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Welcome back to the Advanced Selling

0:09

Podcast. I am one of your hosts. But by

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the way, it is the longest running sales trading

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podcast podcast history. I'm Bill Kaske. I'm Brian Neal

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over here. And this is going to be a

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shorter episode because we went way too long last

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week. And so we're recording and I've got a

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hard stop. And so it's going to be short.

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In fact, it's over right now. Truth is I

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was 20 minutes late because it's my first day

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back, but that happened sometimes. So quick one. Ready?

0:31

So this can be very tactical for you. And I

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know what Bill almost said, but he

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didn't say it was good. It was really funny

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though. If you play that back, welcome

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to the advanced selling podcast. I can't

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wait. I did. So we do. It's probably a

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multiple podcast. We have that. That's right. That's right.

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We thought this is a tactical thing to help

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you. We love doing, we are

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big proponents of doing video for you and

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helping you get things out into the world

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that help your personal brand that then also

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help you develop following that

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also create demand generation for you. So we're going

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to give you a little like kind of a

1:03

tips and tricks about if

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you're starting off doing LinkedIn

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video work, what is

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a small little framework or some things to think

1:11

about for you to do to get you going?

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Our main goal early in January, here it is

1:16

early third, second week of January is to get

1:18

you going on your on

1:21

your video work for 2024. And

1:24

so this is about getting started if you're not already

1:26

started. So perfect.

1:28

Let's do that direction. I saw, well, yes, if

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you've been watching this on YouTube, you'll see that

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Bill just hit the fun button that shows our

1:34

little framing, which is tip number one. Unfortunately, it's

1:36

two buttons and that's what I was using. So

1:39

I don't even, I stopped listening to you when

1:41

I started thinking of it. I have no idea

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what I'm cute. Don't do what we do. Fine.

1:46

No. Well I was listening to a

1:48

lady the other day who is really

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strong on LinkedIn. She has two or

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300,000 followers. She got a

1:54

podcast, got a podcast agency out of New

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York. And she said, one thing you got

1:58

to understand about, and she's a LinkedIn. and guru

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about LinkedIn is that the

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LinkedIn algorithm assesses whether your

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content is high quality, medium

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quality or low quality. And

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if your content is low quality, it probably

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is a pitch of some kind. It

2:16

probably is a long video and

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the algorithm, they can tell a

2:20

lot about your content just based

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on the algorithm. And

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so she said, if you

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wanna produce high quality content for LinkedIn,

2:28

that will help your reach. And the

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way you do it, especially through video,

2:33

is you speak specifically about the problem

2:35

you're about ready to solve in the

2:37

video. So

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if it's you wandering around the mall,

2:41

talking about you taking gifts

2:43

back, that's not going to be high quality. But

2:45

if you start your videos and say, hey, in

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this video, I wanna share with you, one

2:50

of the most common problems our customers have,

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and that is A, and I'm

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gonna offer a solution, that video

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gets ranked higher because it's dealing

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with a problem and that's

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where they want their audience to

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solve problems. Absolutely. So

3:05

that if you're doing LinkedIn, which I

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like your premise there, LinkedIn

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video, make sure it is

3:12

problem oriented, problem focused. Love it.

3:15

Our listener, Karen B, don't have permission

3:17

to use your last name. Yeah, I know Karen, yeah. Great

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video person. She's in the chemical

3:21

chemistry, chemical engineering business and she

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does that so well. She

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goes, in this video, we're gonna talk about into some technical thing

3:28

that I've never heard of, but she always starts that way. It's

3:30

really great. Her videos

3:32

continue to come through field. Left her and she's gonna do

3:34

it. Think about, I mean, if

3:36

you're in the chemical business and you have

3:39

a problem with blank, then the first 10

3:41

seconds will tell you, do I wanna stick

3:43

around or not? Because if I

3:45

saw that, I would say, hey, I liked your video, Karen,

3:47

because I know you, but I probably wouldn't stick around and

3:49

watch the next three minutes. But if I'm producing chemicals out

3:53

of my back rooms, like fentanyl or something,

3:55

well, if

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I'm producing chemicals or in that business.

