A
- Alexa, 25
- Alger, Andy, , , , 13
- Anderson, Mark and Laura, 84–85
- Anecdotal evidence, by name:
- David Blackston, 76–77
- Todd Bland, 65
- Care and Share Food Bank, 66–68
- Paul Case, 71, 73
- Brad DeVries, 65
- Danny Doerksen, 73–74
- Justen Martin, 75
- Jesse Peters, 64
- Daniel Pink, 61–62
- Clifton Saunders, 74–75
- Dan Smith, 59–61
- Donovan Steinberg, 71
- James Stites, 68–70
- Michael Thorne, 62–64
- Anecdotal evidence, by topic:
- child-related considerations, 63–64
- leadership benefits, 65–66
- name use, 63–64, 74
- prerecorded evergreen videos, 71, 76
- quantifying success, 15–20
- quantity and length of videos, 73–74
- recording tips, 77
- relationship building, 61, 73–74, 76, 77
- sales acceleration and customer experience improvement, 59–77
- sales vs. support replies, 68–70, 76
- teacher benefits, 59–61
- thank you expression, 63, 64, 66–68, 76
- word of mouth referrals, 76
- Angelou, Maya, 66
- Anonymity:
- email, 29, 31
- personal video eliminating, 76
- Answers, unscripted, 121–126, 129–130
- Apologies, communicating, 86–89
- Appearance in recordings, 118–121, 180
- Apple Mail, 114
- Apple's Clips, 167
- Appreciation, 65–68. See also thank yous
- Approachability, 12, 14–15, 126
- Authenticity, 120–123, 133, 177, 181
- Automation:
B
- Bad news, relaying, 87–88
- Blackston, David, 76–77
- Bland, Todd, 65, 91
- Blue Snowball microphones, 139
- Blue Yeti microphones, 139
- Boome, Ken, 171, 172
- Brain function:
- communication evolution and, 34–36, 38
- dual theory of the mind, 42
- mental shortcuts and patterns, 42–45
- name recognition and, 63–64
- Brice, Shannon, 67
- Brodsky, Andrew, 28, 177, 182
- Brown, Brené, 120
- Burg, Bob, 33
C
- Calls to action, 124, 154–155, 158
- Camcorders, 136–137, 143
- Cameras. See Video cameras and equipment
- Canned videos. See Prerecorded evergreen videos
- CAN-SPAM (US), 109
- Care and Share Food Bank, 66–68
- Carnegie, Dale, 63
- Case, Paul, 71, 73
- CASL (Canada), 109
- Cell phones. See Mobile phones
- Chapin, Nancy, 87–88
- Checking in, 89
- Cialdini, Robert, 44, 155, 158
- Clarity of messages, 148–149
- Clients and community:
- Cold prospecting:
- screen recordings for, 108
- tips for using video for, 158–162
- as trigger point for video use, 79–80, 162
- Communication:
- brain function and, 34–36, 38, 42–45, 63–64
- internal, 90–92, 108, 180
- nonverbal, 21–22, 34, 36–45, 107–108, 129, 130
- personal videos for (see Personal videos)
- written (see Written communication)
- Community members. See Clients and community
- Connection development, 120–121, 157, 177–179, 181. See also Relationship building
- Content Marketing Institute, 133
- Conversation, unscripted, 121–126, 129–130
- Conversica, 25
- Cortana, 25
- Cuddy, Amy, 40
- Cyberbullying, 29
D
- Daugherty, Paul R., 52
- Delivery:
- of information, unscripted, 121–126, 129–130
- of videos, 105, 112–114
- DeVries, Brad, 65, 91
- Differentiation, 150
- Digital Single-Lens Reflex (DSLR) cameras, 137, 143
- Disintermediation risk reduction, 51–52
- DJI Osmo, 141
- Doerksen, Danny, 73–74
- Doornbos, Justin, 15
- Dual theory of the mind, 42
E
- Edison Mail, 114
- Email:
- alternatives to, 25–27
- automated, 25
- communication via, 23–31
- contact information in, 74, 151
- dehumanization with, 29
- delivery of, 105, 112–114
- difference of written vs. video, –11
- emojis in, 30, 161
- “From” name and address, 151
- as indispensable tool, 27–28
- limitations of communication in, 28
- mass, 102, 112–113, 149, 165, 168–170
- opening of, increasing, 150–152
- outcome improvements for videos in, 147–162
