Virtual Selling

A B2B Virtual Selling process for Doug and Sherry at Treat Planet that’s going extremely well.

 

  • Client: Treat Planet
  • Project Type: B2B Virtual Selling

Transcript below if you prefer to read the Case Study.

Virtual Selling – A Case Study

Hear Doug explain the challenges that his company faced and how they overcame them with Virtual Selling.

Doug credits Mark at MOVING + STILL with guiding him through the process to create a seamless method where they ended up with a Virtual Selling system that works phenomenally well.

Listen to or Download the Audio

by MOVING + STILL | Virtual Selling Case Study

Questions answered in this video on Virtual Selling

:01 Intro

:56 Who is Treat Planet? What do they do?

2:13 Does video help you communicate to your market?

3:20 Does video help people understand your message?

4:15 How does video give you an advantage over your competitors?

5:38 How to personalize your message with video?

6:51 Is Virtual Selling is the New Normal?

7:53 Can video be professional, personal and low-cost?

 

11:03 How does using video shows your prospects and customers that you want to make their job easier?

12:26 Is video (views) trackable?

14:31 How does video keep you in control?

16:00 Is DIY Video manageable?

18:11 Can DIY Video speed your responsiveness?

18:56 Do I need a partner to implement Virtual Selling?

20:32 Can Virtual Selling reduce selling expenses?

22:40 What kind(s) of ROI can I get with video?

25:10 Can we adapt video to our unique needs?

26:57 What kinds of on-going expenses are there with DIY video?

27:48 How can we rise above our competitors with Virtual Selling?

28:40 Outro – Get more info and schedule a call today!

About this Project

B2B Virtual Selling is a new(ish) way to speed up your sales cycle. Here’s a great case study on its effectiveness.

During the pandemic, Doug and Sherry of Treat Planet needed a way to connect with and sell to their prospects and customers. We set them up with everything they needed to do that and it’s working like a charm.

On the right is a shot of Doug in their “Virtual Studio.”

B2B Virtual Sales Treat Planet Doug Martin

B2B Virtual Selling: How to Sell when you can’t meet?

Treat Planet sells to retail pet treat stores and distributors but the normal routine of selling with personal visits and the big one, Trade Shows, is off the table for a while. Maybe forever.

The pandemic threw all of us for a loop, but Doug and Sherry needed a way to keep growing their dog treat company. Doug is the one that leads the sales efforts and he knew that they had to change things up if they were going to keep growing their company.

B2B Virtual Sales
B2B Virtual Selling

The Objectives

Doug and Sherry understand that video can be a significant investment and were wondering if they could bring some of the video production in-house. Doug also wanted to give his prospective customers an overview of Treat Planet so that they could better understand what they do, why they’re different and give them a sense of the passion and dedication that Treat Planet has to making “The best darn treats on the planet.”

To summarize the objectives of Sherry and Doug:

  • Give future customers an overview of Treat Planet
  • Create the ability to produce personalized videos that look great
  • Create a video sales system that integrated with Salesforce
  • Know when prospects watched the videos that they sent
  • Create Product Demo video for retail store associates
  • Create video templates and video modules that can be re-used for different customers and prospects

An important note about these objectives is that while Doug had a general sense of some of these, it was through us having a conversation that we fleshed out what was needed and possible.

For example, Doug thought it would be great if his team could email an actual video to a client, but unfortunately the technology isn’t there yet. But, what I suggested is that he subscribe to a service like Wistia or Vidyard where you can auto-generate a video thumbnail that you can put right in your email. This makes it look like you can play the video right in the email but it actually links to the video on the Wistia/Vidyard site where your videos are hosted and tracked.

Collaborating is one of my favorite things to do because it’s almost always the case that two heads are better than one.

Commercial Photographer

Results

An initial investment with MOVING + STILL and equipment of under $15K has netted Treat Planet “multiple 6 figures” in sales within just a few months. As you might imagine, this made everyone extremely happy.

Even dogs sell virtually

Comet thinks it would be a great idea for you to watch the Case Study video at the top of the page so you can get more details about Virtual Selling and how Treat Planet made it work really, really well.

