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Welcome back to the Advanced Selling Podcast.
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I am one of your hosts.
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Well, by the way, it is the longest running sales training podcast in podcast history.
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I m Bill Kasky.
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I m Brian Neal over here.
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And this is going to be a shorter episode, because we went way too long last week.
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And so we re recording, and I ve got a hard stop.
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And so it s going to be short.
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In fact, it s over right now.
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Truth is, I was 20 minutes late.
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Because it s my first day back, but that happens sometimes.
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So quick one.
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Ready?
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So this can be very tactical for you.
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And I know what Bill almost said.
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But he didn t say it was good.
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It s really funny though.
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You play that back.
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Welcome to the advanced.
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Probably have multiple podcasts.
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We have that.
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That s right.
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That s right.
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We thought this is a tactical thing to help you.
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We love doing.
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We re big proponents of doing video for you and helping you get things out into the world that help your personal brand that then also help you develop following that also create demand generation for you.
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So I want to give you a little like kind of tips and tricks about
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If you re starting off doing LinkedIn video work, what is a small little framework or some things to think about for you to do to get you going?
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Our main goal early in January, here it is early third, second week of January, is to get you going on your video work for 2024.
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This is about getting started if you re not already started.
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Perfect to say that directly.
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Yeah, I saw.
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Well, yeah, see, if you re watching this on YouTube, you ll see that Bill just hit the Fun button that shows our little framing, which is tip number one.
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Unfortunately, it s two buttons, and that s what s confusing.
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So I don t even, I stop listening to you when I start thinking of this.
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I have no idea what I m doing.
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Don t do what we do.
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No.
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Well, I was listening to a lady the other day who is really strong on LinkedIn.
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She has 200,000 or 300,000 followers.
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She s got a podcast.
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She s got a podcast agency out of New York.
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And she said, one thing you got to understand about, and she s a LinkedIn guru, about LinkedIn is that the LinkedIn algorithm assesses whether your content is high quality, medium quality, or low quality.
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And if your content is low quality, it probably is a pitch of some kind.
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It probably is a long video.
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And the algorithm, they can tell a lot about your content just based on the algorithm.
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She said, if you want to produce high-quality content for LinkedIn, that will help your reach.
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And the way you do it, especially through video, is you speak specifically about the problem you re about ready to solve in the video.
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So if it s you wandering around the mall talking about you taking gifts back, that s not going to be high quality.
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But if you start your videos and say, hey, in this video, I want to share with you one of the most common problems our customers have, and that is A, and I m going to offer a solution, that video gets ranked higher because it s dealing with a problem.
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And that s where they want their audience to solve problems.
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Absolutely.
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So if you re doing LinkedIn, which I like your premise there, LinkedIn video, make sure it is problem-oriented, problem-focused.
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Love it.
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Our listener, Karen B. Don t have permission to use your last name.
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Yeah, I know Karen.
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Yeah.
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Great video person.
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She s in the chemical chemistry, chemical engineering business.
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And she does that so well.
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She goes, in this video, we re going to talk about some technical thing that I ve never heard of.
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But she always starts that way.
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It s really great.
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Her videos continue to come through feeds left and right.
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I mean, if you re in the chemical business and you have a problem with blank, then the first 10 seconds will tell you, do I want to stick around or not?
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Because if I saw that, I would say, hey, I liked your video, Karen, because I know you.
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But I probably wouldn t stick around and watch the next three minutes.
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But if I m producing chemicals out of my back rooms, like fentanyl or something, well, I d probably stick around.
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If I m producing chemicals or in that business, I m going to say, oh, she s going to teach me about this.
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I m all in.
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And when you re all in, guess what happens to watch time?
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It goes up.
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Guess what happens to the LinkedIn algorithm?
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It says it speaks.
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It favors you 100%, 100%.
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a tip that I ve got.
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It s happening right now.
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So I have this little microphone connected to my little strings on my thing.
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I have two cameras going, one that I m looking in for the Advanced Learning Podcast, and one right off to there that my son Sam is in charge of.
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And Sam is taking dual video here.
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So here s the tip, is find a leverage point for you to help you do this, a college kid, a high school kid, that can take your video, you just do your normal, this is my normal thing, but Sam s gonna take this and he s gonna splice it up and turn it into three to five short form videos for TikTok, Instagram, and LinkedIn.
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I know we re talking about LinkedIn, but.
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So the point is find someone, you don t have to pay them a lot of money and it s worth every dime to leverage that out as best you can.
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So you re saying that you re already doing this thing, this podcast, just add a dimension to it where you can super leverage it and
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repurpose what you say or what we say.
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Yeah, it s good.
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Just find cheap help.
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Find cheap help.
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Kids want to do this all over the place.
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They want to have an internship.
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They want to have experience.
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You pay them a little bit.
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Kids are not free, but it s worth every dime.
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It was close.
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Right, Sam?
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What do you mean?
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I m pretty close to free.
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Yeah.
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OK, here s another final tip here as we get ready to close up.
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The question always is, well, what s my call to action?
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If I m going to shoot a video, do I always ask to book an appointment?
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Do I always ask for something?
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I don t think every time you shoot a video, you should be pleading for an appointment.
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I just think it makes you weak.
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Occasionally, maybe one every two or three say, hey, by the way, if I ve said something today that resonated with you or is of interest and you want to talk further, I m happy to do that.
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No pressure.
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Here s my contact information below or maybe it s in the comment section.
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So I do think occasionally you should offer a call.
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Or if you have something that takes that topic and goes further into it, like maybe one of your team members wrote an article.
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That s what I m telling my clients, is if somebody in your company is writing long articles, take a piece of that article, shoot a video, and say, if you want to learn more, go here.
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And so now you re leaving somebody with something to go do, take action on, that will help them.
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And so now your brand is building around
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around quality content.
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So that s another option, is send them somewhere else or book a call.
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Love it.
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My last one quick is consistency, consistency, consistency.
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If you re consistent with all the things, your process, your shot, your framing, your length, your problem, solution, call to action, be consistent with all those things.
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Just write those things down.
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You ll be way more successful than if you re trying to freewheel every single video you ever shoot.
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It won t work.
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We talked about it in last week s session.
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Talked about process being your word for the decade.
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For the millennium.
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And that s the same thing here.
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What s the process for me shooting video?
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Put it in a Google Doc.
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So, oh, so now I don t have to.
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Oh, God, what am I going to talk about?
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You know what?
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What s the hook?
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What s the question?
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What are the three points?
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What s the call to action?
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Do it like that.
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It ll make it easier and make you want to do it.
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All right.
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That s it for today.
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Our episode.
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Cheers.
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See you next time.
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Bye.
you