- pairing text with video in, 154, 159–161, 167
- problem of overcrafting, 28–30
- recording tools in, 68, 105–106
- repairing, 31
- reply rate to, 68–70, 76, 155–158, 169–170
- return on investment with, 27, 174
- sending videos in, 68, 99–107, 112–113
- spam, 24, 112
- subject line of, 151, 152, 166, 169
- unopened, follow-ups to, 164–166
- video cameras and equipment for videos with, 134
- viewing videos in, 114–115
- volume and management of, 23–25, 27
- Emma, 101
- Emojis or emoticons, 30, 161
- Emotions:
- dual theory of the mind on, 42
- empathy for others', 124–126
- facial expressions showing, 36–38
- fear as barrier to recording, 117
- personal videos conveying, , 60, 92, 96
- smiles expressing warmth of, 41–42, 130
- written communication challenge of expressing, 28–29
- Empathy, communicating, 124–126
- Employees:
- internal communication with, 90–92, 108, 180
- leadership of, 65–66, 91
- next steps in video use for, 184–185
- Empowerment, 36
- Engagement in videos, 154–155
- Equipment. See Video cameras and equipment
- Evergreen videos. See Prerecorded evergreen videos
- Eye contact, 38–39, 107, 129
F
- Facebook:
- as email alternative, 26
- recording videos in, 12, 111
- self-image and appearance in, 181
- sending videos with, 110–112
- Facial expressions, 36–38, 107–108. See also Smiles
- Falls, Jason, 152
- Familiarity, 14–15
- Ferris, Susan, 21
- File size constraints, 103
- Firewalls, 113
- Follow-ups:
- to latent demand, 172–173
- long-term, 173–174
- to multiple views, 171–174
- overview of, 163–164, 174
- tracking analytics informing, 164, 173, 174
- to unopened emails, 164–166
- to unplayed videos, 166–169
- to unreplied emails, 169–170
- FORD technique (family, occupation, recreation, and dreams), 93
- Foxworth, Charlie, 13
- Fromm, Jeff, 181
- Future of personal videos:
- comfort level improvements in, 181
- demographic considerations for, 180–181
- next steps in, 183–185
- overview of, 175–176, 185
- relationship building in, 176–179, 181
- soft edge focus and, 178–179
- state of movement, 179–181
- technological change and, 176, 179
- tracking analytics development in, 176, 182–183
G
- GDPR (EU), 109
- GIF images, 101, 105
- Gmail:
- delivery of videos in, 105, 112, 113
- number of users, 27
- recording videos in, 68, 106
- sending videos from, 68, 101, 105, 106
- tracking videos in, 16, 104, 105
- viewing videos in, 114–115
- Godin, Seth, 178
- Google Assistant, 25
- Google Chrome Extension, 16, 105
- Grant and Glueck Study, 32, 178
- Gratitude, 67–68, 94. See also Thank yous
- Grynberg, Ruby, 82–84
H
- Hand gestures, 39–40
- Heskett, James, 90
- Holidays, 84–85
- Houston, Trevor, 93
- Hyperbolic statistics, ignoring, 20–22
- Hyperlapse app, 141
I
- Imperfections, recordings with, 121–123, 133
- Informality of videos, 12
- Instagram, 12, 26, 112, 181
- Internal communication, 90–92, 108, 180
- Introductions:
- first, , 79–80
- “great to meet you” videos after, 81–82
- sending videos in social media for, 112
- as trigger points for video use, 79–81
- Invitations, 92–93
K
- Karlgaard, Rich, 178
- Kahneman, Daniel, 42, 43
- Keenan, 44
- Khan, Javed, 89
L
- Latent demand, 172–173
- Leadership, 65–66, 91
- Leads, nurturing, 80–81
- Length of videos, , 21, 74, 83, 91, 111–112, 153
- Levinas, Emmanuel, 39
- Lighting, 130, 133, 134, 137, 138, 141, 144
- LinkedIn:
- as email alternative, 26
- personalized details gathered from, 79
- recording videos in, 12, 112
- sending videos with, 105, 110–112
M
- MacIvor, Connor, 15
- MailChimp, 101, 102
- Mann, John David, 33
- Marche, Stephen, 30, 31, 45