TRANSCRIPT OF THE CASE STUDY VIDEO

Virtual Selling Case Study

Client: Doug Martin, co-owner of Treat Planet, a high-end pet treat manufacturer in St. Louis, MO

What do you do when the world shuts down, but you still wanna grow your company? Well, if you’re Sherry and Doug at Treat Planet, you partner up with Moving + Still to create a video centric virtual selling system that kicks butt.

A couple of months into the pandemic, Sherry Huber and Doug Martin, co-owners of Treat Planet, reached out to me to see if I could help them create a video centric virtual selling system that will keep them on track with their phenomenal growth of their pet treat company. And if you’re also selling in a B2B environment, virtual selling is worth your time to check out. A lot of companies are doing it. It’s not right for everyone, but after you watched the video, get Doug’s take on it, I think you’ll have a clear idea of whether it might work for your company too. Who is Treat Planet and what do they do?

 My name’s Doug Martin, I’m one of the co-owners of Treat Planet. We are a dog treat manufacturer here in St. Louis. We’ve been around for about 11 years, 12 years now, and have been aggressively growing across North America with high-end pet treats to pet stores all across North America. We started about 10, 12 years ago. And we bought a little small company that had only three products at the time. Very, very small just to kinda get a feel for the industry and we went to our first trade show and we said, wow, hey, there’s kind of something here.

We saw some opportunity where many of the players in the industry weren’t really helping their retailers merchandise products, really weren’t helping them understand how to sell, they were basically just handing them off a product and saying good luck. And we said, hey, you know what? There’s an opportunity for us to take great products, build them around merchandising solutions and really start helping small pet stores all across North America. And from that a little start, we’ve grown dramatically in the last 11 years, our compound growth were it’s been over 65% every year, including this year, even with COVID and that’s been a really fun journey to watch our team build, our staff build and really see the industry change.

Video helps you communicate to your market. The success of our company has really been driven, not only with quality products. I mean, you almost have to have quality products just as a given right now. So again, it’s how do you help that retailer better understand your products, understand the brand behind your products, understand how to merchandise and retail products.

So because of that heritage, we’ve always tried to go above and beyond what all of our competitors do. All of our competitors typically hand you a brochure, it may be catalogs and some glossies of the pictures and that’s about the extent of it. And they kinda say good luck and we hope you’re able to sell our products. We wanted to do a lot more than that.

So we started using video very early on and really trying to show our products in stores, show how they can be merchandised better, really be able to explain the product in much more detail than you can get out of just reading a catalog. And so the video has been a strong portion of our marketing efforts, just because of the fact that video sells it’s just when you see something you don’t have to think about it, you don’t have to read it, you don’t have to comprehend it as much. And video really pulls it all together and you can really control your message in a lot better way. Video helps understanding.

At Lola & Penelope’s we did a video again to demonstrate the differences in merchandising. And by being able to go into a store, we were able to focus at some of our competitors and say, here’s a cardboard display. You can see how this looks in the store, it’s okay but it doesn’t really convey your message and then we were able to pan right next door and show one of our merchandising displays with our product, show how you can set it up, show how it sends the message better on products. So by actually putting it in the environment of a retailer and letting them actually go through and understand it. And you can go all the way through a store, all the way from the checkout counter to on the floor, to the racks, to the inline section.

And we wanted to be able to really demonstrate all of the differences in treat manufacturing and treat merchandising that you see in a retail store and how to better communicate those benefits. Video gives you an advantage. Well, again, customers, they get emails all day long from people trying to get them to buy things, right? That’s the most common way all of us sit in front of a desk all day and we get video, emails and you’re reading them, they might attach a PowerPoint presentation, or again they might attach a brochure. And buyers are inundated with that. So how do you set yourself aside from that and really give yourself an advantage over all those people. So we again think video is a great venue to be able to do that.

