How Experts Engage Prospects and Close Deals "Virtually"

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Lance Hood (FranPro) (00:09):
Welcome everyone.
Today.
I would like to introduce youto Alicia Berruti a national
speaker for Bom b Bomb.

Alicia Berruti (BombBomb) (00:18):
Thank you, I'm excited to be here.

Well, can you share a little bit about Bom
Bom and how it got started?

Yeah, so you know, bom Bom, were
essentially like videocommunication, but where we
started I mean 16 years ago,before the first iPhone even had
a camera on it our presidentand our co-founder they were
doing advertising sales likebillboard sales, and as their

(00:48):
territory grew, as they gotbetter at what they were doing,
they discovered that they weregetting less face-to-face time
with their clients, which wasactually affecting their
renewals, and so it really cameabout of this idea of, as sales
professionals, you know, how dowe scale that face-to-face
interaction?
How do I get in front of myclients and stay in front of

(01:08):
them More often?
I heard our president, darrenSayonah, podcast one time that,
as a sales professional, he knew, you know, if I'm sitting on
the other side of the table,they're buying from me.
So how do I replicate that in areally scalable way?
And that's kind of how we gotstarted was just two sales
professionals trying to figureout how they could duplicate

(01:29):
this right, their humanity, andget in front of their clients
and their potential clients in amore scalable way.

You know, what I always love is that it
was created by salespeople.
You know.
You know looking to, you know,take that what works for them in
sales and bring it to theonline space, so that that is
nice.
So why video for businesscommunication?
I think you kind of answered it, but I'm going to let you

(01:59):
answer it.

Yeah, no, let's dig into it a little
bit.
So you know, as it doesn'treally matter whether you're in
sales or in service or incoaching, you know if you, if
you talk to clients, if youteach clients, right.
If you're educating, if you'recommunicating, we all know that
we're better face to face, right?
If you had to, if you weregiven the option between sending

(02:23):
an email to someone or speakingon the phone, most sales
professionals would say I'drather speak on the phone.
Well, if you were given theoption between speaking on the
phone or having a face to faceconversation with them, well, of
course you'd choose the face toface conversation.
But that's not always an option.
And so we're kind of thisbridge in between, where your
plain text communication, youremails and your text messages,

(02:47):
they're stripped of all of yourhumanity, the things that make
you good at your job, that makeyou a good communicator, that
make you passionate about whatyou're doing.
You lose all that in a plaintext email.
And so video for business doesa few things.
Number one it gets you back toconnection faster.
You know, no light can trust.
They're not sales buzzwords,right?

(03:08):
This is actually the way peoplemake decisions.
And so video number one it'sgoing to give you an opportunity
to connect with people faster,right, when they open up an
email or a text message from youand they see that it's a human
being, well, they can connectwith that in a way that plain
text emails or text messageswill never do.
And so, number one, it gets youto conversations faster because

(03:32):
someone is seeing you face toface, and so we'll talk about
some stats on that when we showsome examples.
But so, number one, it gets youto connection faster.
It builds trust faster, whichmeans that you're having real
excuse me, real conversationsfaster.
The second thing that it doesis it really differentiates you.
Number one well, itdifferentiates you from any

(03:53):
other business professionals.
You're a competition they'retalking to, right, if they're
speaking to any other salesprofessionals in your industry,
right away when you send thevideo, you stand out.
You differentiate yourself.
They're going to remember that.
But another thing is, ourinboxes are cluttered, right, we
do the same thing.
We open up our inboxes everyday.
We kind of scan to see what'simportant, and we're going to

(04:16):
see spammy emails and salesemails and phishing emails and
actual, real emails and all ofthat.
And so you know, the video insomeone's inbox is a massive
differentiation.
Right away they know it's areal human being, right?
This wasn't a robot email, itwasn't written by AI.
It's a real person.
But it's also going to staywith them throughout the day.

(04:37):
If all day I went through myinbox and the only video in my
inbox all day was from that onesales professional, right, and
everything else was plain textemails, what the end of the day,
that video is probably stillgoing to be in my mind, as
opposed to all of those otheremails.
So you get trust and connectionfaster.

(04:58):
You get differentiation bothfrom who you are, but also
differentiation in the inbox.
And then the last one for ourbusiness communication Lance,
you ever sent an email or textmessage to someone that was
misunderstood because tonalitywas lacking?

My dad said some of my emails are the
worst.

Right .
So we know, we understand thatdigital communication can be
impoverished, but when you senda video, you get to put tonality
and personality and context andtonality and body language and
eye contact all of that backinto your communication.
Which, number one, makes iteasier for you to communicate,

(05:38):
right?
How many times do we sit at ourdesk and try and type out an
email and think about how do Isay this in the best way
possible?
Well, you know how to say it inthe best way possible.
Just say it.
And then the other thing isthat when we watch a video, we
actually retain about 95% ofthat information, as opposed to
only 10% if we were to read thatin an email.