- Marketing through video, 11, 13, 22, 62, 133, 136, 171
- Martin, Justen, 75
- Maxwell, John, 41
- Mehrabian, Albert, 21–22
- Microphones, 133, 137–143
- Minervini, Mike, 86–87
- Mirrorless cameras, 136–138, 143
- Mobile phones:
- fraudulent or spam calls to, 26
- microphones for, 138, 139, 142
- recording videos using, 62, 99–100, 102–103, 129, 133, 135–136, 138–139, 141–143, 179
- sending videos with, 102–105
- text messaging from, 12, 26, 108–109, 112
- tracking and analytics of, 105, 106
- video cameras and equipment in, 133, 136, 138–139, 141–143, 180
- Montgomery, Brad, 171
- Motivations for video communication:
- approachability and familiarity as, 12, 14–15
- convenient timing as, –6
- difference to client relations as, –11
- effective communication as, 22
- ignoring hyperbolic statistics on, 20–22
- psychological proximity as, , , 13
- recording time efficiency as, ,
- relationship building as, 11–13
- survey and anecdotal results quantifying, 15–20
- Mucha, Ken, 155–157
N
- Names:
- personal videos addressing by, 63–64, 74, 161
- sender contact information including, 74, 151
- Needs assessment:
- for customer experience improvement, 49–50
- for disintermediation risk reduction, 51–52
- for face-to-face meeting opportunities, 48–49
- for opportunity enhancement face-to face, 54–55
- overview of, 46, 55–56
- for teaching, training, sales, or service, 47
- for word of mouth benefits, 52–54
- Nonverbal communication:
- eye contact as, 38–39, 107, 129
- facial expressions as, 36–38, 107–108 (see also Smiles)
- hand gestures as, 39–40
- hyperbolic statistics on, 20–21
- mental patterns changed with, 42–45
- posture as, 40
- relationship building and, 34
- smiles as, 41–42, 130
O
- Osmo Mobile, 141
- Outcome improvements:
- clear messages for, 148–149
- for cold prospecting, 158–162
- compliance encouragement for, 157
- differentiation for, 150
- engagement in videos for, 154–155
- increased email opens for, 150–152
- increased reply rate for, 155–158
- increased video plays for, 153–154
- overview of, 147
- sincere messages for, 148
- systematizing approach for, 158
- targeted messages for, 149, 151, 161
- tracking analytics for, 149–150
- underperformance factors, 147–150
- Outlines for recordings, 122–123, 129
- Outlook:
- delivery of videos in, 105, 113
- recording videos in, 106
- sending videos from, 101, 105, 106
- tracking videos in, 104, 105
- viewing videos in, 114
P
- Performance, improving. See Outcome improvements
- Personal videos:
- anecdotal evidence about, 15–20, 59–77
- difference made by, –11
- empowerment with, 36
- follow-ups to, 163–174
- future of, 175–185
- ignoring hyperbolic statistics on, 20–22
- motivations for using, –22
- needs assessment for, 46–56
- nonverbal communication in, 21–22, 34, 36–45, 107–108, 129, 130
- outcome improvements for, 147–162
- psychological proximity with, , , 13, 177
- recording of (see Recording videos)
- regulatory compliance of, 95–96, 109
- relationship building with (see Relationship building)
- roles of clients using and receiving, 10, 46–56 (see also Clients and community)
- sending of (see Sending videos)
- successful use of (see Successful video use)
- survey results on, 15–20, 68–70, 177
- thumbnail images of (see Thumbnail images)
- timing of (see Time)
- tracking (see Tracking analytics)
- trigger points for use of, 78–96, 127, 162
- viewing of (see Viewing videos)
- Peters, Jesse, 64
- Pink, Daniel, 47, 61–62, 179
- Pizana, Eric, 67
- Plato, 29, 42, 43
- Playing videos. See Viewing videos
- Poore, Stacy, 67
- Posture, 40
- Practice, recording, 128
- Prerecorded evergreen videos:
- cold prospecting and first introductions with, 79–80, 161, 162
- customer experience improvement with, 49, 71
- holiday and special occasion messages with, 85
- integrated access to, 106
- internal communication with, 92
- invitations with, 92–93
- nurturing leads with, 80
- relationship building with, 76
- scripts for, 124
- sending, 102, 106, 112–113, 149
- targeted recipients of, 149
- thank you expression with, 71, 79, 110
- Project or process updates:
- customer experience improvement with, 49
- relationship building with, 76
- screen recordings for, 108
- as trigger points for video use, 82–84
- Pro method, for sending videos, 105–106, 108
- Prospecting. See Cold prospecting
R
- Read, Angela, 181
- Recording videos:
- appearance and sound in, 118–121, 143, 181
- approachability communicated in, 126
- authenticity and imperfections in, 120–123, 133, 177, 181
- barriers to, 117–118
- calls to action in, 124, 154–155, 158
- camera angle for, 40, 77, 128–129, 133, 141
- comfort level with, improving, 116–131, 181
- connection developed in, 120–121, 157
- demographic considerations and, 180–181
- email tools for, 68, 105
- empathy expression in, 124, 125
- eye contact during, 129
- future of, 176, 179–181
- informality of, 12
- integrated access to, 106
- Internet connections for live, 141, 142
- iterative process of, 127–128
- length of, , 21, 74, 83, 91, 111–112, 153
- lighting for, 130, 133, 134, 137, 141, 144
- looking into lens during, 129
- marketing using professional, 11, 12, 22, 62, 133, 136, 171
- mobile phones for, 62, 99–100, 102–104, 129, 133, 135–136, 138, 139, 141–143, 180
- outlines for, 122–123, 129
- overcoming barriers to, 130–131
- personal and natural setting for, 155–157
- practice with, 128
- prerecorded videos (see Prerecorded evergreen videos)
- process for, 126–128, 158
- pro method of, 105–106, 108
- relationship building through (see Relationship building)
- screen recording, 107–108
- smiling while, 130
- social media tools for, 12, 111–112
- starting points for, 126–127
- talking to one person during, 129, 157
- time spent, ,
- tips for successful, 77, 128–130
- trigger points for, 78–96, 127, 162
- unscripted words for, 121–126, 129–130
- value provided in, 124, 125, 176
- video cameras and equipment for, 40, 77, 128–129, 132–144, 176, 180
- vulnerability in, 120–121, 177
- web apps for, 106
- webcams for, 100, 129, 133, 134, 139, 141, 180
- wider angle of, 40, 129, 141
- Referrals, word of mouth, 52–54, 76
- Regulatory compliance, 95–96, 109
- Rehumanization:
- current and future status of, 175–185
- dehumanization vs., 29
- improving, 145–185
- personal videos for (see Personal videos)
- reasons and motivations for, –56
- recording and sending techniques and equipment for, 97–144
- timing and opportunities for, 57–96
- Relationship building:
- checking in for maintaining, 89
- connection development and, 120–121, 157, 177–179, 181
- future effective and satisfying, 176–179, 181
- gratitude and appreciation for, 68
- health effects of, 178
- importance of, 32–34
- marketing through video vs., 11, 12, 133, 136
- personal videos for, 11–13, 34, 61, 67, 73–74, 76, 77, 89, 120–121, 133, 157, 176–179, 181
- psychological proximity and, , , 13, 177
- soft edge focus on, 178–179
- Reply rate:
- follow-ups to low, 169–170
- increasing, 155–158
- sales vs. support, 68–70, 76
- Results, improving. See Outcome improvements
- Richards, Ronnell, 110
- Roosevelt, Teddy, 41
- Ryan, Shane, 79
S
- Sales:
- anecdotal evidence of videos accelerating, 59–77
- cold prospecting for, 79–80, 108, 158–162
