’s best, the most versatile handheld
camera stabilizer/support ever! (techno pop music) – You’re building a business
relationship with someone and they’re like, hey, man,
I love what you’re saying but do you have anything visual? And then you send them over this commercial from your company, versus if it’s you personally
taking them through something, it’s gonna be a completely
different experience. So here’s this commercial
that the company produced, that has nothing to do with me or you, go ahead and watch that on your own time, versus, if you actually took the time to create a video for somebody, it’s gonna have a much more
impactful effect on them, and they’re going to appreciate that. (lighthearted guitar music) Just including the word
video in the subject line is gonna give you a seven to
14% increase in open rates. I actually showed a 20 to 40%
increase in click-though rates on emails containing videos when compared to emails that did not. – When LinkedIn opened video, I think they changed the game. I’m on LinkedIn a lot. If your goal is to generate revenue, LinkedIn is gonna be a
great channel for you guys. (techno pop music) – We had a pretty engaged audience. We were the last talk at the expo today. The whole hall was cleared out except for our little group that we were speaking in front of, so it was pretty awesome. – We’re here at the B2B
Marketing Expo here in L.A.. How has it been for you? – It’s been an interesting conference. The thing that’s different
about this conference is that it’s totally B2B-focused. You meet with people that are probably a
little bit more serious about investing into business
tools, business resources. – Of all the booths, which was the one that
caught your eye the most? – I think the Dubb booth, actually, our booth,
was probably the best. – It was our booth. (pop music) – I just got myself a fanny pack here, and this is from Phantom. – Yeah, we’re a full-service
marketing agency. – It’s pretty apparent that people are getting a lot more creative with the way that they’re
setting up their booth and the swag that they’re giving away. There’s these fanny
packs that we picked up from friends at Phantom. So this is actually a clip-on wide lens that our friends at Lucidpress gave us. It makes your iPhone 10 into an iPhone 11. (jazz music) – You have to make it work for you. The conference can use you,
or you can use the conference. – Hey guys, my name is Adrian. I’m with the company called Garment Decor. This is a screen printing machine. So now, it’s T-shirt loading time. Here we go. (jazz music) We’re actually printing
over 300 plus T-shirts, giving product away for free. – One thing we’ve been doing is actually creating
free social media videos for people at their booth. – To wrap it up here, productive show. I think one of my biggest inspirations is just trying to provide value to people, trying to have people
come to educate them, coach them a little
bit, provide some value. So we did these short social media videos and people really enjoyed them. The conference is wrapped. I’m ready to go home. (jazz pop music)

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