So we took that merchandising video that we worked on with you. And then as you had mentioned, we put custom front ends on it so we could create 35 videos that look like they were custom filmed for that customer. And really they weren’t, it was really the one video and just the short ends but the customer doesn’t know that. So all of a sudden the customer gets a video instead of a brochure, instead of a PowerPoint. And it’s actually addressed to them with me saying, hello, Mr. Customer, I’ve missed seeing you. We missed you at the last trade show, here’s the things that we wanted to show you about why our products would sell better in your store and how you can merchandise them.

And it really makes a much greater impact on that customer ’cause again they’re comparing you to the 10 other proposals that they had received that week, which were just PowerPoints and a simple brochureware. And so it really makes an impression. It brings you to the top of their mind when they do have an opening in their store to bring in a new product. And we think it makes a big difference. Video enables you to give a personal touch. That was a pretty scary time for us ’cause right when the pandemic hit first of all, I don’t care what business you’re in, there was a couple of week period there where the entire economy stopped ’cause people just didn’t know what to expect. And we hit that period when it was coming back. And everything was being canceled, and travels being shut down and we are a company that because we’re very merchandising oriented, we’re very relationship oriented with our customers.

We’re going, wow, how are we gonna communicate to our customers for the rest of the year? We normally spend about 50% of our time traveling, now talking to customers, going to trade shows, all of that was coming to a halt. And so we’re sitting there going, this is how we get new products into customers. What are we gonna do? And again video is always such a nice option to start looking at. Is there ways to do something different that nobody else is doing from a video perspective? And so we started trying to look at how do we replace those trade shows and do different marketing with video so we can still get that personal touch and still be able to deliver really the quality of the message that reflects our brand. Virtual selling is the new normal. I think video is really separating us. Most people in the pet industry still rely on a lot of the traditional methods.

COVID changes the way the world’s gonna operate, not only this year but from here on out to be honest. Even once we get the vaccine out and everything goes back to normal, people are now used to doing WebEx’s, they’re used to just having a virtual meeting, they know they can work from home now. All of those standards that we used to really just think were normal, I think have all been broken. So I think even as the economy comes back, there’ll be fewer people going to trade shows, they’ll probably be fewer face-to-face meetings and definitely at least for the next year, I think things are gonna be very slow and then we’ll never really change.

So, you’ve gotta learn to adapt. If you’re going to continue to grow as a business, you’ve got to learn to adapt to the environment and make the changes that you need and the video work that we did with you in creating our studio and trying to come up with a new solution really was a big part of that for us this year.

Video can be professional, personal and low cost. Yeah we wanted to be able deliver what felt like a personal professional video to every customer. Even if they’re a small customer which again, that really sets you apart. Yes, we all like to go after the big customers, and people are willing to spend money on the big customers but if we could have a scalable medium that costs the same to make it for big customers that does for a single customer, it’s a very simple, low cost about to deliver to them. We can deliver a marketing initiative that looks totally professional, that will blow their mind because they’re like, holy macro, this look, this company, I’m just a little bit store, I only have two stores or three stores and they just sent me a personalized video that’s got my name in it and they’re talking to me personally in the video, it’s professional, it looks like it was done.

It really sets a tone of who you are as a company. And again it really sets you apart with that small retailer. So our concept to you was, we’re not as good as you. Yeah, we know that. You’ve learned taking years to learn your talent and we knew there was no way we could do that. So we sat down as a team and said, is there a way we can take Mark’s talent, our idea though to try to make them personalized and figure out a way to customize a solution for somebody.

And we brainstormed a lot and that’s why we called you and so what we wanted is for you to make professional modules for us, things that we could take that are professionally done with the right lighting and the right sound. And then we could pull them together based on the sales presentation that we wanted to do.

If it was on this product, we pull that module. If we wanted to show them our facility, we pull this module. If we wanted to do something specific on a merchandising, we pulled this module and then piece them all together so they looked like they were done as one video and then put a custom front end on it. So what we were wanting to do was have you do those professional modules for us, one-time cost, Sunk still a cheaper than all the trade shows that we were spending money on left and right. And then we had to invest in some equipment.