(05:59):
So not only do you get all ofthe benefits of better, richer
communication for you, but yourrecipient is going to remember
it, they're going to retain it,they're going to be able to
understand what you said.
And so why video for yourbusiness communication?
Well, it's giving you all ofthe functionality of

(06:19):
face-to-face, rich, humancommunication.
But you're doing it in anasynchronous way, right?
You record the video.
You record it when it makessense for you to introduce
yourself or to answer thequestion, or to ask for the
referral or to educate, and thenyou just send it to them and
they get to press play and watchit when it makes sense back for
them.
You don't have to get them ontoa Zoom call, you're just

(06:41):
sending it over email.
You're replacing some of youremails and text messages with
videos because it's just bettertype of communication.

Well, also sending a bomb can be faster
than typing out an email.

Alicia Berruti (Bomb (06:56):
Absolutely , absolutely.
We speak way faster than wetype.
You also don't have to worryabout going back and correcting
for grammar or spelling.
Did I use the right word or didI write?
You just did I use the rightthere.
You don't have to worry aboutthat.
So it's a lot faster,especially once you kind of get

(07:17):
over the hump.
When people first start, theyfeel like it takes them a long
time.
But it's not that the recordingof the video takes a long time,
it's the psyching themself up,it's the recording it and then
watching it back and being likeoh, that was bad.
And rerecording it and watchingit back.
That's what ends up taking alot of time.
When we demo the product,everyone will be able to see how

(07:41):
fast it is to really record andsend a video.

Right, I think what you said is an
important point, because if youoverthink it too much, then all
of a sudden you're rerecording.
But if you just you realizethat when you talk with people
you just say it one time, sojust say it, people aren't
really gonna criticize it to thepoint that you would.
You just say it and move on andyou know.
Yeah correct.

I mean, lance, we're all our own
worst critics, the things thatwe pay attention to or that we
overanalyze.
When we're watching a videoback of ourselves, no one else
is paying attention to that.
It's that same thing.
When we hear our voice recordedRight, you're like, oh, is that
what my voice sounds like?
Well, no one else feels thatway, because they're used to

(08:27):
hearing your voice, they're usedto watching you talk.
It's just that you're not usedto watching yourself speak.

Well, do we have some examples that we
can talk about, like onincreasing engagement and
conversion?

Yeah, I would love to show some
examples.
Can I share my screen?

Yeah, hold on here.
So if you guys wanna see this,you can just go to FranProco and
forward slash bomb, bomb.
So B-O-M-B, b-o-m-b.

Alicia Berruti (BombBom (09:04):
Awesome .
So the first way that people areusing this in their day to day
you know, I kind of alreadyalluded to it in the why, but
they're using it to makeconnections faster, okay, so I
wanna show you an example ofsomeone doing just that.
This is actually a lender andthis is him just recording that

(09:26):
video to introduce himself to apotential client, and so he's
using this, like I mentioned, tobuild trust right To connect,
to differentiate himself fromany other lenders that they may
be talking to.
But the stat at the bottom, Ithink, is really important and
really compelling, especiallywhen you're talking about

(09:46):
outbounding and trying to buildconnections with people.
You know, doing that theoutbounding, doing the
prospecting.
We recently did a case studywith a big four management
consulting firm I can't tell youwhich one it was, cause we had
to sign an NDA but with theirsales team we were able to take
them from it, taking 10 touchesuntil someone was ready to

(10:12):
respond or engage with them,down to three touches, just by
sending the videos instead ofthe other ways that they were
doing that prospecting.
And so 10 touches to threetouches just by sending simple
videos like this for connectionand differentiation.

The reason I found out about Bomb Bomb was
a franchise or sent me a BombBomb video and I was like, well,
that's cool, and I checked itout.
So I actually learned thatfound out about this from a
franchise or from a major brand,and I just see this as a great
tool for franchise or brokersmyself.

(10:50):
What I did is I startedcreating a Bomb Bomb video that
didn't have somebody's name init and then what I would do is I
would save that and have thatin as an introductory email.
It's just like hey, it's Lance.
You know I was just reachingout and following up with your.
You know you can go here toschedule an appointment and I
would just use that in my emailtemplates and it was a really
great tool and with the tracking, I was able to see how many

(11:13):
times and who clicked on it.
It was very cool.
So I'll let you get with this,but I know that we're using this
in franchising and I see it asa valuable tool.

Yeah, well, and I think one of the
things you mentioned there abouttracking before I play this
video, that's really crucial,especially when you're talking
about prospecting, right, whenyou're trying to get that
appointment for, you know, totalk to someone about purchasing
a franchise or, you know,getting into the franchise
business, the tracking is gonnalet you know when they open up

(11:42):
the email and when they play thevideo and if they go back to
play the video a few days later.
And so I think the trackinginformation is really important
when you're talking aboutfollow-up as well.
You know, just setting thevideo isn't the end of your job,
right?
We all know that you can't justmake one communication and be
like, okay, I did prospectingfor the day, but the great thing
about the tracking is that thenyou know, when you're going

(12:05):
back a couple of days later tofollow up, you can pull up that
list and see, okay, these 15people opened my email and
watched my video.
I'm gonna call them firstbecause they've already watched
you, right, they've watched thevideo.
They have a little bit more of aconnection and sense of who you
are than picking up the phoneand calling someone that didn't
watch the video.
So that tracking really givesyou deeper insight to know who's

(12:29):
paying attention and who mightbe actually ready to have a
conversation with you.
So I'll play this video.
Like Lance mentioned, this is apersonal one.
You know he records it in themoment for this person, but you
can do this with an evergreenvideo.
If you have like a lead form onyour website, you can have a
video recorded that goes outautomatically anytime someone

(12:51):
fills out that lead form orrequests information or anything
like that.

