{"id":10450,"date":"2022-06-29T07:00:00","date_gmt":"2022-06-29T14:00:00","guid":{"rendered":"https:\/\/dubb.com\/blog\/?p=10450"},"modified":"2024-07-03T23:22:56","modified_gmt":"2024-07-04T06:22:56","slug":"four-key-elements-of-the-ultimate-sales-prospecting-video-with-jason-forrest-dubb-academy","status":"publish","type":"post","link":"https:\/\/dubb.com\/blog\/four-key-elements-of-the-ultimate-sales-prospecting-video-with-jason-forrest-dubb-academy\/","title":{"rendered":"Four Key Elements of the Ultimate Sales Prospecting Video w\/ Jason Forrest | Dubb Academy"},"content":{"rendered":"<p><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 fusion-flex-container nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\" style=\"--awb-border-radius-top-left:0px;--awb-border-radius-top-right:0px;--awb-border-radius-bottom-right:0px;--awb-border-radius-bottom-left:0px;--awb-flex-wrap:wrap;\" ><div class=\"fusion-builder-row fusion-row fusion-flex-align-items-flex-start fusion-flex-content-wrap\" style=\"max-width:calc( 1260px + 0px );margin-left: calc(-0px \/ 2 );margin-right: calc(-0px \/ 2 );\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-flex-column\" style=\"--awb-bg-size:cover;--awb-width-large:100%;--awb-margin-top-large:0px;--awb-spacing-right-large:0px;--awb-margin-bottom-large:0px;--awb-spacing-left-large:0px;--awb-width-medium:100%;--awb-spacing-right-medium:0px;--awb-spacing-left-medium:0px;--awb-width-small:100%;--awb-spacing-right-small:0px;--awb-spacing-left-small:0px;\"><div class=\"fusion-column-wrapper fusion-flex-justify-content-flex-start fusion-content-layout-column\"><div class=\"fusion-text fusion-text-1\"><style>\n  .free-trial-btn {\n    background-color: #ffa737;\n    color: white;\n    font-size: 22px;\n    font-weight: bold;\n    border: none;\n    padding: 10px 20px;\n    cursor: pointer;\n    text-decoration: none;\n    border-radius: 10px; \/* Rounded corners *\/\n    margin-bottom: 50px; \/* Space at the bottom *\/\n  }\n<\/style>\n<style>\n  .space-50px {\n    margin-bottom: 50px; \/* Adds 50px space below the element *\/\n  }\n<\/style>\n<div align=\"center\"><a class=\"free-trial-btn\" href=\"https:\/\/dubb.com\/register?utm_source=blog&#038;utm_medium=blog-post&#038;utm_campaign=four-key-elements-of-the-ultimate-sales-prospecting-video-with-jason-forrest-dubb-academy\" target=\"_blank\" rel=\"noopener\">GET A FREE ACCOUNT ON DUBB<\/a><\/div>\n<\/p>\n<p><span style=\"font-weight: 400;\">Have you been looking for some of the key elements to making the ultimate sales prospecting video? Or have you been searching for a way to consistently create awesome videos that lead to sales?\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If so, you are at the right place. Whether you work for a small or large company, you have the power to create awesome prospecting videos that help you reach your sales goals. Better yet, there are four key elements that can help you get from point A to point B.\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To better understand those elements, we recently spoke with Jason Forrest. Jason is the founder of Forrest Performance Group (FPG), which offers sales recruiting, sales training, and leadership training to clients. Jason and his team transform their clients into ultimate sales warriors. By doing this, FPG is the fastest-growing sales training, sales management training, and sales headhunting and recruiting company in the United States.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Simply put, Jason is a practitioner in his craft. He and his colleagues take pride in eating their own cooking. Essentially, Jason and his team implement everything that they teach their clients. Jason personally field tests his tactics and strategies to get the kinks out of them. To do this, he uses the philosophy of hypothesize, test, and pivot. Essentially, he hypothesizes what he thinks is going to work. He then tests it and obtains data from those tests. Finally, he and his team make any necessary adjustments. Once he puts his stamp of approval on a certain tactic or strategy, his team will then implement them in training videos for FPG\u2019s clients.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">With this background in mind, Jason is a great person to discuss the ultimate sales prospecting video. Whether you are struggling to meet your sales goals or simply want to create more effective prospecting videos, I encourage you to implement Jason\u2019s strategies and tactics below.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-9172\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Video-for-Software-Sales.gif\" alt=\"Video for Software Sales\" width=\"480\" height=\"270\" \/><\/p>\n<h2><span style=\"font-weight: 400;\">The Power of Neuro Linguistic Programming (NLP)<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Jason and his team are huge proponents of neuro linguistic programming. To break it down, \u201cneuro\u201d stands for the brain. \u201cLinguistic\u201d stands for our speech patterns. As Jason says, what has been proven by science and psychology is that the way we speak to ourselves and others is a window into how we think. From there, how we think drives how we feel. How we feel drives our motivations, our motivations drive our behaviors, and our behaviors drive our results.