- nurturing leads for, 80–81
- personal video benefits for, 47, 59–77, 79–81, 108, 158–162
- screen recordings for, 107–108
- Samson Meteor microphones, 139
- Sasser, W. Earl, 90
- Saunders, Clifton, 74–75
- Schlesinger, Leonard, 90
- Schramm, George, 159
- Screen recording, 107–108
- Screenshot method, for sending videos, 99–101, 108
- Scripts, avoiding, 121–126, 129–130
- Sending videos:
- delivery after, 105, 112–114
- demographic considerations and, 180–181
- email for, 68, 99–107, 112–113
- face to face contact by, 115
- file size constraints, 103
- firewalls hampering, 113
- follow-ups after, 163–174
- integrated access to, 106
- mass sends, 102, 112–113, 149, 165, 168–170
- mobile method of, 102–105
- options for, 99–115
- pro method of, 105–106, 108
- regulatory compliance for, 109
- of screen recordings, 107–108
- screenshot method of, 99–102, 108
- social media for, 106, 110–112
- text messaging for, 108–109, 112
- time of day best for, 69, 151
- trigger points for, 78–96, 127, 162
- viewing experience after, 114–115
- web apps for, 106
- Service, video benefits for, 47, 49–50
- Shields, Ryan, 13
- Signs of personal video needs. See Needs assessment
- Sincerity, 148
- Siri, 25, 29
- Slack, 25, 105
- Smart phones. See Mobile phones
- Smiles, 41–42, 130
- Smith, Daniel, 59–61, 91
- SMS. See Text messaging
- Snapchat, 12, 181
- Social media:
- cold prospecting through, 161
- delivery of videos in, 112
- as email alternatives, 25
- holidays and special occasions videos with, 85
- personalized details gathered from, 79, 92
- recording videos in, 12, 111–112
- self-image and appearance in, 181
- sending videos with, 106, 110–112
- tracking videos in, 109
- video cameras and equipment for videos with, 134
- Soft edge, focus on, 178–179
- Soto, Joe, 85
- Sound:
- in recordings, 118, 143
- transcription apps to view without, 167
- Special occasions, 84–85, 110
- Starting points, 126–127
- Steinberg, Donovan, 71
- Stites, James, 68–70, 159
- Stories of personal video use. See Anecdotal evidence entries
- Successful video use:
- anecdotal evidence of, 15–20, 59–77
- concepts underlying, –10
- effective communication and, 22
- outcome improvements for, 147–162
- recording tips for, 77, 128–130
- survey results on, 15–20, 68–70, 177
- trigger points for, 78–96, 127, 162
- Survey results, 15–20, 68–70, 177. See also Anecdotal evidence entries
T
- Targeted messaging, 149, 151, 161
- Teachers, video benefits for, 47, 59–61
- Telephone calls. See also Mobile phones
- cold calling, 158–161
- as email alternative, 26
- fraudulent or spam, 26
- personal videos paired with, 74, 93, 158, 167
- personal videos vs.,
- relationship building with, 33
- robocalls, 26
- Telephone Consumer Protection Act of 1991 (US), 109
- Telford, Lynne, 67
- Text messaging:
- delivery of videos in, 112
- as email alternative, 26
- recording videos in, 12
- sending videos with, 108–109, 112
- tracking videos in, 109
- Thank yous:
- internal communication of, 91
- personal video benefits for, 63, 64, 66–68, 76, 92, 94–95
- prerecorded evergreen videos for, 71, 79, 110
- as trigger points for video use, 94–95
- Thorne, Michael, 62–64
- Thumbnail images:
- personalized message in, , 49, 105, 153
- sending videos with, 101, 103–105, 109, 110
- video plays increased with strong, 153–154
- Time:
- of day, best for sending videos, 69, 151
- email overcrafting taking excessive, 28
- to follow-ups, 164, 165, 167
- latent demand at later, 172–173
- length of videos, , 21, 74, 83, 91, 111–112, 153
- reading email at convenient, 26
- recording videos, ,