With your guidance, you were able to help us really spec out all the right camera work and the stuff and we set up a small studio in our facility. And so now we can even do that custom front end. And then the last piece was, we have a marketing team here but they’re not good at video either. We just talked about that, so we said, hire people like you to do that. So we needed your help and we wanted to have you come in and teach us how to make the lighting look right even for just that little bitty small front end. So, it doesn’t have all the fancy graphics that you can do, but then once we plug it on all the fancy graphics that you do, it looks like a continuous custom video and then we can customize that for every customer.

And it’s been a phenomenal way for us to connect to our customers during COVID. Again, everybody else is just communicating with Zoom calls and emails, and we’re actually sending them embedded in their emails, a video tour of our facility or actually doing the sales pitch just like we would at the trade show. We’re bringing them into our showroom, talking to them just as if they were standing in front of us, showing them the product and saying, hey, I hope we can put these in your 37 stores or whatever the opportunity is.

So it’s totally personalized to them but yet it has all of those professional components and looks like it was custom shot just for them.

Video shows your desire to make your customers and prospects job easier. We’re getting phenomenal reaction to it again, ’cause they just not seen something like this. And to do a professional video, a lot of people will do just like we were doing in the beginning, a single video that doesn’t look ’cause of it, looks beautiful but it looks like it’s a canned video and you’re sending them to us and we’re all used to those and we think those are great because we wanna understand more about the company we’re gonna do business with or about the product and so we’ve all watched a product video.

But to make it look like it’s a personalized video and still have that professional look to it, really makes people go, wow, this company really wants my business, look what they put together for me. And so, again it really just cements that we’re a partner with our customers. It really shows them that we’re willing to go above and beyond not only in our pitch to them but in supporting our products and trying to help them out.

So we felt it’s been a great way in 2020 to really connect. We plan on continuing to do it in 2021. We’ve gotten emails back from customers that said you’ve made it so much simpler, I was just going through all of these proposals that I had then I watched your video, and I didn’t have to think about anything and you showed it to me so I wasn’t trying to visualize what it would look like in my store, where I would place it. And they said, thank you for that it just made my job a lot easier. And everybody likes their job to be a lot easier. So whenever we can do that with a customer, and they know it’s the right product, we’ll use it and get a sale out of it. With the right tools, virtual selling is trackable.

I think when we had a lot of debate on this topic ’cause there is an investment involved, we have to invest in you and your time and then your time to train us and then equipment and setting up a room, just like any company we have to say, are we gonna get the return on that. We’ve definitely gotten the return based on the orders that we’ve seen come from those efforts. But as we were debating whether to do that, is the customer gonna watch it?

So we’d have a lot of those conversations. Do we have the technology to deliver the video? I don’t know about you but a lot of times when people send me a link, I don’t wanna press the link. I am one of those guys afraid if I press that link I’m gonna get six viruses in my computer and I’ll be honest half the time I’m like, I don’t know. This customer says to hit this link, am I really gonna do that? So, understanding the technology that’s available and the hurdles that are out there was something that was part of the process.

And again you were very instrumental in helping us understand those. And so we partnered with a company called Wistia that allowed us to actually put the videos right in the email as an embedded video. So there was no link to click that I was worried about ’cause I saw exactly what I was clicking on before I ever clicked it. The other thing that any company worries about, am I gonna know whether or not they even watched it? I’m like I spent all this money, I sent that off, how am I gonna know if I’m gonna follow up with them? And so understanding is there technology that allows us to track that to say did they watch it? How many times did they watch it, where did they stop?

All of those things really make the experience as a manufacturer and a sales process better if you have all that data. ‘Cause then you can know how many never even finished it, or they haven’t watched it yet so I’m not gonna send them the call yet and say, here at or I realize they haven’t watched it, I’m gonna resend it again and see what you can do. So by finding all of the tools that you helped us find online where we could integrate all of that, it gave us really a seamless approach that made it a lot simpler than we were expecting because now when we send those videos off to customers, we can pull it up and go, did they watch it? Or what time did they watch it? How many times did they watch it? And where did they stop, et cetera.