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Jason encourages us to think about that further. If the way we speak is a window into how we think, and how we think ends up driving our behaviors and results, then it is possible to program how others think through our words. In other words, we can use our words to persuade how others think about us, therefore changing their motivations. This process transforms their thinking into \u201cwant to\u201d motivations rather than \u201chave to\u201d motivations. Your prospects can feel like they <\/span><i><span style=\"font-weight: 400;\">want<\/span><\/i><span style=\"font-weight: 400;\"> to get on the phone to hear your pitch, rather than feeling they <\/span><i><span style=\"font-weight: 400;\">have to<\/span><\/i><span style=\"font-weight: 400;\"> get on the phone and listen to your message.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ultimately, Jason argues that NLP is that powerful. It can play a huge part in helping you get much closer to your business goals. Even if you haven\u2019t heard of NLP before reading this article, you are already familiar with it. We encounter it every day. For instance, every time that you have a negative thought in your life, that thought has a direct effect on your feelings. A negative emotion then affects your motivation, behavior, and results. A perfect example involves the early days of Covid-19. With so much uncertainty in the world, it was all too easy to have negative thoughts on both a macro and micro level. Those thoughts, therefore, affected our feelings and actions during those challenging times.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The good news? NLP can be used in a more productive and positive light. Positive thoughts, whether they were about a new business opportunity or even a new crush, directly impacted your motivations, behaviors, and results. Using NLP this way, we can achieve our business goals, improve our lives, and create the ultimate sales prospecting video.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Four Key Elements to Making the Ultimate Sales Prospecting Video<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">With that basic understanding of NLP in mind, Jason moved on to discuss a great strategy that you can leverage when creating and using Dubb videos. Jason is a Dubb power user and relies on Dubb to get potential customers to notice FPG. Specifically, he uses four steps to make his videos stand out.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Those four steps are: (1) disrupt the pattern, (2) make it personal, (3) teach them something, and (4) a call to action. Jason shortens it by calling it \u201cDPTC.\u201d By incorporating these elements into your sales videos, you will find that your sales videos will get you much closer to your sales goals. Whether you are creating sales videos for the first time or want to create better sales videos, you can incorporate Jason\u2019s framework within your sales process.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Disrupting the Pattern<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">So from an NLP perspective, why would we want to disrupt our prospects\u2019 patterns? As Jason says, think about all of the noise that is out there. Most likely, many of your prospects are getting blanket emails. Those emails are extremely generic and are most likely instantly deleted by your prospects.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Because of this, just picture what could happen if you send a <\/span><i><span style=\"font-weight: 400;\">video<\/span><\/i><span style=\"font-weight: 400;\"> to those prospects. By doing this, you have disrupted a pattern in your prospects\u2019 lives. When your prospects see that you have created and sent a customized video to them, they are much more likely to open the video and actually watch it. The simple fact that you are sending a video (and including the word \u201cvideo\u201d in your subject line) drastically moves the odds in your favor. Your message can be a valuable signal in a world that is full of noise.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So what happens if video becomes the common way to communicate? The same principle applies here. You need to disrupt the pattern. For instance, you can do this in the video itself. As Jason described, there are many possibilities here. In one of Jason\u2019s Dubb videos, he presents a goofy image. When Covid-19 hit the world, Jason\u2019s wife took a picture of him joking around in an elevator. He was wearing his mask over his eyes instead of over his nose and mouth. That image was part of a one minute 22 second video that he sent as part of a campaign. The campaign had a very high conversion rate\u2014partly because Jason was able to disrupt the pattern of recording a \u201cgeneric\u201d video by including this jarring image at the beginning of his video. From there, he was able to pitch his firm and explain how his company could provide value to viewers. He then concludes the video by offering a call to action. Specifically, he invites viewers to contact him personally.