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Well, hey everybody, welcome to a little bonus episode of the Advanced Selling Podcast.
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I m solo, no Bill today, but I am thrilled to not have Bill, but to have with me live in the studio, Margaret Henney, Director of Marketing for our good friends at Covideo.
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Margaret, welcome to the Advanced Selling Podcast.
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Hey, thanks for having me here.
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It s great to be here.
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Full disclosure, Margaret, I also do another podcast.
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We ll remain that nameless, but we do that too.
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So we re kind of a different characters.
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Margaret s serving today as the Director of Marketing for Covideo and I m your
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co-host, as you know, me and Bill on the Advanced Selling Podcast.
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So are you extra nervous on this one?
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I am because I m not totally sure how to act.
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Right.
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You know, it s a different, it s a different audience.
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I don t know.
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As you said beforehand, I am in character.
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You just be yourself.
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Yes.
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And I love your co-video shirt.
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Oh, whoopsie daisy.
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I know, I know, I know.
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I m like some director of marketing, huh?
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I m not even wearing a co-video shirt.
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Yeah.
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So, uh, if you ve not heard of, uh, Bill and I talk about co-video, you have to go back to some past episodes.
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We actually had Jason Price on the show years ago.
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Did you?
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Yeah, we did.
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That s awesome.
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On the Advanced Selling Podcast.
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And, uh, so we want to talk about today.
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We re going to talk a little bit about video later, but I really want to get into this idea of, um,
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differentiation, something we hear all the time from sales teams.
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And there s some new news about email marketing that just came out that Google and Yahoo are going to start limiting spam.
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They re going to start to shut down companies that send 5,000 emails a day, I think is the rule.
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Yeah, I think there s some, um, they re tightening up some regulations here.
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So a couple of things that they re putting in place are things that some people may already have in place as best practices.
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So authenticating yourself as the sender.
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So I think, you know, you might already have that in place.
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So as a consumer, I have to say that this excites me.
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Amen to that.
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For sure.
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Cause like I have one Gmail inbox that is purely for like all of that junk.
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Right.
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And I m like, if you want to get in touch with me, you got to use my co video address.
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So for that very reason, the other thing is a one click unsubscribe that has to be easy on there.
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No two steps, no, you know, asking to fill out forms or do this or that.
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Right.
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Exactly.
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Just boom, click and you re done.
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And then, you know, potentially some additional regulations on people, you know, sending 5,000 or more.
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I don t really know what that s going to look like just yet, but we know it s definitely going to change how our, you know, marketers and our sales teams are reaching out to people in mass.
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I m glad you re already on it.
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Look at you go.
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I love it.
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I m glad you brought it up.
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You re on it too, man.
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Well, it s true.
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I love it because I love it for a lot of reasons.
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So I am not a fan of mass personalization.
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That s kind of what some of these companies that do this, there s some really big high valued companies in the sales enablement world that do this.
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And we all get versions of them.
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So it says like the subject line to Margaret would say, go Butler Bulldogs.
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Yeah, right.
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And all it does is go and scans your LinkedIn thing and sees you went to Butler and then looks up the mascot.
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You can do that AI generated like, hey, I saw you went to Butler, go Bulldogs.
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And then it goes into this generic message.
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Exactly.
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Totally not personalized.
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So we re on this mode now where I think we re gonna snap back and I wanna get your take on what you re gonna do from a marketing standpoint.
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Yeah, totally.
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How do I adjust then if my marketing team has been supplying me leads, I m a salesperson, I listen to the Advanced Selling Podcast, I m always trying to find an edge, find a better way.
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What s the first next step in me using my own story, my own personalization stuff to start to reach out and find my own leads?
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Yeah, totally.
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Well, first of all, like let marketing solve their own problems.
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You know what I mean?
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Because we can get really overwhelmed by being like, this is going to be a new issue.
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Hey, we can only control the things that are within our control.
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So, you know, don t worry about them.
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They will figure it out.
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Also, those leads are, think of them as these beautiful little bonus gifts from the sales gods, right?
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When they come, they re, they re great.
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But our energy and our time needs to be focused on generating our own leads, right?
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We never ever want to give up on that.
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Everything else is just sort of gravy on top.
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And a great way to do that, because I think the idea of mass personalization, like the idea is that you can kind of hijack your way to earning trust and building rapport with people.
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Spoiler alert, there is no great shortcut for that.
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Interesting.
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Right?
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Like it takes, it takes time and effort.