- to resolution of customer needs, 71
- saving, with personal videos, 74–75
- trigger points for video use, 78–96, 127, 162
- video conferencing at scheduled, 26
- viewing videos at convenient, –6, 27, 55, 82
- Tools, digital, disintermediation by, 51–52
- Tracking analytics:
- bad news receipt confirmed by, 87
- follow-ups based on, 164, 173, 174
- future of, 176, 182–183
- outcome improvements using, 149–150
- sending videos methods with/without, 103–105, 109, 110
- survey results on, 16
- time of viewing confirmed with, 26, 82
- viewing method effects on, 115
- Trainers, video benefits for, 47
- Transcription apps, 167
- Treece, Becky, 67
- Trigger points for video use:
- bad news or apologies as, 86–89
- checking in as, 89
- cold prospecting and first introductions as, 79–80, 162
- emotional expression as, 96
- exceptions to, 78, 95–96
- “great to meet you” messages as, 81–82
- holidays and special occasions as, 84–85
- internal communication as, 90–92
- invitations as, 92–93
- nurturing leads as, 80–81
- overview of, 78, 127
- project or process updates as, 82–84
- thank you as, 94–95
- Trolling, 29
- Twitter, 26, 112
V
- Value, recordings providing, 124, 125, 176
- Vaynerchuk, Gary, 33
- Video cameras and equipment:
- angle of, 40, 77, 128–129, 133, 141
- authenticity conveyed with, 133
- camcorders as, 136–137, 143
- Digital Single-Lens Reflex (DSLR) cameras as, 137, 143
- frame rates of, 135
- future of, 176, 180
- guide to, 132–144
- high definition and resolution of, 134, 135
- Internet connections with, 141, 142
- lighting with, 133, 134, 137, 141, 144
- marketing through video caliber, 133, 136
- microphones in, 133, 137–143
- mirrorless cameras as, 136–138, 143
- mobile phones with, 133, 135–136, 138, 139, 141–143, 180
- mobile setup for, 141–143
- office setup for, 141
- prices for, 137–139
- prior barriers to use of, 132
- pro setup for, 143–144
- right tool for the job, 144
- tips for selection of, 133–140
- tips for set-up of, 140–144
- webcams as, 133–135, 139, 141, 180
- Video conferencing or chat, 26, 134
- VideoLAN, 100
- Videos, personal. See Personal videos
- Viewing videos:
- convenient timing of, –6, 27, 55, 82
- engagement during, 154–155
- experience of, 114–115
- follow-ups to lack of, 166–169
- increasing, for outcome improvements, 153–154
- multiple times, 171–172
- tracking of (see Tracking analytics)
- Vimeo, 100, 110
- VLC, 100
- Voice, in recordings, 118
- Vulnerability, 120–121, 177
W
- Wagner, Jeff, 93
- Waldinger, Robert, 33
- Waldow, D. J., 152
- Warmth, smiles conveying, 41–42, 130
- Web apps:
- disintermediation by, 51–52
- recording videos with, 106
- sending videos with, 106
- Webcams:
- microphones of, 139
- recording videos with, 100, 129, 133–135, 139, 141, 180
- as video cameras and equipment, 133–135, 139, 141, 180
- Whitelisting information, 113–114
- Wiener, Morton, 21
- Williams, Kyle, 124
- Wilson, H. James, 52
- Windows Camera, 100
- Word of mouth referrals, 52–54, 76
- Words, unscripted, 121–126, 129–130
- Written communication:
- apologies inadequately conveyed in, 86–89
- brain function and evolution of, 34–36
- cold prospecting language choice, 159–161
- difference of video vs., –11
- email as (see Email)
- hand-written notes as, 65–66
- pairing with video, 154, 159–160, 167
- preferential use of, 78, 95
- thank yous in, 65, 68
- transcription apps for, 167
Y
- Yahoo, 114
- YouTube:
- hosting videos with, 100–102, 110, 115
- internal communication through, 92
- recording videos in, 12
- video cameras and equipment for, 133
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