And so it’s really made the process a lot easier for us and we’re able to solve those issues. Video keeps you in control. Typically what we do is once we’ve done a video, we will watch to see the views on it. And when we don’t see the videos, we’re then following up. Sometimes we have a sales person in the field who might be able to stop in and at least make call that they have a relationship with from a distributor for example or a rep group.

So we may reach out to our resources that we have for sales and say hey, have you talked to so-and-so customer? We may find out they’ve been on vacation for three weeks and we didn’t even know it. So many times we get the feedback from our sales partners, our distributors, our reps, which is how we get many of our products out to the field.

If we find out they do have it, to be honest, sometimes we just keep sending more. And one of the other tools that we used, and again video has been a great advocate for us and something called Soapbox which is a similar product to Wistia. And it allows you to do a quick three minute. Hello, hey, are you doing this is Doug, I decided to send you a video last week, just wanted to see if you got it, done that’s simple. It does it right on your desktop, it films it, again puts the thumbnail in there and we send it off again. And I send them off another video. And again, a video when it’s only five seconds long or 10 seconds long, most people will watch it, they’re not gonna bail. Out of curiosity more than anything I’m like, who is this guy? He sent me this note before like, what is this? And then I got to talk to them again.

They’re like, ah, man, may I go find that email I guess I’ll go look at it. So we start layering another video tools to try to again, increase the effectiveness of sending off the video that we used from the tools that you gave us. DIY Video is manageable. The process has worked really well. And there was a lot of questions on that in the beginning.

So one of our partners, my partner in the business was asking me how much time is this gonna take? We only have so much marketing resources, is he gonna be spending all of his time doing video now and not doing the other jobs that he has as the person responsible for most of our efforts in the marketing realm? So it caused us to least stop and think about it and look, but the process really, once you understand it, I’m not gonna say it’s not a little bit of a learning curve in the beginning, absolutely. But now that that curve is over, I mean, it’s really a small percentage of his time.

So for example this afternoon, we’re getting ready to do another video. So again, I just, you’re right here in the same office, I say Brandon is our guy. Hey Brandon, you got time to just shoot a quick video for me and then he throws a quick custom front end on it and it’s done. And so this afternoon we’re gonna walk around and bring a rep group, one of our rep groups through our facility and talk to them about the new things that have changed with us this year, kinda doing a year in wrap-up with them. Once he takes that video, he uploads it. He can put in their names on the front screen.

He may end up having a couple hours in it, but it’s a professional video in a couple hours. And then we’ll load it up into Wistia and have it ready for the customer by Monday when we’re getting ready to do this presentation.

So it’s become a very nice integral process for him to be able to do it. The learning curve on software as like any software can be difficult. But again you were a great resource on that. And we had worked out with you a block of time to say, hey Mark, when we need some help, we know we’re gonna need help on this. How do we pull this together? And you were great.

A lot of video companies, all they wanna sell is their video, they don’t wanna sell a service to help you really be more effective. And so that’s one of the things that we’ve appreciated about working with you is, you’re willing to teach us to do it, knowing that you’re not gonna make that video, but you also know that that video probably would have never happened anyway. And by doing that video, we’re gonna find other things that make sense for you to continue doing for us because we’re never gonna be at the skill level that you are.

And so it’s been a great partnership for us in that way.

DIY Video also speeds your responsiveness. You wanna be able to do some things yourself to try to control your cost and be as cost effective and it’s not even as much cost in some ways as it is being able to respond quickly. When I get a customer which is that this is also blows people away.

We’ll get a request at 8:00 AM in the morning. And by noon, we’ve sent them a custom video on it. I mean, if it’s a big opportunity, I can go get my marketing guide and say hey, I just got this opportunity, they wanna see a proposal for us and this, I don’t wanna send them a PowerPoint, get your camera out, let’s go into the room, let’s do a custom intro for them, let’s put this together. And we send them a polished video in three hours and they’re going holy mackerel. And those things can really make a difference in helping close in order.

Virtual selling works best with a knowledgeable partner. One of the great things that we’ve really liked in this whole initiative and in working with you is forming a true partnership. Many videos that people that come to us and say, we wanna shoot a video for us. They’re in and out, they wanna shoot the video, they wanna get to the next job. They’re more about churn and burn and get, maximizing their profit, not that you’re not trying to maximize your profit designs, there’s a difference in how companies approach maximizing their profits.

