{"id":10357,"date":"2022-05-20T11:26:31","date_gmt":"2022-05-20T18:26:31","guid":{"rendered":"https:\/\/dubb.com\/blog\/?p=10357"},"modified":"2022-06-21T11:30:22","modified_gmt":"2022-06-21T18:30:22","slug":"how-to-build-trust-when-sales-prospecting","status":"publish","type":"post","link":"https:\/\/dubb.com\/blog\/how-to-build-trust-when-sales-prospecting\/","title":{"rendered":"How to Build Trust when Sales Prospecting"},"content":{"rendered":"

Here\u2019s the transcript<\/p>\n

\n

Hey, everybody out there, welcome to another video. I’m Rob. And I’m Reuben.
\nAnd we are going to be talking about what today? Reuben, today is a great
\ntopic. It’s how to build trust when prospecting and as
\na result, how to win more clients. Everything is based on
\ntrust in relationship relationships, whether it’s in friendships or in business.
\nAnd we are going to unpack this topic. This is an absolute foundational
\ntopic. You cannot go further in a relationship without trust. And this is going to
\nbe so important we’re going to cover. Let’s jump right in. So the first thing
\nwe’re going to talk about is friendship. So, Ruben, one of the best
\nthings you like to say a lot is getting a sale is not closing
\nsomeone, it’s opening a friendshiprelation. Talk about that.
\nWell, it’s interesting because in the traditional sales model, the salesperson,
\nthey’re responsible for hunting. And then once that deal is
\nclosed, then that account gets passed off to an
\naccount manager or someone else that sort of manages that relationship. What an opportunity
\nit is for that salesperson to develop a long term relationship.
\nSo this means I’m not closing a deal, I’m opening a relationship, and I’m
\nthere for them after the check comes in and clears the bank.
\nI’m there to see them succeed and to be on that journey with them for
\nlong term, continued results. And remember, the sales operating
\nsystem is all about connection. Conversations, conversions,
\nconversion is in there. But if you’re not making that connection as a friend,
\ntruly reaching out and showing that you care, you’re never going to
\nget to the last season. So making a friend and opening that relationship
\nis paramount to the very beginning of this relationship. Now,
\nhow often do we have to call our mom and our brothers and our sisters
\nand our cousins to nurture those relationships? Every once in a while is
\nthe answer. I think the same thing applies to the relationships in sales and
\nin business. A lot of us forget to nurture relationships.
\nWhen we think of nurturing, we think of nurturing a garden.
\nBut in fact, our relationships are something that does require for
\nus to invest into them, to pick up the phone, to send an email,
\nto shoot over a link of something valuable. I think it’s really a
\nmassively important part of building trust to nurture relationships
\nand nurturing when we think about nurturing as well, you got to think that following
\nup is in there, right? And this is where you smartly follow up with
\nthe data and we’ll get into all that in a little bit. Talking to a
\nfriend, right? When you’re talking to a friend, you want to smartly converse
\nwith them. You want to have some value that you’re leading with. You’re not going
\nto talk to a friend about something that doesn’t mean anything. So when you look
\nat it from that angle, the nurturing is the water
\nof the plan. Seriously, there’s no life cycle of the sales cycle
\nwithout the proper nurture. And that involves a friendship angle.
\nAll right, so one of the biggest things that we’re going to talk about now
\nis when you’re going to be a connector. Be a connector,
\nmake introductions, get the word out there, and video is the way
\nto do that. So Ruben has a really cool story about connection right
\nnow with Xavier Smith. Okay, so this is a great story that I wanted to
\nshare. My friend Xavier, who is a dub customer, he actually
\nsent me a LinkedIn message, which I’d like to just share with you in a
\nmoment here. And his goal was to connect me with someone.
\nI think the person’s name was Brett. And he sent me a dub video.
\nHe said, Hey Ruben, I have some stuff in common, you guys should meet.
\nSo he sent this video to Brett and to me. Take a look at it.
\nSo this here is an example of the video that Xavier sent
\nme. And what’s really neat about this video is that he sent this
\nto me and also to Brett. I think the takeaway here is
\nnurture relationships. We have to think of ourselves. Nectar it’s
\nnot just connecting that person to our sales process,
\nit’s also connecting someone else to another individual so that they can
\ncollaborate where we have actually no vested interest. That’s actually the
\nbiggest thing you’ve ever said, no vested interest. And that’s what friendship
\nis all about. And that’s the hard part. That’s the hard part because you actually
\nhave to put your own goals aside and say this is a long term play.