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Below the video, he even provides viewers with a link to his calendar. After watching the video, the viewer can easily schedule a conversation with Jason, thereby drastically increasing the chances of him making a sale. Using Dubb, you can also easily add follow up videos through Dubb\u2019s playlist feature. It is a great way to keep your viewers engaged, provide even more value, and further increase your chances of hitting your sales goals.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone wp-image-10067\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Dubb-CTA.gif\" alt=\"Dubb CTA\" width=\"426\" height=\"266\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Using a Dubb action page, you can even change up the features below your videos. For instance, Jason likes to include testimonial videos below the featured video. Those testimonial videos provide extremely valuable social proof and make it much easier for viewers to trust you and your company. They can be powerful assets that you can use with some (or all) of your Dubb action pages.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So what can we learn from this case study? First, Jason disrupted the pattern by including a strange image of himself (his mask over his eyes). He also disrupted the pattern by stating, \u201cI may not know how to wear a mask, but I <\/span><i><span style=\"font-weight: 400;\">do<\/span><\/i><span style=\"font-weight: 400;\"> know how to do this.\u201d He then teaches viewers something new that they hadn\u2019t thought of before. Finally, the call to action is a great way to invite your viewers to learn more (and perhaps get in touch with you or a colleague).<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are plenty of other ways to disrupt the pattern. For instance, Jason created his own memoji of himself. It\u2019s an animated version of his face that he created using Apple Clips. From there, he added his memoji to Dubb so that he could send out his memoji in some of his sales videos. The entire video was a memoji, making it something that his viewers tended not to frequently see in their inboxes.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Jason also disrupted the pattern during the holiday season. One of his friends owns hiresanta.com and he paid $100 for one of the Santas to read a specific script. He then took that video and uploaded it to Dubb. From there, Jason created a personalized video for each of his viewers after the Santa clip. That video played off of the Santa clip and included Jason pitching his company and showing how his company could get that viewer closer to their sales goals.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Finally, Jason offered an example that included a member of his family. Once a week, Jason and his son go boxing at the local boxing club. Jason had his son take a video of him boxing. From there, he followed the playbook above. He sent the video of him boxing and then added a personal sound bite at the end of the video. That was another Dubb campaign that he used to generate business.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These are all examples that Jason has used to disrupt the pattern. All you need to do is change up your outreach.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Disrupting the Pattern in Your Industry<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">At this point, Jason says you may be thinking that this advice may not apply to you. You may work in an industry or for a company that is more \u201cbuttoned up\u201d than others. Consequently, it may seem like you can\u2019t create an overly funny or corny video and send it to a prospect.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Jason tends to think otherwise. He mentioned that Komatsu, the large commercial machine manufacturer, worked with his team to create selfie videos. They then sent those selfie videos to their key prospects. Out of seven national accounts, all but one got an immediate follow up. The team was ultimately able to close more than $1.6 million in sales by simply sending selfie videos.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Why does it work? Again, it comes down to disrupting the pattern. Selfie videos are unique and are unlike many messages that your prospects will receive in their inboxes. Better yet, you don\u2019t need to be a professional speaker to do it. I believe that in today\u2019s day and age, the idea of \u201cprofessional\u201d is vastly different than it was decades ago. A professional video is one that is sincere, brief, and that adds value to your viewers\u2019 lives. You don\u2019t need to be all buttoned up or hire actors to create a professional-looking sales video. This is an extremely empowering fact that you can leverage in your sector or industry.