And we’ve appreciated that you look at it as an investment in us. And when we know that you invested in us, we’re gonna be more willing to invest more in you. And so you really helped train us to do a lot of the video stuff that we needed. And then when we needed something we said, look, this is probably beyond our capability. We send it back to you and you’ll go ahead and take care of it for us, your bill has the appropriate amount of time that is fair for you and makes us look better in our video efforts. And so that partnership has been really instrumental to us.

And as we do these, we know we’re gonna need more professional blocks of different videos. When it comes time to integrating different, things flying in and all that stuff, we’re never gonna have those capabilities. So once you kinda go down this path of video, it’s great to have a partnership and so having that capability to reach out to you and say, hey we’ve got this done, we just can’t fix this piece or this is such a big customer, we want you to add this little twist for us and know that you’ll jump in and that you don’t feel, oh, I’m not gonna work with those guys ’cause they do all this stuff on their own. And they’re not really helping me.

It’s a partnership ’cause they know it works back and forth.

Virtual selling reduces sales expenses. When we started this process, again, we wanted to really understand all the different components and how we make sure that it looks like the video that you do. And obviously when you come in and do a video, you set the lights up, you work with the sound. We were trying to really debate how are we gonna do that?

First of all, we’re probably not even sure where to put them. And how do we get that light to look good for me, it’s light, right? But we don’t really understand all of those things. So we said, well, are we gonna have him teach us to do it in a conference room and every time we do a video, we’re gonna have to put it up and tear it down. And as we started thinking through those we knew that would stop us from doing videos because it’s too much work to go do one.

If we can make it simple, we’re gonna use it. And so we actually said, well, is there a spare office or something that we could convert that we can set up the right lighting, we can set up the sound bit buffers on the wall so that we don’t get the echo that we probably didn’t even hear but you point out to us. And then we go, oh, I guess there is an echo in there. And so we looked at that and we actually did have a spare office. So we said, what would it take to take this office and really create a professional studio that’s always set up.

So if I need to go do a quick intro for that proposal that came in at nine and I wanna send them a video by 11 o’clock in the afternoon, what is it gonna take to do that? And again you were very gracious in helping us put together a bill of materials, here’s a camera, here’s the nice tripod, here’s the way you should do your sound. Here’s the way you should buffer your sound and all of that stuff. We put that together and to be honest, when you look at the investment compared to what we do when we travel to a trade show or we travel to go see a customer even, it’s really pretty minor in the scope of things.

I think we spent two or $3,000 at the end of the day putting together all the different components to really make it work and then it’s just setting up your room and kinda looking at where the camera looks at it. We even went with a teleprompter. So we have that. So, when somebody else is doing a video who’s really uncomfortable. One of our sales team, we can put the teleprompter in there and help try to write it for them.

And little things like that really made the process a lot smoother and was really cost-effective. Video gives you many different types of returns on your investment. It’s gone phenomenally well. Again we made an investment of about $10,000 when we started. We’ve done hundreds of thousands of dollars of sales that really have come as a direct result from that video.

And the nice thing is it’s not even, there’s two types of results. There’s the result of when you get the order, that’s brand new that we talked about. But once you have that capability, now you also offer that as a support service to your existing customers and let me give you a quick example.

We do a lot of display work where we build a display with all of our dog chews on it. We send it out, it’s got parts and pieces and it’s gonna go to a store that has 150 different managers that are gonna have to set that up and put the signs in the right spot. If you’re a corporate buyer, that’s kinda a nightmare to you when you install those because all your stores start sending you a note and say, I’m missing this piece or I don’t know how to do this.

These directions when I’m reading, it doesn’t look right to me. So now what we do is when we go to that corporate buyer and say, we wanna place all these displays in your store. And as a matter of fact, we’ll actually even do a video to show the installation in detail and we’ll send it to all your store managers for you if you just give us their email list.