\nThe dividends on that investment are the best. When we create our
\nsales process based on content, it means that we’re constantly thinking about
\nvalue tutorial, video demonstration, our clientele,
\nand not have to put ourselves in a situation where we’re selling,
\nwe’re educating and not selling. So when you start to build a library of
\ncontent, it’s the gift that keeps giving. It’s a YouTube
\nchannel, it’s a series of dub videos. It’s your prospecting
\nmaterial. The sky is the limit when you think about this. The point though is
\nto build that library. Because once you acquire enough content,
\nany question, any objection, any concern that you have from someone,
\neventually you will have an asset that you can share with them. And think about
\nhow scalable that is. When you have content out there on
\nall these topics, it’s effectively like cloning yourself and it’s
\nscalable and repeatable. Scalable and repeatable.
\nSo this is an example here of our content library.
\nThis is actually dubacademy, which you can find on dubacademy.com.
\nAnd this is effectively just a collection of videos on
\nhow to educate, how to train people on how to use the dub platform.
\nAnd the great thing about this is that we’re using the dub showcase page.
\nSo this is a constantly evolving channel and page that we
\ncan continue to add to. And it’s very easy to do this. All we have
\nto do is to create tags within our videos on dub and
\nthen actually create an inclusion on a dub showcase page.
\nWe’ll actually show how to do that a little bit later in this video.
\nAnother channel that I think is very relevant is a support channel. So this is
\nsupportov.com. This is where all of our articles are. Each and
\nevery one of our articles has a video in it. And that makes this whole
\nlibrary extremely educational and extremely share.
\nPeople talk about leading with value. Exactly. It’s another example
\nof a place to aggregate content to build up videos.
\nBroad. Use that very short hair. You’ve come a long
\nway. It might come here soon,
\nby the way. And by the way, speaking of our YouTube channel,
\nplease consider subscribing to our channel at YouTube.
\nComdubap. A lot of good material there. And don’t forget
\nto click the little notification bell. Get first notice.
\nCould be first in line, right? All right. So this is a huge part of
\nthe trust process, and that is testimonials. Testimonials are gold
\nfor a business. I know a lot of people feel like this sometimes. They’re just
\nlike, oh, would you please just do a testimonial for me? Can we get on
\na phone call? Can we get on a zoom? Can we do something asynchronous?
\nThat’s kind of a pain in the butt for people. The asynchronous nature
\nof dub and the SOS is you can easily
\nhave a reply to video CTA below your video, where all someone
\nhas to do is hit that button and give their testimonial right back.
\nSo easy for them, so easy for the process. Reuben is going to show us
\nwhat that looks like. Let’s get into this. So the first thing that I want
\nto share is that in your dub platform, in your
\ndashboard, if you go to assets and then calls to action, you’ll notice
\nthat one of the CTA options is the video reply function.
\nThe great thing about this function is that it allows you to send a video
\nto someone and then have them send you a video back.
\nBecause there’s nothing I think more interesting than sending someone a
\nvideo and then getting a response back. It’s feedback, it’s suggestions.
\nIt’s human life, frankly. It’s ultimately a connection. It’s validation,
\ntoo. Yeah, it just means that the person trusts you if they’re going to send
\nyou a video back. So we always encourage putting the video reply function
\non all of your CTAs and in all of your presets,
\nwhich I’m going to show in just 1 minute here. So you’ll notice
\nin the presets section, presets are a very easy
\none quick way to add all of the settings to a video.
\nAnd you can have multiple presets based on the different activities that you’re doing,
\nlike prospecting or nurturing or client communication.
\nBut in this case, what I’m doing is I’m showing my default preset
\nand in that preset I’ll show that one of the CTAs
\ncan in fact be Video Reply.
\nSo if I just add Video Reply as
\none of my options, people will then have the option to send
\nme a video back. And there it is, the Video Reply.
\nAll I have to do at that point is save this and then now every
\nvideo that I set as long as it has this preset, is actually
\ngoing to have this Video Reply button. The key is with
\npresets, do the work beforehand, set it and forget it.
\nAnother easy way to add the Video Reply to a video is actually to
\ndo it within the Video Details section. So if you notice on the Video
\npage, if you click on the second tab details, you can actually add a call
\nto action. Here it is, video Reply for Rob. Now here
\nis the massive unlock when it comes to Video Reply.