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Make It Personal<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The second part of making the ultimate sales prospecting video is making that video personal. I alluded to this above, but it\u2019s important to go into some more detail here.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As Jason says, Dubb has many different types of tools that can help you customize your sales videos. For example, you can easily add the viewer\u2019s name to your video. This is an extremely easy way to personalize your videos. It may not seem like much on the surface, but it can actually go a long way. By simply including your viewer\u2019s name on your sales video, you can, once again, disrupt the pattern. You show your viewer that you took time out of your busy schedule to focus solely on them. Combined with the other key elements, this basic type of personalization can help you get closer to a sale. Using Dubb, it is extremely easy to add personalization text to your videos. It should be a regular part of making your sales videos.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-8415\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Gif-7-personalization-text.gif\" alt=\"Personalization Text for Video Email Newsletter\" width=\"480\" height=\"270\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Jason mentioned some other ways that you can make your sales videos personal. Sometimes in his sales videos, Jason will have a laptop. That laptop will have the viewer\u2019s website displayed. It\u2019s another way to add a personal touch to his sales videos and show the viewer that he or she isn\u2019t just another sales prospect. Jason has also created Dubb videos where he has shared his screen and displayed the viewer\u2019s LinkedIn profile. Therefore, when Jason sends the prospect a Dubb video, the picture is their LinkedIn profile. As Jason says, who isn\u2019t going to click on that type of video? In that video, Jason speaks about things that he noticed in their profile, and then he ties them to his business. Ultimately, what Jason is doing here is building rapport with what he noticed in that LinkedIn profile.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These are just some of the ways that you can make your videos personal. I\u2019m sure that you can come up with even more creative ways to do so. At the end of the day, making your videos personal is an essential way to build closer relationships with your viewers and create the ultimate sales prospecting video.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Teach Them Something<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Now, let\u2019s talk about teaching your viewers and prospects. This concept of education is so important in the ultimate sales prospecting video. At Dubb, we always encourage our community members to prioritize education in their video content. Even though we all want to reach our sales quotas or sales goals, we can get much closer to them by leading with value. While it may seem \u201cslower\u201d than leading with a hard pitch, you\u2019ll find that emphasizing education and value is a more efficient way of converting more prospects into paying customers.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When Jason thinks about teaching and education, he tries to prioritize two or three things for his viewers. Jason cited evidence that customers are not looking for a faux friend. Instead, they are looking for an advisor. They are looking for someone that they can mutually respect and someone that can take them to a place that they couldn\u2019t on their own.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ultimately, all humans strive to move away from pain and towards life improvement. One of the beliefs that Jason and his team have is that, as a salesperson, your job is to earn your prospects\u2019 respect. So how do you earn people\u2019s respect? You teach them something that they haven\u2019t learned before.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Naturally, this forces you to ask the question of what sorts of things you can teach your prospects. One tip that Jason suggests is getting Google Alerts on trends in your sector or industry. Simply getting alerts on economic data can also be valuable.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In Jason\u2019s case, he created a Dubb campaign where he shared his screen. On his screen, he had this cool graphic that showed the economic booms and busts over the past 100 years. He then walked the prospect through the graphic (this video was created and sent in 2020). Essentially, Jason argued that after every bust is a boom, so how is the prospect preparing for the inevitable boom? Jason then argued there were two ways. First, ensure that you have enough salespeople on your team. Second, make sure your salespeople have the proper training to take advantage of the boom cycle. Then, he argued that if any of those things are important to the prospect, he or she could book a call directly on Jason\u2019s calendar. By using a third-party graphic and walking his prospects through that graphic, Jason was able to add value and teach his prospects something new.