4:00

I'm going to say, oh, she's going to teach

4:02

me about this. I'm all in. And when you're

4:04

all in, guess what happens to watch time? It

4:06

goes up. Guess what happens to the LinkedIn algorithm?

4:08

It says it favors

4:11

you. 100% tip that I've got. It's

4:15

happening right now. So I have this little microphone

4:17

on like connected to my little strings on my

4:19

thing. I have two cameras going one that I'm

4:21

looking in for the advancing podcast one right off

4:23

to there that my son Sam is in charge

4:26

of and Sam is taking dual video here. So

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here's the tip is find a leverage point

4:30

for you to help you do this a

4:32

college kid, a high school kid that can

4:34

take your video. You just do your normal.

4:36

This is my normal thing, but Sam's

4:38

going to take this and he's going to splice it

4:41

up and turn it into three to five short-form videos

4:43

for TikTok, Instagram and LinkedIn. I know we're talking about

4:45

LinkedIn, but so the point is find someone you don't

4:47

have to pay him a lot of money and it's

4:49

worth every dime to leverage that out as best

4:51

you can. So you're saying that

4:54

you're already doing this thing this podcast

4:56

just add a little added dimension to

4:58

it where you can super leverage it

5:01

and repurpose what

5:03

you say or what we say. Yeah, it's good. Just find

5:05

cheap help. Yeah, fine. Cheap help kids want to do this

5:07

all over the place. They want to have an internship. They

5:09

want to experience you pay them a little bit. Yeah,

5:12

kids not free, but you know, it's worth every day.

5:14

It was close. What

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do you mean? I'm not pretty close to free.

5:19

Yeah. Okay. Here's another final tip here as we

5:22

get ready to close up is the

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question always is well, what's my call to action?

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If I'm going to shoot a video, do I

5:28

always ask to book an appointment? Do I always

5:31

ask for something? I don't think every time you

5:33

shoot a video, you should be pleading for an

5:35

appointment. I just think it makes you weak occasionally.

5:38

Maybe one every every two or three say,

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hey, by the way, if I've said something

5:42

today that resonated with you or is of

5:44

interest and you want to talk further, I'm

5:46

happy to do that. No pressure. Here's my

5:48

contact information below or maybe it's in the

5:50

comment section. So I do think occasionally you

5:52

should offer a call or

5:55

if you have something that takes that

5:57

topic and goes further into it like

5:59

maybe. maybe one of your team

6:01

members wrote an article. That's what

6:04

I'm telling my clients is if somebody in your

6:06

company is writing long articles, take a piece of

6:08

that article, shoot a video and say if you

6:10

wanna learn more, go here. And

6:12

so now you're leaving somebody with something

6:14

to go do, take action on that

6:17

will help them. And so you're now, your brand

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is building around quality

6:21

content. So that's another option is send

6:23

them somewhere else or book a call.

6:25

Love it. My last one

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quick is consistency, consistency, consistency. If

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you're consistent with all the things, your

6:32

process, your shot, your framing, your length,

6:35

your problem, solution, call

6:37

to action, be consistent with all those

6:39

things, just write those things down. You'll

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be way more successful than if you're

6:44

trying to like freewheel every single video

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you ever shoot. Won't work. We

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talked about it in last week's session, talked

6:50

about process being your word for the decade.

6:54

For the millennium. So,

6:57

standard use. And

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that's the same thing here. What's the process for

7:01

me shooting video? Put it in a Google Doc.

7:03

So, oh, so now I don't have to, oh

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God, what am I gonna talk about? You know

7:07

what? What's the hook? What's the question? What

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are the three points? What's the call to action? Do it like

7:12

that. It'll make it easier and make you wanna do it. All

7:14

right, that's it for today. Power episode. Cheers.

7:17

See you next time, bye.