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Now there are some things that we can do.
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Of course, one of the things that I m going to tell you is to use video.
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Um, you know, but to use it in a really authentic way, you know, what s cool about it is because some things like AI and automation have gotten so advanced and they will continue to, but we re all very wary of it.
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Right.
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We re like, is this AI?
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Is this a person?
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That s a problem that as salespeople, we are going to continue to feel because even if we are genuinely reaching out to someone with a plain email, they might think, is this even an actual person or am I part of a mass mailing here?
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Right, right.
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So a great video, right?
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Totally.
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We ve already seen AI generated video that freaks you out because you re like, that s not real.
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We saw President or Elon Musk or famous people talking.
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I m like, that s not really them.
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Yeah, yeah, yeah.
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Wild, isn t it?
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Exactly.
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So the, you know, the deep fake stuff, right?
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Yeah, totally.
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You know, actually it s funny that you bring this up because I was just recently at a conference and at it, people are asking me, Hey, do you think that s the way that video is going?
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Can we do that?
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And I m like, well, okay guys, like maybe, I don t know, I don t have a crystal ball.
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That might be, but also like, what s our intention right now?
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I mean, do we all still want jobs?
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Exactly.
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Is AI just going to flip it on, you know?
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Yeah, I ve said this, you know, I said that we still have the plugs.
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We can unplug everything.
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Those things still need power and they can t figure out how to plug themselves in.
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Totally.
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So we have ultimate control, but yeah, that s an interesting, interesting idea.
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And the thing is too, I think if people, if you leaned on that too heavily, like let s say in a perfect world, maybe that is able to be done.
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First of all, right now it can t be done well.
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Right.
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You know, like, and the reason it s done really well on like a deep fake for someone who s famous, it s because we have so, there s so much video out there, you know what I mean?
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So they can aggregate all of that and make it look really realistic.
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But for your regular everyday person, it s not like you can be like, you know, like make it look like you re saying something that you re not.
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You mean there s not enough documentation of Margaret Henney in the world to make a legit deep fake video?
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That would be wild.
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So funny.
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I m talking to Margaret Henney, director of marketing for Co-Video, one of our partners at the Advanced Sling Podcast.
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We re big fans.
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and users.
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So my normal podcast partner, Bill, is a huge, huge fan of video.
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He does lots of video on LinkedIn.
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Can you talk about, we ll talk about like the video platform stuff next, but I want to talk about video in general.
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Are there some, some things that our listeners can do that are video specific that don t include a platform?
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So that wouldn t be like on, yeah.
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So give us some tips or ideas on how to use video in general first, and we ll start to talk about the platform side of it.
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Yeah, well, just kind of like you said on LinkedIn, right?
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So using video on social media doesn t cost you anything, right?
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And there s really easy ways to do it.
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You don t even have to have anything fancy.
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Everybody s got a cell phone, right?
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You pull that up, go ahead and record something.
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Easy upload right on there.
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In terms of being able to create your own personal brand,
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and that expert persona, right?
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Getting all that great information out there and into the ethos, that s great content, right?
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You know what I always wanna remind people too is they think that they don t have anything super profound to share.
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It might not be profound to you, but it is to other people, right?
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The stuff that feels really everyday to us.
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So some of those different thoughts in your industry and your world can make you a thought leader by just putting those simple videos out there on a regular basis.
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And I want to hit that part to me.
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So we ve been doing this podcast for a really long time.
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We have a whole bunch of listeners, right?
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And we ve been talking about this.
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Bill and I have been talking about video for a long time.
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And we have some all-star clients.
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All-star listeners, they re not clients.
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There s a woman, I m not going to use her name, but she s awesome.
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I ll say her name is Karen.
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And she is like an engineer type person.
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And she has taken this video, and I ll give a little credit to the Advanced Selling Podcast, I think she kind of got the nudge, the idea to do this.
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And she just does video after video after video on chemical engineering reactions.
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And when if you and I watched it, we would be like, what in the heck is she talking about?
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We have no idea.
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But in her world, to your point, her world, it means something to somebody.
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She s talking their own language.
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Oh my God, completely.
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And you re adding value, right?
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Like it doesn t have to be something that you like.
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Um, uh, it doesn t have to be some, you know, big thought that no one has ever had.
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Right.
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That s okay.
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You can still add value and create trust with people and develop that brand because I really feel very strongly that storytelling and personal brand are really important for sales.
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people.
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And storytelling is part of that through video.
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You can get it done really well.