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Leading with value can be a true game-changer for your sales efforts. While it may take some time to discover what your audience wants to learn, investing the time can lead to massive dividends down the road.\u00a0<\/span><\/p>\n<p><b>Embrace the VETO Selling Message<\/b><\/p>\n<p><span style=\"font-weight: 400;\">As part of the \u201cteach them something\u201d prong to creating the ultimate sales prospecting video, Jason mentioned a key framework that he teaches his clients. It is called the \u201cVETO Selling Message.\u201d The idea is that you want to veto the customer\u2019s current perspective on what they think about you. Essentially, you want to carve out a unique niche in your customer\u2019s mind so that they see you differently.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">VETO is an acronym that stands for \u201cVision, Example, Teach, Own.\u201d Jason thinks of VETO as a subset of what you are going to teach your prospects and customers.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Going through the acronym, your <\/span><i><span style=\"font-weight: 400;\">vision<\/span><\/i><span style=\"font-weight: 400;\"> is basically what is unique about you. Ask yourself these questions:\u00a0<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">\u201cThe reason people choose us is ____.\u201d\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">\u201cWhen our founder decided to create our company, the goal was to disrupt ____.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">\u201cThe vision of our founder was to be the best at ____.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">\u201cThe problem that our founder saw in the marketplace was ____.\u201d<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Ask yourself these questions to better understand your vision. This will e an important component when you go to educate your audience.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Once again, the \u201cE\u201d in VETO stands for <\/span><i><span style=\"font-weight: 400;\">example<\/span><\/i><span style=\"font-weight: 400;\">. You can also use \u201cevidence\u201d interchangeably here. In this prong of VETO, you can share a story of how you helped a certain business go from A to B. You can further discuss the three (or however many) ways that you helped that business get from A to B, thereby providing valuable context that the prospect can relate to. Providing an example is a great way to help your prospect relate to your company.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The \u201cT\u201d in VETO stands for <\/span><i><span style=\"font-weight: 400;\">teach<\/span><\/i><span style=\"font-weight: 400;\">. This is providing more context to the example that you provided above. You don\u2019t necessarily need to have a hard sell at this point. What you are trying to do here is improve the prospect\u2019s life\u2014even if you don\u2019t necessarily make a sale. Lead with education and good things will follow.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Finally, the \u201cO\u201d stands for <\/span><i><span style=\"font-weight: 400;\">own<\/span><\/i><span style=\"font-weight: 400;\">. Here, you are building on the example and teach portions of VETO. You are showing what this would look like if the prospect decided to work with you. You are providing more context should the prospect sign on the dotted line. You put the example in their world and help them visualize success.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The VETO Selling Message is yet another way that you can disrupt the prospect\u2019s paradigm of how they see you. So how do you create a great VETO? Jason has some suggestions here.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">First, he asks you to think of your biggest competitor. Then ask yourself: what makes you unique in comparison to your biggest competitor? By sufficiently answering this question, you can challenge the perspective of your viewers and listeners. Secondly, ask yourself about a situation where you helped someone. What were the two, three, four, five, or more ways that you did that? And then ask yourself what that assistance would look like in your prospect\u2019s world.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As Jason says, the VETO is everything to him. When thinking about how to teach someone about your product or service, you should definitely incorporate this VETO framework.