(Example Video) (12:56):
And I saw that you were browsing some homes.
Just wanna find out if you'recasually browsing or you're
looking for that next home.
That Kingshire Way propertythat you looked at is really hot
right now and I wanted to findout if you can pre-approve for a
mortgage, or the number fourlender in the country.
And even if you haven't beenapproved, I'd like to take a
second look with zero pointsdeducted from the credit score,

(13:16):
to see if we can get you thebest rates and terms.
Make sure you have awesome.

I love that cause.
He's adding a ton of value,right?
You know he's saying you know Iwanna see, make sure you're
pre-approved.
Even if you're not, if you arepre-approved, I just wanna take
a free look at it and make surethat you're getting the best
deal possible.
So, really, really great videofor just again differentiating
himself, building connection andreally showing that he's
someone who's invested in theirsuccess.
And that's an opportunity thatyou have, you know, as a broker,

(13:45):
as a franchise broker is beingable to communicate out to
people that you're invested intheir success, and you can do
that really well.
Okay, I wanna show you anotherexample.
Another way that our clients areusing this in their day to day
is really to communicate withclarity and save themselves a
ton of time.
So this example I wanna showyou this is our friend Matt

(14:09):
Dietz.
He actually owns a farmer'sagency and Matt's using our
screen recorder, which is areally cool function that's
available in the platform.
Anywhere where you can record avideo, you can also record your
screen, and so you know this isa great way to go over
contracts or documents orproduct demos, or website

(14:32):
navigation is using that screenrecorder.
But even beyond, you know thescreen recorder.
Think about how much youexplain things in your day to
day, right when you're educatingor you're providing updates.
Video gives you a way to againcommunicate, with all of that
rich communication, eye contact,tonality, clarity all of the

(14:54):
things that make you a goodcommunicator.
And you're doing it in ascalable way.
You know you can record thevideo when it makes sense to you
and send it off to someone.
You don't have to necessarilyget them on the phone if you're
just answering a question orproviding a deeper level of
value.
And your clients are gonnaappreciate it as well, because a
lot of times if you can answera question or you can go over

(15:17):
something in a video, that'sgonna save them a phone call or
getting on a Zoom call.
Well, they really appreciatethat because their time is
valuable too.
And so for Matt, what he's doinghere is this is a follow-up.
He got off the phone call.
He's sending over a policy tosomeone, but going over it with
the screen recorder so that hecould be really clear about all

(15:37):
of the things they need to payattention to and highlight
important information and justdeepening the value there.
I'm gonna jump around throughthis video.
I'm not gonna play the wholeone, but mostly I just want you
to see that Matt's able torecord everything on his screen
and scroll through a documentand then, when he's done, he
just presses send and sends itoff to a client with the
document attached.

(15:57):
So really really fast way to bereally clear with your
communication.
What's up?

Andrew, I'm Matt Deets with Farmers.
We just spoke on the phone.
I wanted to send you thisproposal.
I walk you through it and soyou know what you're looking at.
I drew up a pretty simpleproposal for your business.
Farmers does something called abusiness owners policy or a
bomb.
It is loaded and has a ton ofcoverage in it and it's really a

(16:27):
problem.
But this one right here,business personal property this
is your stuff.
Remember the $1,000 worth ofthat side of premises?
So like if you were robbed orsomething like that.
You have coverage for that.
You have $5,000 here.
What else is in here?
There's a coverage calledbusiness income, which would be

(16:48):
important, so if somethinghappened and it was a covered
loss.

I mean think about the client
experience on this right.
Normally you get sent a policyor a proposal from an insurance
rep or from a sales rep.
If you're looking over like asales proposal, you've got to go
through that and try andremember all the things you
talked about.
But, Matt, since he sends thevideo with it, they can go back

(17:13):
and they can reference that overand over and over again and it
saves Matt time because hedoesn't have to get back on the
phone and answer all thosequestions as well, because he
did it in the video.
Cool, huh.

I love that because also the spouse can
check it out or anybody elsecan check it out, and he could
even do that without doing thatlive on the call, so he's able
to get more done.
I see it as an efficiency tool.

Yeah, so I have a lot of people tell
me, especially like lenders andfinancial services type people,
that they really love that justfor what you said.
Because, like, say, for example, you're in financial services
or you're in lending andsomething comes up and you call
that client during the day.
Well, you might get to speak toone of them, right, they're

(18:01):
likely not with their spouse orwith their business partner
during the day, so you get totalk to one of them on the phone
and then you have to hope thattheir game of telephone is going
to work and that they're goingto convey the information
correctly to their spouse ortheir business partner.
Whereas clients tell me thatwhen they send a video for
providing updates or talkingabout little hitches or things

(18:23):
that have happened, it's greatbecause you send everyone the
same video and you get tocommunicate the information
yourself and not hope that thatinformation will get translated
correctly.
So, yeah, really great pointthere.