Now we’re actually making his job so much simpler. Plus we’re making the store like us more because now they don’t have to read a manual and go, this part goes here, this part goes there. They just click on a link of an email that came and go, oh, well that makes sense and now I even know who to call when I have a question before I even start.

So we started to use that as support. So every time we’d work with a major customer, we make sure we tell them about our video studio and that we can do trainings directly as another great tool. We said okay, we’re gonna place all these in all your stores. And we’d love to train your sales associates. We don’t really have a formal training program, although it sounds great, we’d like to but we really don’t wanna do that. No, we take care of it for you. Again, you just give us a list, we’ll do a video, we’ll send it straight to them. You can CC it, you can send it if you want. Wow, you can do that? Yeah, we can do that. So being able to look at the return that you have from there is hard to quantify but it’s there.

Because again next time that the corporate buyer is gonna have a decision to make, on where he’s gonna go. He’s like man, these guys make my job so simple and I like their products. And so we’re gonna get more orders as a result of that, and then we have the direct response when we send it on a proposal, et cetera. And yeah, you know you’ve got those orders. So it’s been really good.

You can adapt video to your needs. I think it really depends on the audience and what you’re trying to accomplish. We use a mixture of all of those things, we use your professional videos when we’re doing something a little bit more formal and sending it out or more formal to support a customer, when we’re sending it to directly stores. We use the quick cameras on top of our computer for quick emails everyday.

And, again it’s just the way that cements your support level with that customer, not only with the really fancy levels and they just see you. And it helps build relationships. What’s the most thing that drives all business at the end of the day, it’s relationship.

So even if it’s a cell phone video, if I can see your face and you’re talking to me real quick, I’m gonna remember that more than a written type to note that you sent me, that I got 10,000 others from other customers. When you can visualize the person that’s talking to you easily, you feel closer to them and you trust them more. You’re going to look to them more when you’re trying to make a decision.

So the more we can use these different video options to make us feel more personal to them, to make them understand who we are as people more, the more successful you’re gonna be. And I think that’s really the driver is to use all of those videos in the right spots. If are just trying to do something quick, it can be real quick, it doesn’t have to look professional. You’re just trying to get that face in front of them. You’re trying to, sometimes I’ll call at the end of the day and say, hey, I am just calling it’s at the end of the day, hope you had great day. I know you probably didn’t get chance to look at my email today so have a great evening and hopefully we’ll talk tomorrow. It’s that long, And they kinda click on that and they laugh ’cause I’ve made a joke with them or something and then the next morning they’re calling me back.

So using those in any way you can I think makes a big difference. DIY Video has minimal ongoing costs. Really from an ongoing perspective, the only expense that we have is our online partners like Wistia we mentioned. And they’re really pretty minimal.

I think Wistia is like $100 a month and it allows us to host as many videos, which is when you were asking initially too, are there any impediments to doing this? Well one is, you can host all these videos, right? You take a video on your phone and you just gonna upload it on your own laptop and then try to send it off to a customer and then they try and click on it. Well, how am I gonna do that?

Again a service like Wistia does all that, they take care of all of it for you. So it’s hosted on their site, you know what’s gonna run when the customer clicks on it, it’s gonna sound good. You don’t have to worry about your servers going down. So that’s really the ongoing is just those, using those programs and they’re pretty minimal in cost based on the return that you’re getting.

Virtual selling helps you rise above your competitors. Typically again on a video he can have a quick video done in an hour, hour and a half, it’s not that bad. And usually based on the size of how many pieces we’re putting together and how many modules and how big the front end is, but if you’re doing it usually a bigger video, it’s probably ’cause you have a bigger opportunity.

So it’s worth putting that extra time into it and trying to pull it together. So from a return perspective, it’s definitely there. Think about how much time you spend typing an email, and then putting together a proposal and putting together a PowerPoint to go with that proposal.

If I could do all that verbally for you, and it has more impact on the customer. That’s a great return and it’s a way to do it. So we would rather use that time doing something more personal. Sometimes we still got to put the PowerPoint on there, and obviously we’ll do that when we need to, but it sets us apart dramatically from our competitors.