\u00a0\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Use a Call to Action<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The final key element of the ultimate sales prospecting video is including a call to action. As you probably know, a call to action is a way to lead a prospect down your sales funnel. In other words, it is a device that you can use to get any type of prospect much closer to the sales finish line.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Using Dubb, you can take advantage of a whole host of calls to action. Some of those many calls to action include the following:<\/span><b><\/b><\/p>\n<ul>\n<li aria-level=\"1\"><b>Reply with video<\/b><span style=\"font-weight: 400;\">: This is a fantastic way to have your viewers engage with your videos. After watching your video, your viewers can click one button and record a video of their own. It is a more convenient way to respond to a video versus typing out a lengthy email. Moreover, you can use the reply with video feature to gather customer testimonials. Because customer testimonials are such powerful signals of social proof, you shouldn&#8217;t hesitate to take advantage of this call to action.\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><b>Direct calendar booking<\/b><span style=\"font-weight: 400;\">: As I\u2019ve mentioned above, one of your calls to action can be the ability to directly book appointments on your calendar. This is a great tool at the top of your sales funnel. After getting significant value from one of your sales videos, you can easily get your viewer on the phone to further speak about your products, services, and company.\u00a0<\/span><\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\"><b>Chat via Facebook Messenger<\/b><span style=\"font-weight: 400;\">: Sometimes, your viewers may not want to communicate over the phone or email. Because of this, you can include a call to action that lets your viewer communicate with you via Facebook Messenger.\u00a0<\/span><\/li>\n<li aria-level=\"1\"><b>Make a purchase<\/b><span style=\"font-weight: 400;\">: This is one of the most exciting calls to action. Below one of your videos, you can include a button to purchase one of your products or services. While this is likely to be more effective at the bottom of your sales funnel, you can include it wherever you\u2019d like.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Whichever calls to action that you prefer, make sure that you include at least one of them below each of your videos. Without a call to action, you will find it much harder to make sales. On the flip side, by including a call to action, you actively move the relationship forward. You give your viewer a chance to learn more about your company and to get more value from you. In the end, it\u2019s a win-win and helps you create the ultimate sales prospecting video.\u00a0<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-9181\" src=\"https:\/\/dubb.com\/blog\/wp-content\/uploads\/Dubb-CTA-2.gif\" alt=\"Dubb CTA 2\" width=\"480\" height=\"350\" \/><\/p>\n<h2><span style=\"font-weight: 400;\">Additional Points to Keep in Mind<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">These four key elements are essential to making the ultimate sales prospecting video. By focusing on them in all of your sales videos, you will be in a much better place to create stellar prospecting videos for your prospects.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To wrap up the conversation, Jason mentioned a few additional points to keep in mind.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">First, <\/span><b><i>try to be provocatively respectful<\/i><\/b><span style=\"font-weight: 400;\">. When you are creating your ultimate sales prospecting videos, you don\u2019t want to call out your competitors by name. At the same time, you need to write provocative scripts that are \u2018edgier\u201d compared to those competitors. Truthfully, there is more art to science here. You may need to edge the line on some of your videos. This is so you can actually determine where the line is. With that said, don\u2019t hesitate to embrace the edge in your videos. It is yet another way to disrupt the pattern and get your audience\u2019s attention.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Along with being proactively respectful, <\/span><b><i>see yourself as an advocate<\/i><\/b><span style=\"font-weight: 400;\">. Jason thinks of an advocate as a modern-day protester. Regardless of your political position, it\u2019s clear that the person who protests has massive conviction. They have a belief system that says what they believe matters. They need to tell the entire world about their belief and they go out into the world and do it.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To be a phenomenal prospector, you need to be an advocate. You need to adopt this mentality of having significant conviction in your product, service, or company. After all, if you don\u2019t have this conviction, why would a prospect purchase from you? He or she would most likely choose to work with one of your competitors. No matter what it is that you are selling, make sure that you are taking an \u201cadvocate approach\u201d to your sales process.