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I m knocking on my microphone to the listeners because Bill and I have been talking about this, oh, I don t know, for 17 years.
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Hello, can you hear me?
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Busting eardrums.
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Thanks for saying that without even getting paid.
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Didn t even pay you to say that.
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Oh, good.
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See?
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You just validated so much of what we talk about a lot.
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Throw me that softball.
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I mean, seriously, it was great.
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So let s move to the next thing, and the last thing is the platform.
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So let s talk about why someone would need or want.
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I m a salesperson.
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I listen to the Advanced Selling Podcast.
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I get introduced to Margaret.
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Why would I need a platform to help me with this when I ve just got my phone there?
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I could just send videos to my clients direct through email on my phone.
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Yeah, totally.
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Well, I would encourage you to try to do it first of all, like a little, a little challenge for you.
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Go ahead and give it a go.
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Right.
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Um, video files are really big.
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So if you re trying to send it, do it yourself.
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You have to probably first upload it to a hosting platform somewhere, right?
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Then you ve got to grab that image or that animated GIF.
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put it into your email, hyperlink it, send it out.
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There s no tracking behind it either.
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So it s just not scalable.
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And when you re trying to do personalization like this over and over and over, you can get frustrated quick.
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I mean, that s why Covideo is around, because we re there to help ease that lift for you.
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So that way you can record, it automatically uploads it, it s streaming immediately.
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All you re doing is sharing a link.
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So it s not a super big file that s gonna get caught in spam or be suspicious.
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Um, so it really solves a lot of those pain points for you.
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So that way you can get out of the way of all the technicalities and just focus on your message.
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That s awesome.
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And it s very, we re power users at blind zebra.
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Uh, I know that, um, several of our listeners are co video users also.
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Um, it s a very easy platform to use.
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You agree?
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Oh, I mean it is almost like too simple.
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I don t want to say that that s not,
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Record, send, track, baby.
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Seriously, it s what it is.
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You just record it and send, and that s it.
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You can rerecord if you don t like it and send it.
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And the tracking is great, because we just sent a video to a prospect at my firm.
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And I m married to our CEO, so talking to her on the couch last night.
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You re in with the boss.
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I was sitting on the couch with my CEO last night.
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Sounds a little weird.
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So, but I said, Hey, did you send the video to that person?
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She goes, yeah.
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She goes, her literally without, I said, I go, did you send the video to them?
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She goes, yeah, but they haven t watched it yet.
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So we know right, right out of the gate and we got, you know, traction and movement with them.
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So it s a really, really, really, really great tool.
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How can a, um, start with an individual salesperson, how can individual salesperson find their way to co video to sort of air quotes, try it out.
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Yep.
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Go to co video.com.
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We got a seven day free trial.
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So really for individuals.
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Yep.
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I didn t even know that.
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Get on there, baby.
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Seven days.
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It s great.
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Um, and it s, it s, it s, it s, it would be silly not to try it.
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Absolutely.
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That s the drill.
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Silly not to try it.
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This is great timing because we re heading into 2024.
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You re thinking, what do I want to do?
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New things you ve been holding back on.
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It s a wonderful, wonderful time to do it.
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And then, uh, if the trial goes well, then what, Margaret, what happens after that?
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Yeah, after that you can chat with one of our team members.
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What I love to do and I really encourage you to is definitely chat with one of our team members because they can help you in terms of like strategy, right?
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Because I never want to just hand over a tool.
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I think a lot of your listeners can probably figure it out, right?
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Their wheels are probably already turning about, I could use it here when I m prospecting, when I m trying to get other
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decision makers involved when I m trying to get introductions, all that sort of thing.
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But if you need a little extra help, talk to one of my team members.
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We can chat with you about what problems you re trying to solve or do better.
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And then we can give you some easy strategies for where you can start using video.
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That s bravo.
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Great team over there.
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Margaret, thanks for being with me.
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It was awesome.
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I love it.
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If you need to find your way to Margaret, just go to Covideo.com.
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She s Margaret Henney, H-E-N-N-E-Y.
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Find her on LinkedIn.
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You can go find her at Covideo.
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They ve got a great team, a great product.
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Highly recommend people that you use that.
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And you know the Advanced Selling Podcast.
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Bill and I just don t throw around things like this for fun.
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I very much appreciate you guys.
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And we re users of the deal.
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So thanks for being with me.
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That s it.
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Advanced Selling Podcast.
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We ll see you next time.
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Bye.