And you can see what you said.

Yeah, yeah, okay.
So the last thing I want toshow you and then we can demo is
our clients are using this toreally scale their relationships
and their face to faceinteractions.
We know that it takes aboutfive times as much money to
attract a new client than toretain them.
If your business is dependenton renewals or referrals, being

(19:01):
able to stay in front of yourclients in a really scalable way
is done really, really wellwith video, whether it's ongoing
client education or check-insor you know.
Hey, I know you've got arenewal coming up.
I just wanted to make sureyou're happy.
Is there anything that we couldbe due to be serving you better
?
A happy birthday.

(19:22):
You know, I saw on Facebookthat you were having a birthday
and I didn't want to just beanother person on your wall.
I want you to know that I'mthinking about you.
You matter.
I hope you're being celebratedwell today, right?
Any of these types of things arecommunicated so well with video
because you just send the videoand they get to watch it back.
Both of the videos I showed youwere one-to-one videos, where

(19:46):
you record one video and send itto one person, but you can do
this in mass as well, you cansend to your entire book of
business, to all of your clients, your entire referral base.
And so this video that I'mgoing to show you, this is a
Merry Christmas video.
You know you might think thatlike it's not the best business
case, but I'll tell you what.
We have clients that use theirBombom accounts almost primarily

(20:10):
for sending happy birthday,personal happy birthdays out to
clients, sending out holidayvideos on major holidays.
In fact, this guy right here,this is Joe Soto.
He's a finance guy and he saidthat he loves the holiday videos
because it gives his clients achance to see his why.
Right, normally he's just thenumbers guy, he's the finance

(20:33):
guy, but when he sends out thesevideos for holidays, his
clients feel more deeplyconnected to him because they
see his family.
And from a consumer standpoint,right, I'm a consumer.
If I get a postcard or aChristmas card in the mail from
my real estate agent, mydoctor's office, my financial

(20:54):
advisor, right, basically, youget that Christmas card in the
mail and you're like oh yeah, myfinancial advisor pays a
service to mail out Christmascards.
How nice of him.
And it goes in the recyclingbin.
Right, there's no humanconnection, there's no sense of
like oh, that was so sweet.
Or oh right, it's just a pieceof paper that I know that they
paid someone to send out to myaddress.

(21:15):
This is human connection, it'sdeepening the relationship, it's
helping them feel moreconnected to you, and it
increases loyalty and referrals.
And so I'll play this video foryou, and then we can kind of
live demo how easy it is.

Hey, it's Joe Soto, along with Welcome Soto,
mommy Soto and Daisy Soto, andeven little Daisy Soto came to
me to cameo.
We just wanted to take a quickminute to wish you and your
family a very merry Christmas.
Whatever you're doing, whateveryou're celebrating, enjoy the
time with your loved ones, thepeople most closest to you, like

(21:53):
these little ones that I got.
So from the Soto family to youhappy holidays, merry Christmas
and enjoy the day.
Bye, bye, bye, bye, man.

What I love about that video
especially when I'm showing itlive in a room full of people is
when the little girl goes.
Look the hugs and kisses.
People always go aw Right, theyhave this like human reaction
that you would never, ever, ever, in a million years get from a
plain postcard that gets sent inthe mail.
So, again, you're just, you'redeepening that relationship.

(22:28):
You're making it easy for themto remember you, to feel
connected to you, to want to dobusiness with you because you're
just like them.
Right, you got a family justlike them, your kids are cute
and adorable or whatever it is.
You're just deepening thatconnection.

I agree, you know, I, you know.
When I just watched that justnow, you feel like you kind of
know the person, you know thefamily and the cards are good,
but but this is better and itprobably was a heck of a lot
less time and a heck of a lotless money to do it.

Yes, it's bigger impact, less money,
less time.
You record the video one time,you send it out to your whole
list, you get to see the opensand you know the other thing
that's fun about this,especially if your business is
dependent on these relationships, these long-term relationships
and the referrals.
The best part about this isthat it gets replies in a way

(23:34):
that your Christmas card or yourfourth of July postcard never
will write.
Your clients are going to replyto this and be like oh, that
was so sweet.
Merry Christmas to you too.

I can't believe how big your kids are
right, You're actually gettingengagement, as opposed to them
being like, oh, that was nice,and it going in the recycling
bin or or the hard way which Iwould take, and I would type a
holiday message into SMS, a textmessage, and I would text

(24:06):
people one off and then paste itinto a new one and text one
person at a time a holidaymessage, and my wife would be
sitting there.
What are you doing?
It's Thanksgiving or whatever.
What are you doing?
It's like you've been there fortwo hours, like two hours of
texting one off holiday message.
Those work because people doappreciate it and they do follow

(24:28):
up, but it was hours of work,yeah.

And that's why I say scale your
relationships right, becauserelationships do take work.
But but any of the places whereyou can scale it and you can
use your humanity in a waythat's going to save you time
and get you, get you moreattention, it's going to benefit
you.

