Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. To ensure you’re making a strong first impression, look no further than your television screen. Most of the stars you see had to audition on film or video to make it past the eyes of critical casting directors and onto your screen. By applying the 5 secrets from the stars, you can gain an important competitive edge in your video calls: 5 Secrets from the Stars for a Memorable First Impression Be prepared: “We started every practice with that warm-up … We knew that sh*t like it was second nature. And that’s when magical stuff happens with acting: No mind, no body.” – Mark Ruffalo | Spotlight No star would ever Read More
Confidence is crucial in virtual sales! Why? Because the camera picks up everything – including a lack of confidence. Salespeople must learn to be confident on-camera in order for potential customers to place their trust and business with a credible partner. “Just act confident!” … So much easier said than done! When preparing for a video call or message, you would likely find this common piece of advice entirely unhelpful! Not only does it lack obvious steps or tactics, it’s important you not only appear confident but that you feel confident in front of the camera as well. Ultimately, my training as an actor has taught me more about being confident on-camera than video than any sales training I ever have. These six powerful (and easy!) acting tips are tactical and proven to work in an art form that really knows what it takes to appear and, more importantly, feel Read More
Smile! It’s your selling on-video superpower. People who smile are perceived as friendly, approachable, caring. And yet, smiling is such an uncommon expression in business – especially on video!
Yes, there are many times you may be discussing serious matters, but a video message or presentation delivered by the grim reaper can be pretty wearing. Surely you can find the occasional reason to smile in a conversation. Surely you can find the occasional reason to smile in a sales conversation!
I’m not advocating you paste on a phony smile – your customer can read that – especially on-camera. But think about what good news you may be sharing and let your face know! For example, are you:
Solving a problem?
Saving your customer time or money?
Creating a vision of what’s possible?
Sharing a success story?
Or just smile and let them know you’re enjoying your conversation!
Look for moments to smile on video.
p.s. If you’re out of practice or find you “think” you’re smiling and you’re not, you likely need to warm-up your facial muscles and re-connect to how you feel about what you’re sharing and why it matters. Check out the Master Class below for information on how we can help you connect to that smile and start seeing results!
What do salespeople and sports broadcasters have in common? Learn how to build relationships and communicate on-camera with Joel Goldberg.
In this episode of “Sales Lessons from a Career on-Camera,” I talk to Joel Goldberg, host of the Kansas City Royals pregame and postgame show on Fox Sports. Joel talks about what Major League Baseball was like for players and team members during 2020’s uncertain season, how he stays focused on camera, builds relationships with players and coaches, and continues to differentiate himself in a field where everyone now has access to information.
About Joel: Over the course of his twenty-five-year career in television, Joel Goldberg has devoted himself to developing and maintaining influential relationships with professional athletes, coaches, and team management. Joel has been a member of the Kansas City Royals broadcast team since 2008 where he has hosted over 300 pre/postgame shows. As a public speaker and presenter, Joel’s focus is on building culture and success through impactful storytelling. Most recently, he has launched a podcast where he compares the winning traits of sports to business called “Rounding the Bases.”
Build long-lasting relationships:
“This business [sports broadcasting], first and foremost, is about relationships, and that’s no different than almost every other profession.”
“What am I doing today that can help me tomorrow or down the road? Because we don’t know when the next version of this is coming or whatever the next ‘it’ is. And so, you can’t stop building those relationships or forming those relationships.”
Ask yourself, “What can you do to put the person on the other side at ease? When you’re able to do that, they’ll hopefully, in theory, let their guard down and you will get to know them a little bit better.”
Shine the spotlight on others:
“I just think when you get a chance to know people better and shine that spotlight on them, it opens up a lot of avenues for conversation.”
“Take a genuine interest in people. It goes a long way.”
“The fewer distractions you have in front of the camera, that includes a Zoom call or Microsoft teams or whatever it is, the more you can focus on being comfortable in front of the camera, also engaged in the conversation because your mind is there.”
“When you can push aside those distractions and listen, then you’re more engaged. When you’re more engaged, you have more of an understanding and an interest in what’s going on. When you have more of an interest in what’s going on, you get excited about it in the way that if you are sitting down next to a friend at a coffee shop or a bar or restaurant.”
“What can I do differently than everyone else? And now how can I bring that to people and be the one to bring that to people when no one else can? And so that’s sort of a view that is a huge responsibility to privilege to say, OK, what can I do to add value to people from an entertainment standpoint, from an information standpoint?”
The fine line between energy and volume:
“It is different on camera. I would say that there’s this fine line as a broadcaster and I think as an actor between energy and volume. I think that until we figure it out, we think when someone says have more energy, they think that means you get louder.”
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It’s time to energize your virtual presentation! When presenting on video, salespeople rarely speak with as much personality or energy as they would naturally use in their personal lives – we tend to tone things down, flatten them out, or pull them in when sitting in front of a screen. Now selling from home, it is easier than ever before to get too relaxed and comfortable on video sales call. Trust me – I know that the idea of giving a virtual presentation from the comfort of your favorite recliner is very tempting but getting too comfortable comes across as low energy and disinterest to your customers. You’ve probably heard the saying that the camera adds 10 pounds. Though it’s often forgotten what the camera can take away – energy! Without careful practice and attention, the camera can take away 10-50% of your energy. And your Lazy Boy isn’t helping. Read More
What do salespeople and sports broadcasters have in common? Connecting with people on video and getting them to open up!
Salespeople are discovering first-hand how difficult it is to connect with customers on video. Talking to a camera is not a natural skill. Yet actors, sportscasters, reporters, and news announcers are proof it is possible to connect and engage with audiences virtually.
In this episode of “Sales Lessons from a Career on-Camera” I talk to sports broadcaster Amanda Borges about how finding your voice on video, forming connections, asking good questions, scripting, improv, and much more!
About Amanda: Amanda Borges has interviewed more than 100 athletes and coaches and she’s scripted and hosted more than 30 live shows, either in-studio or on-location. She traveled with the New York Rangers as their Team Reporter and Producer before moving to the national stage interviewing all types of athletes for Yahoo! Sports. Most recently Amanda launched a podcast to share stories about women who work in sports called “And So She Goes.”
Talking to the camera:
“There’s a lot of acting that is involved in being on camera – even though it sounds so confusing, even though you want to be yourself and you want to portray the true person that you are, you have to crank it up a notch.”
Working with a script:
“I need to know what I’m going to say, and I need to be able to say it in a way where it doesn’t sound like I am reading off every single line in my head. There is a way to come across as natural, even though you’re reading a script.”
Getting people to open up:
“My biggest thing is to just be relatable – people open up and are more willing to talk to you if they can relate to you. Once you open up to them, you open that door for them to be vulnerable with you as well.”
“Study as much as possible and know as much as possible, but just make sure that once you’re there, focus on that connection with that person because if you truly know what you’re supposed to say, it’ll just come out naturally in the conversation.”
Advice for salespeople:
“What do these people want to know? What can I bring them that they can’t get anywhere else? My advice is, don’t get caught up on how you look or how you’re speaking… as long as you can keep people engaged with your energy and the content that you’re presenting, that’s what’s most important.”