Anyone in sales, especially those who sell B2B (business to business), knows how difficult it can be to get past gatekeepers, get the attention of decision makers, and in general break through all the noise that your prospects will be dealing with on a daily basis.
That’s why, when I first encountered the tool that I am reviewing today, I immediately understood where its value came from, which can be summed up in one word: disruption.
The tool, called BombBomb, allows you to send one-off video emails to individual people. Listen to the episode to hear me describe how the tool works, why I think anyone in sales should use it, and what results it will help you achieve. Use the player below to listen to the episode, or scroll down for a transcript.
The topic for today’s episode is a new tool that I’ve just discovered that I think is a great asset for anyone who is doing business to business sales, anyone who has a long-term personal relationship with their clients or anyone who is doing nonprofit fundraising or trying to from strategic partnerships with other businesses.
Let me back up a step here and kind of set the stage for why I think this tool is important for you to check out if any of those situations I mentioned describes you, because I am definitely not an advocate of running and chasing after every new shiny object that comes along. I’m usually pretty skeptical of these kinds of tools because I think that for most businesses they really need to master the fundamentals before they start adding new things into the mix. I still think that’s the case.
If you’re not doing any email marketing at all, you definitely need to get that started and get that system in your business in place before you go and sign up for this or any other email tool.
Having said all that, I do think that this tool goes beyond the usual shiny object/flash-in-the-pan kind of thing. It’s something that could really help you get some good results. The reason I started investigating the tool is that as someone who does business to business sales myself, I know–and anyone else in this position knows–that it’s really hard to get through the noise and break through to the decision makers and get them to pay attention to you, and to actually read what you send them, to listen to your message, and get their attention.
This is a very common problem in sales, and it’s just as true for me as for anyone else. As a business owner, I have people trying to sell me stuff all the time. Believe me, most of those emails just get deleted. I don’t even bother to respond.
I get it. Sales is tough. You need something exciting and compelling, and–I’m going to use the word disruptive–to get through the noise. I’m talking disruptive in a good way here. That’s basically what BombBomb, this tool I’m talking about today, helps you do. It’s a very easy way to quickly record a personal one-off video message to somebody and send that to someone in an email. When they get the email, they’re going to have a little thumbnail of the video that’s actually starting to play.
It’s hard to describe this in an audio podcast of course, so I highly recommend that you test it out and experience it to see what I’m talking about. If you go to BombBomb.com, you can sign up for a 14-day free trial and test out the tool. If you do end up signing up for a paid subscription, be sure to use the coupon code “Redpoint.”
Just to continue talking more about how to use the tool and why I think it’s helpful for sales professionals is that if you’re trying to get in front of a prospect, introduce yourself to a new strategic partner, follow up with a client who’s maybe dropped off the radar, this is something that’s going to get their attention just because nobody’s doing it. They’ll probably get dozens, maybe even hundreds of emails every day. I can guarantee this will be the only video email that they’ll get on any given day.
It’s the kind of thing where if everyone was using this tool, it actually wouldn’t work because everyone would be doing it and it wouldn’t be disruptive. It would just be another video email.
Because it is very unique and different and exciting, people will click on it just because of the novelty.
Having said that, obviously the tool is only as good as how you use it, so I will spend a minute or two talking about how to use the tool and what kind of things you should put in the videos that you record.
The first thing to mention is don’t think of this as a replacement for just picking up the phone and calling somebody. Sometimes that still is the best way to do follow ups. Sometimes that does make the most sense.
However, if you are in a situation where maybe you don’t have somebody’s phone number, or you have been trying to call them, maybe you left a voicemail or two and they just hadn’t returned your calls, or you know that they’re really busy and just know that they’re not going to answer the phone, but you still want them to hear your voice because you’re explaining something that is just difficult to convey your meaning in a text email…those are the types of situations where this tool would be ideal.
The key will be that you need to use some good quality video equipment and audio equipment to record these videos that you put in the emails. I recommend the Logitech C190 webcam and the Blue Nessie Microphone. That’s what I use to record this podcast on.
Another thing to mention is that you’re going to have to become comfortable on camera. That’s going to be pretty key. Otherwise, you’ll just come across looking awkward and stupid when you send these emails, and it will hurt you rather than help you.
The good news is that’s pretty easy to do with some practice. All you need to do is just bite the bullet and commit to practicing talking on camera, getting used to the sound of your own voice, hearing it play back in the recording, and that kind of thing. With a little bit of practice and with time, you will get pretty comfortable doing this. When you record these videos, keep them short, keep them simple, keep them to the point.
Just make them about your one specific thing and of course, you include some type of call to action at the end. Let the person know what it is you want them to do, what action it is you want them to take, what your next steps are going to be and that sort of thing. Just like you would in any sales call or email, but of course, now you’re just doing it on video.
Definitely if you are a sales professional, if you are trying to form new strategic partnerships with other business owners and if you are trying to maintain relationships with clients–especially clients that you don’t see in person, like maybe you’re in a different geographic area or for whatever reason you just can’t visit all your clients in person very often, but you still have long-term relationships with them–I think this is an excellent tool for people in those situations.
Check it out, sign up for a free trial, and when you do, use it to send me an email at firstname.lastname@example.org, and let me know what you think of the tool.