Absolutely .
And, and I wanted to remindeverybody, I talked with you and
we worked out something veryspecial to where you are willing
to do a just for our crowd anengagement and conversion
webinar.
So anybody who gets a free bombbomb account and moves forward

(25:14):
and gets started, we'll actuallyshow them how to maximize that
account, because it's not justhaving it, it's.
This tool, is really engagementand what we want engagement for
is conversion and, and so wewould do that.
You want to talk about thatjust for a second.

Yeah, yeah.
So what what we would do is wewould do like this is sort of
like your introduction to videoand using video as communication
, but we would dive deeper anddo another session where I'd
actually show you the strategiesbehind a lead conversion video
and give you the framework andsome coaching around how to

(25:52):
structure that email, what tosay in the video, and go through
a couple actual strategies likethat and give you the tactical.
This is how you do it, this iswhat you should say, this is how
you send out that to really getengagement.
And so, yeah, we do offer a 14day free trial I know that

(26:12):
you're going to throw your linkin there as an option and anyone
from this group that decides tostart that free trial.
We want to offer that second,deeper training so that you're
really set up for success andthat you know the best practices
for getting the attention andthe conversion that you need.

Especially being every deal is a big deal.
Here, as a broker, every dealis a huge deal, and as a
franchise or franchisedevelopment rep, every deal is a
big deal.
So any of these can make a bigimpact, for sure.

Yeah, absolutely.

Send it back to you All right?

Well, I want to jump out of this
slide deck and I think I'mprobably going to have to stop
the share.
I want to demo it inside myGmail, so you can see how easy
it is, so give me a second hereto get set up.
Okay, you're seeing my email.

I am.

Awesome .
Okay, so we have over 65integrations.
One of our, one of our corecompetency.
Competency is we work where youwork.
You don't have to learn a newsoftware.
You know, even if you don'thave a direct integration with
your CRM or something like that.
Our Chrome extension makes iteasy to take a video and put it

(27:34):
anywhere.
But our two like biggestintegrations that most of our
clients use in their day to dayis Gmail and Outlook.
So if you're a Gmail user or ifyou're an Outlook user, we have
bomb bomb built right into youremail so that it's fast and
easy.
You're not logging out to go toanother platform.
So if I open up a composewindow here inside a Gmail, this

(27:58):
little bomb icon is my bombbomb integration.
Okay, so if I want to record avideo, all I have to do is I
press that record button.
It's going to pop up my videorecorder.
You're going to see me on thescreen here.
Please know that.
When, oh, it shows my othercamera.
Please know that when we'redoing it like via screen share

(28:22):
and zoom and all of that, youmight see some more delays with
the tech than what you wouldnormally if you were doing it on
your own.
But when you've got like thezoom and the screen share and
all of that, sometimes it delaysa little bit, but it's not
recording yet.
If I wanted to record a videojust of me, I would record this.
If I wanted to do that screenshare, like you saw our friend

(28:43):
Matt doing, you would do that.
I also have the option for avirtual background.
You saw, I could change mycamera.
I've got two different camerashere so you could change your
camera.
You can select your microphoneif you've got options there.
But when I'm ready to record,all I'm going to do is press
this red record button.
It's going to give me a three,two, one countdown and then,

(29:07):
once the screen flashes, it'srecording.
And this is where you wouldintroduce yourself or provide
information to a client oranswer a question or whatever it
is that you're gonna say.
You just say, and when you'redone recording, I can press the
spacebar.
I could title this video.
So if this was a video I wasgonna use over and over and over
again, I probably wanna titleit so that I could find it easy.

(29:30):
I'm just gonna call this onedemo and when I press save it
just pops into the email andyou're ready to send this out
the way you would send any plaintext email.
Okay, we take the first threeseconds of your video, we loop
it into a GIF so when they openup their email they see motion,
and then I'd put in there.
I'd put in my subjects field, Iwould add some text here above

(29:53):
the video and say hi, lance,press, play on my video,
whatever you were gonna say.
Okay, we mentioned tracking.
So this over here on theright-hand side, this is a live
tracking feed of people openingmy emails and playing my videos.
Okay, obviously, not all of myemails have videos in them, but

(30:14):
guess what, when you set upGmail or the Outlook integration
, we'll do tracking on all ofyour emails, not just the ones
that have video in it.
So you know in real time whensomeone opens your email and
then if there's a video in it,then you're gonna get the play
on there as well.
So this video right here fromfour days ago.

(30:35):
It was watched all the waythrough.
The longest watch was 100%.
If you notice some of theseplaces it says viewer someone.
So that depends on where I sentit from.
Okay, so if I sent it directlyfrom here in my Gmail, it'll
show the email address.
The recipient was Renita Wolfe,here right, or on this one,

(30:59):
this Watkinstampa Gmail, theyliked my video.
So it says buy email address ifyou send it from email.
If you send it somewhere else,like through LinkedIn or
Facebook Messenger or somethinglike that, it's not necessarily
gonna tell you buy email address.
It'll just say that someoneopened the video.