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And if you aren\u2019t an advocate? Jason argues that you need to figure out what is holding you back from being an advocate. You may need to look at the company you\u2019re working with, do some research, and determine how you can sell yourself first on what you\u2019re offering. In other words, you need to ask yourself: \u201cWhy would I buy this? Why is this better than the competition? Why is the competition doing it wrong and why are we doing it right?\u201d You need to answer these questions and then create a VETO around them.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Finally, <\/span><b><i>understand how you and your company fit into your prospects\u2019 world<\/i><\/b><span style=\"font-weight: 400;\">. To put it another way, make sure you recognize what is unique, special, and different about you. Why should your prospects care about what you have to say? All of our prospects are busy. They don\u2019t have all the time in the world to study your company and learn about how you fit in your industry. <\/span><i><span style=\"font-weight: 400;\">You<\/span><\/i><span style=\"font-weight: 400;\"> need to articulate that to them, whether you are meeting those prospects for the first time or are convincing a current customer to purchase even more goods or services from you.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you have seen the film <\/span><i><span style=\"font-weight: 400;\">Walk the Line<\/span><\/i><span style=\"font-weight: 400;\">, you probably know what Jason is talking about. In that film, Joaquin Phoenix (who plays Johnny Cash) was going into a recording studio. The man in the recording studio told Johnny Cash that he was trying to sing the same old song that everyone else sings. He essentially asked Cash, \u201cDo you have anything different, or is that all you have?\u201d He then asks, \u201cCan you go down deep into your soul to give me something unique and special?\u201d All of the sudden, Cash gave that individual an amazing song.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Keep this story in mind. When you are creating sales videos or simply pitching a prospect in-person, be clear on what value you are providing to the world. It may not be obvious right now, so don\u2019t hesitate to invest some time into this task.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Create Your Ultimate Prospecting Videos<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Prospecting can be difficult. In effect, you are trying to convince an individual to take a chance on your company. Especially if you are a founder or work for a small, young company, that job can be even more difficult.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This is why it is so important to create stellar prospecting videos. Ultimately, the ultimate sales prospecting video contains the four elements mentioned above. In fact, Jason tends to incorporate these four elements into a general outline for each of his videos. By disrupting the pattern, making it personal, embracing education, and leveraging a call to action, Jason makes it much more likely that his videos accomplish his goals.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I wish you all the best when creating your ultimate sales prospecting video. If you would like to learn more about these four key elements of creating the ultimate sales prospecting video, I encourage you to contact us at <a href=\"https:\/\/dubb.us\/ueITD\">Dubb<\/a>. We\u2019re always happy to chat with you about your needs, goals, and how Dubb can help you. <\/span><a href=\"http:\/\/www.dubb.com\/contact\"><span style=\"font-weight: 400;\">Reach out today<\/span><\/a><span style=\"font-weight: 400;\">!<\/span><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/p>\n<div align=\"center\"><a class=\"free-trial-btn\" href=\"https:\/\/dubb.com\/register?utm_source=blog&#038;utm_medium=blog-post&#038;utm_campaign=four-key-elements-of-the-ultimate-sales-prospecting-video-with-jason-forrest-dubb-academy\" target=\"_blank\" rel=\"noopener\">GET A FREE ACCOUNT ON DUBB<\/a><\/div><\/p>\n","protected":false},"excerpt":{"rendered":"<p>GET A FREE ACCOUNT ON DUBB<\/p>\n","protected":false},"author":1,"featured_media":10452,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[128,1299,237,121,104,129],"tags":[369,4,1492,70,1491,399,1438,514,136],"class_list":["post-10450","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advice","category-branding","category-business-growth","category-email-marketing","category-sales","category-tips","tag-best-practices","tag-dubb","tag-prospecting-video","tag-sales","tag-sales-advice","tag-sales-and-marketing","tag-sales-goals","tag-sales-growth","tag-tips"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Four Key Elements of the Ultimate Sales Prospecting Video w\/ Jason Forrest | Dubb Academy<\/title>\n<meta name=\"description\" content=\"Are you searching for an easy way to create the ultimate sales prospecting video? 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