\nIt’s sending your prospects and your clients a
\nvideo asking them for a testimonial. Now this doesn’t have
\nto be a produce testimonial. This can be an authentic testimonial. This could
\nbe something that they grab with their phone or their webcam and it’s from the
\nheart. What we’re going to show you right now is actually how to record a
\nvideo just like that one on the Dub mobile app. And then how to take
\nthose replies. Simply tag them and then create
\na showcase page to showcase all of your testimonials.
\nAnd you can do this whole set up within just a couple of minutes.
\nNow asking for Video Testimonials will take some time.
\nYou will have to kind of do some nudges and follow up. But once you
\nhave at least three or six videos you can create a really nice
\npage which we are going to show just in one moment. Hey Reuben, this is
\nRob. Listen, I’m so happy that you love Dub. You’re enjoying it,
\nyou’re using, your business is doing fantastic. I was wondering if you could
\ntake just a couple of minutes, send me a quick testimonial back.
\nIt would mean so much to us over here. So all you have to do
\nis hit the Reply With Video button below, send me your thoughts right back.
\nIt is monumentally important and we so, so appreciate it.
\nAn example of the video that was just recorded with a Reply with
\nVideo. Now once people receive this video and then click that
\nbutton, you start to capture testimonials. You can
\nsend this video as many times as you want actually. And you can
\ncontinue to capture testimonial. Now in the Video
\nEdit page you’ll notice that the 6th tab is for Video
\nReplies. Here you will notice all of the various video replies that
\nwe’re capturing. To add these to your Dub account. All that you have to do
\nis actually click the Upload button. And then once you do that, it’s really
\nsimple to organize those videos. This part is really important because what
\nyou want to do is you want to make sure that you’re tagging your videos.
\nIf you tag your videos based on how they should be organized and where
\nthey should be used, all of a sudden it becomes much easier to organize
\nthose. Here on the video page, you’ll notice that on the right side there’s
\nactually a toggle button so that you can have a list view or a grid
\nview. I think it’s really nice to be able to organize your videos where you
\ncan select multiple videos and then you can actually add a tag
\nwith testimonial as the tag. So you’ll notice
\nin the showcase page, there’s the ability to include a
\ntag. So here you’ll notice I have a tag for testimonials.
\nNow, the great thing about this is that all the videos that have been tagged
\nwith testimonials as a tag, they’re actually going to appear on the showcase
\npage. And then here we go with the testimonials page.
\nNow this background image is a little obnoxious. I think it’s from Tron or
\nsomething, but this could be just a simple white background. But the
\nidea here is to capture all of the testimonials that
\nwe’ve captured in our entire process simply by adding a
\ntag. And you’ll also notice a showcase page can have a
\ncustom URL. So once you create that custom URL,
\nyou then have a public page where you can share this and
\nyou can also trigger automations, which we will talk about in another video.
\nSo everybody out there, this is the first part of a three part series.
\nIt’s such an important topic that we’ve broken up into three. It’s going to be
\naction packed. Here’s the first one. Everybody out there, thank you so much for joining
\nus with part one of this three part series. It’s really been a lot of
\ndetail and I think it’s so important for everybody. And if you like this
\ncontent, please consider subscribing to this channel. Thank you so
\nmuch for your support and we will see you in part two of
\nthis series. So much for watching everybody.
\nRoman, what do they have to do? Well, please consider liking and commenting on this
\nvideo. And if you’d like to share it with one person, that would mean the
\nworld to us. Here’s a couple of videos right here that you might want to
\ncheck out. I’m totally here to help. Thanks and see you on the other side.
\nIf you enjoyed it, please consider subscribing to our YouTube channel.
\nAnd please don’t forget to click that notification bell and to get a free
\ntrial of Dublin. See you guys on the other side.<\/p>\n<\/blockquote>\n<\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":21,"featured_media":10358,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[104],"tags":[1238,1431,1122,1381,1437,112,70,399,565,292,514,1434],"class_list":["post-10357","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-app-for-sales-videos","tag-automated-sales-workflow","tag-b2b-sales-outreach","tag-digital-sales","tag-grow-your-sales","tag-psychology-of-sales","tag-sales","tag-sales-and-marketing","tag-sales-conversions","tag-sales-funnel-optimization","tag-sales-growth","tag-sales-leads"],"yoast_head":"\nHow to Build Trust when Sales Prospecting - Dubb Blog<\/title>\n<meta name=\"description\" content=\"The World's First and Only Sales-Focused Video Communication Platform - Close with VideoWatch this video to learn how to BUILD TRUST with your sales prospects!\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dubb.com\/blog\/how-to-build-trust-when-sales-prospecting\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Build Trust when Sales Prospecting - 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