(31:20):
But that's why, if you title thevideo, it's really helpful,
okay, why did I jump intoLinkedIn Chrome extension?
The Chrome extension is gonnalet you take a video and send it
anywhere.
Okay, so up here, I'm just inLinkedIn, right?
You see up here this littlebomb icon.
This is my Chrome extension.
So I could be logged intoHotmail or ESPNcom or a

(31:46):
non-connected CRM, and this iconis still gonna be there.
So again, if I press that bombicon, I could either record
myself or record my screen.
I have access to my entirevideo library.
So that video that I justrecorded, called demo, it's
already over here that I couldsend it in LinkedIn.
So rather than record a videothis time, I'm just gonna select

(32:08):
this video.
I could either copy for email.
If this was going into an emailor a CRM, an email program,
then I would copy for email.
If it's going into, likeLinkedIn Messenger, whatsapp,
facebook Messenger, anythinglike that, a web-based messaging

(32:29):
app, you're gonna use Copy Link.
Or if you were putting thisinto a texting app, you would
use Copy Link as well.
I'm just gonna do Copy Link, I'mgonna paste and I'm gonna press
Enter.
I didn't include any text withthis because I'm just sending it
to Kevin, who works here atBombom and gets all of my demo
videos on demos, but you'll seehere in a second that the

(32:52):
thumbnail will pop up.
It takes a second to do that.
We also do have a LinkedInintegration that you can set up,
but I wanted you to see theChrome extension and do it there
.
It's taking a second for thethumbnail to pop up.
Let's see if it'll.
Normally, as you can see, thethumbnail does pop up.

(33:15):
I'm not sure why it didn't popup on the one I just sent, but
we're just gonna call that atechnical difficulty.

Well, I know that that's the actual link
that I use when I send it out.
I'll go and harvest that linklike that Works pretty well.

Yeah, yeah, absolutely.
What else, Lance?
Anything else that you want meto demo while I've got the
screen share up?

When you make the video, there is a thing
that you can click on for callto action, which I think is very
useful.

Very useful.
Let's do this.
Let me do it again.
So yeah, we do in video call toactions.
The way the in video call toaction works is that it actually
pops up a few seconds into thevideo and so you can reference
it and it'll be live there onthe video.
So let's record another video,and I'm gonna ramble on this one

(34:08):
just a little bit so that thevideo is long enough so that the
call to action button actuallypops up.
The cool thing about the invideo CTA is that, like for a
evergreen video, for example,you could have a video that you
use over and over and over againthat has a link to your
calendar.
So you can say that, like hey,thank you so much for stopping

(34:31):
by our website and requestingmore information.
My name is Alisha.
I'm the one that's gonna becalling you relentlessly, but in
the meantime, if you wanted tojust schedule some time on my
calendar, you could just clickthat link up there and it'll
bring you right to my calendar.
Right, you could say that, andthen every single time you send
out that video, it'll have thecalendar link.
So down here, where I have thisCTA button, if I toggle this on

(34:54):
, it's gonna give me the optionto title it whatever I want.
I'm gonna call this schedulesome time and then you would put
the button link in there.
I don't know if I'm gonna beable to get my calendar up here
fast enough.
We'll see, it'll log me in.

(35:15):
Oh yeah, there we go, so copylink.
I'm gonna go back to that videohere so I can put my calendar
link on there and save that CTA.
And now that button schedulesome time is gonna pop up while
they're watching the video.
I'm gonna save this video sothat you can see it happen in

(35:38):
real time A little bit, so thatthe video is long enough so that
the call to action buttonactually pops up.
The cool thing about the invideo CTA is that, right, you
saw it pop up there right atabout seven or eight seconds.
The button just pops up.
They click on it takes themright to the link.

(35:59):
Cool, right.

Yeah, and a lot of my videos are for
getting people to schedule intomy calendar, so I just always
liked having that.

Yeah, yeah.

Let's see here.
Well, obviously, getting a bombbomb up and running, you can do
it in really kind of minutes.
I mean, there's really not muchof a learning curve to it.
And I do like the notices.
In fact, sometimes if you turnthem on, you can get notices
that people viewed your videoslike almost instantaneously.

(36:37):
But to be proficient with it,how long does it normally take
for people to get themselvessettled in and proficient?

Yeah, I mean the tech learning curve
is very, very small.
So usually the things that holdpeople back that they have to
work through is usually theirown uncomfortability with being
on camera and recording thevideos.
So I mean it depends, right,like I would say, on average

(37:10):
most people it only takes aboutsix to eight videos before they
stop obsessing.
And what do I mean by obsessing?
I mean they're recording thevideo and watching it over and
over again and being like Igotta rerecord, I gotta rerecord
.
Most of our clients say it onlytakes about six to eight times

(37:30):
of actually recording the videoand pressing send.
Right, not recording a videothat you don't send out because
you're like that's horrible, butactually recording it and
pressing send to kind of getover the hump.
Cause, once you've done itabout six or seven or eight
times, you realize that, numberone, you get really good
responses, which is verymotivating, right, when you've

(37:51):
been sending out email afteremail after email to nothing,
and then you send a video tosomeone and they're like, wow,
that was so cool, right, that'smotivating.
So, number one, you startgetting more responses.
But number two, you start torealize that all of the things
that you were obsessing aboutdon't matter, that no one cares,
right, and so it doesn't take along time.

(38:13):
I think that we do a ton ofongoing training.
Like the first steps are justgetting your videos out right.
Your first steps are justrecording the video and sending
it out.
Sometimes it's good to startwith someone you already know,
right, like prospecting overvideo is really, really
effective.
But sending a video to someoneyou've never met can feel a

(38:37):
little bit more intimidating.
So sending a thank you video tosomeone maybe your assistant
right, sending a quick thank youvideo for hey, thank you so
much.
I know yesterday was crazy.
I really appreciate you keepingme on track and keeping my
schedule together.
I couldn't do this without you.
Well, that's not thatintimidating and guess what?

(38:57):
Your assistant will probablyreally really like that and have
a great response, and so itdoesn't take long.
It's just a matter of making itpart of your communication, and
I always say the best way tolike help it become part of your
communication, as opposed tothis like oh, yeah, I'm supposed

(39:19):
to send videos, what should Isend?
Before you type an email, justask yourself would this be
communicated better face to face, right Like could I say this
more effectively.
Would I be more persuasive if Isend a video?
Well, if the answer is yes,then just record the video and

(39:39):
send the video right?
The answer isn't always yes.
You know you and I going backand forth about like flow of
outline or what we're gonna talkabout today.
That doesn't need a video.
That just clutters up my day.
If every single time you answera question, you send a video.
But are there gonna be timeswhen the answer to that question
is would this be better overvideo?

(40:00):
Yes, of course it is.
Well, then just send the video.

Mm-hmm, and you know those hesitations
people have about imperfectionslike what you were saying.
One, I would think you're doingit anyway, so it's not
different because it's on video.
You're already talking likethat, You're already doing those
things and everybody stillloves you, so I wouldn't worry
about that.
And the other thing if it's abig, like oops or whatever,

(40:29):
that's funny.
People like it.
It adds personality to thevideos.
I told people, you know, if Iwas in a podcast and I fell off
my chair, I would leave it inbecause it's funny, you know.

Totally so.
Here's the thing that'sinteresting, lance, is that we
have data that actually showsthat more imperfect like the
less perfect videos actuallyperform better.
Have you ever heard of the termcalled visual realism?
So it's actually, it's a socialpsychology term.

(41:01):
A lot of like hugemultinational corporations
started adding this into theircommercials over the last few
years because of the advent ofsocial media.
Right, we see human, normalvideos all the time, and our
brains are hardwired to rejectperfection and to accept

(41:24):
imperfection as more human right.
And so our brains,psychologically speaking, when
we see a brand, when we see acommercial, for example, that's
highly produced, right, we knowwe're being marketed to, and so
our brains click into this other, more less trusting place like,
ooh, I don't try, I'm beingmarketed to.

(41:45):
This is a commercial, whereasvisual realism is this social
psychology term where they'reputting flaws or shaky cameras
or things that make it feel morehuman and that it was shot by,
like an iPhone into commercialsbecause our brains are less

(42:07):
resistant to it.
So it's the same thing in yourvideos.
People ask me all the time like,oh, I'd love to edit, like I'd
love to put on at the front endof my video, maybe like some
intro music or a logo.
Guess what?
The moment you edit your videoto make it more polished, when
the recipient watches it back,they're gonna feel like they're

(42:29):
being marketed to, as opposed tocommunication, whereas you
could be sewing your littleheart out on a video.
But if it's more natural andhuman and there's some flaws in
it, their brain is lessresistant to it.
Because it's human, it'simperfect.
So don't worry about theimperfections in your videos.
It makes it more easy forpeople to connect with you.

(42:52):
It makes it easier for them tolike, wanna trust you.
The same thing with filters.
I have women come up to me at Iget off stage some time and
then they'll be like I'll getbomb.
Bomb when you guys put infilters.
Like we're never gonna put infilters because it takes away
some of your humanity.

I agree.
You know, one of the firstthings I do when I'm watching
anything is go that's not realor that's real.
You know, and I do, like you'resaying, prefer things, and I do
, whether I want to or notnotice is this just real or is
this super staged?
You know, and I think that'sthe great thing is, it gives you

(43:31):
permission just to get outthere and get it done, you know,
just to make it happen.

Yeah, be yourself, right.
People already choose to workwith you because of who you are.
Right.
If you are a franchise broker,you are good at people.
There is no doubt in my mindthat if you are a franchise
broker, you're good at people,so you don't have to like put on
some other persona or like be anewscaster to do video.

(43:56):
Just be yourself.
That's what people areconnecting with.

And when COVID happened, people started
doing everything at home.
You would see newscasters athome.
I think the NFL was at home, soit just became real and people
that didn't have a desk were intheir bedroom or wherever
shooting videos, and so we'reall used to it.

Yes, yeah, absolutely.
I think, honestly, one of thethings that I loved about during
that early COVID period waswhen we had, like, our talk show
hosts doing shows from theirhouse, right, and our
newscasters and all of that andgetting more humanity.
Obviously, as someone who worksfor a company that is really

(44:43):
focused on human-centeredcommunication, I loved all of
the production being stripped alittle and people having to be a
little bit more human.

Yeah, you're like, that's their house.

Yeah, exactly.

Well, I wanted to anything else you have
that helps people like shortcutthe process, like templates or
ideas or the kind of trainingand support that you guys
typically do.
I know we have an engagementconversion webinar coming up,
but just the typical trainingand setup.
I mean, it's prettystraightforward, but there are

(45:17):
things.

Yeah.
So a couple things.
I know even in a free trial.
If you go sign up for a freetrial right now, you have access
to Bom Bom Studios, which isright inside your account.
That's gonna walk you throughsome getting started stuff.
We also have a one-pager on theBom Bom Method that we actually

(45:41):
anyone you can give my emailaddress and show notes we can
throw it in there.
It's just alisha a-l-i-c-i-a atBomBomcom, and the Bom Bom
Method is actually how weonboard teams in ways to help
identify the places in theirbusiness where they need video,

(46:02):
and so if you are interested inthe Bom Bom Method, it's a
really, really powerful way foryou to quickly identify where in
your process you should putvideos right, Because not
everything needs a video, butlet's figure out the places in
your business where you'rehaving friction or where people
are falling off of your dealcycle, and so if you're

(46:24):
interested in that, email medirectly and I can send you that
one-pager on the Bom Bom Methodto kind of get you off on the
right foot as well.

Yeah, I think that that is awesome, and
I was thinking about it after Isaid that I'm like you know.
To be honest, I don't know if Iever watched one training video
.
I just did it.
And how can you say that aboutmost technology, that you can
just download it and go Like itis.
So that's amazing.
It was so simple.

(46:54):
I wanted to ask you are theresome common mistakes that people
make with Bom Bom that theycould change to get better
results?

Yeah, absolutely.
The first common mistake thatpeople make with Bom Bom is
thinking that this is formarketing, which it's, you can
right, there's no problem withusing Bom Bom for marketing.
But most people get stuck inthis place of like oh, I don't

(47:25):
know what to say, I don't havetime to come up with content.
I don't know right that.
The first, that's the firstmistake that you could make is
thinking that this is likesocial media, that you have to
come up with content.
Okay, remember what I saidabout just asking yourself,
before you type the email, like,would this be communicated more

(47:46):
effectively if I just recordedthe video?
Okay, so that the first mistakeis thinking that this is just
for marketing and that you haveto come up with content.
Okay, the second mistake that Iwould say that people make
that's a big one that I want youall to avoid, even on your free
trial is just sending the videoIs they don't put any text with

(48:08):
it.
They don't put, they just sendthe video in an email.
Yes, it's very clearly a video,right?
You see the big thumbnail, theysee motion, they see the red
play button that says play 58second video.
But the worst possible thingyou could do for your engagement
is to just send the video.
You have to put a line of textwith the video and say hi, lance

(48:33):
, I recorded you a video toproperly introduce myself.
Press play and let me know ifit makes sense for us to connect
.
Right, like you've got to tellthem why they should press play
what is in it for them this ismy favorite acronym to help you
with your videos SWIFT.

(48:53):
So what's in it for them?
Right, let them know in thetext what is in it for them in
that video.
That's gonna be a huge listen.
If you just start doing that,you are going to be miles ahead
of a lot of people.
Last one is just kind of a smallone.
It's not a big one, but it's asmall one.

(49:15):
People have a tendency to wantto watch themselves on the
screen when they're recordingtheir videos as opposed to
looking in that little pinholecamera.
Right, I always say that like agood rule of thumb for knowing
if you're set up correctly, ifyou have a good distance, is

(49:36):
just stretch out your arm, right.
Your fingers should about cometo your camera.
That's a good distance.
Right, it's framed well.
You're not too close, you'renot too far.
It's not up high, it's down low.
You want it just about eyelevel.
Okay, but then that's this.
When you record your video, youwant to make sure you're
looking into the pinhole and notwatching yourself on the camera

(49:56):
.
Okay, it's a small difference,but you can see it happening
right now.
Right now, I'm looking atmyself while I'm talking.
Now I'm looking right in thecamera while I'm talking.
One gives the illusion of eyecontact, the other doesn't.
So if you can include text withyour video and look right into
that pinhole camera and speak tothem directly, you're gonna be

(50:19):
miles ahead.

I love that, and what you said about
putting some text in there, Ithink is so important, because
they don't know what it's aboutand people don't necessarily
want a video.
They want a video that'srelevant to whatever you're
talking about.

Yes, yes, yes.
I have a stat on one of myslides, but I think it's 73% of
consumers Say they would ratherhear about a product or service
by watching a video than readingabout it.
So if you are talking about aproduct or service in that video
, guess what Consumers havealready stated that they would

(50:57):
rather hear about the productthat way.
So just saying that, like, hey,I wanted to let you know some
of the things we have to offer,or whatever it is right, you're
just letting them know what isin it for them, swift.
So what's in it for them?

Well, thank you for joining us today
and thank you for thedemonstration, everything you
shared.
I'm excited to host thatwebinar.
I think anytime we can get moreengagement, more conversions,
it affects the bottom line.
We're able to wake people upthat are existing clients using
this technology and if you wannago check it out, you can go to

(51:33):
wwwfranproco.
Forward slash bomb, bomb Alicia.
Thank you for joining us.
I really appreciate it.

Yeah, thank you.
It was a delight to be here.

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